Account Executive – Mid-Market Pharma, Lifesciences

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the mid-market pharmaceutical and life sciences segment, overseeing the sales pipeline and meeting quarterly and annual revenue objectives.

• Manage the complete sales process from outbound prospecting and qualification to discovery, demonstration, proposal, negotiation, and closing deals.

• Acquire new mid-sized pharmaceutical and life sciences clients for Esko's validated brand software, starting with WebCenter Go.

• Establish trusted-advisor relationships with stakeholders in marketing, regulatory, procurement, packaging, and IT.

• Position validated software in terms of process control, traceability, data integrity, inspection readiness, speed to market, quality, and risk reduction.

• Create account plans that identify opportunities for upselling, cross-selling, and expanding within Esko's software offerings.

• Collaborate with Solutions Consultants and Customer Success Managers on product demonstrations and value assessments.

• Work with Marketing on regional demand-generation initiatives and convert inbound leads into qualified opportunities.

• Represent Esko at relevant industry events.

• Analyze win/loss trends, competitive dynamics, and market signals to enhance go-to-market and territory strategies.

• Provide pipeline reports, forecasts, and ensure accuracy in Salesforce CRM management.

• Advocate for Esko's value proposition and communicate the return on investment of the platform.

• Report directly to the Director of Sales.

⛳️ Requirements

• Experience selling to the life sciences sector (pharmaceuticals, biotech, medical devices, CDMO, or consumer health), preferably software related to GxP, quality, regulatory, or labeling processes.

• Proven ability to navigate multi-stakeholder SaaS sales in a mid-market context.

• Familiarity with CRM tools (Salesforce or similar) for managing pipelines, forecasting, and reporting.

• Excellent written and verbal communication skills, with the capability to present to both technical and business audiences.

• A bachelor's degree is required.

• Experience in selling validated SaaS, quality management, regulatory, labeling, artwork management, document management, or compliance solutions.

• Knowledge of value-based or consultative selling techniques, such as MEDDIC.

• Understanding of computer system validation (CSV/CSA), 21 CFR Part 11, and the buying, implementing, and maintaining of validated SaaS.

• Ability to work remotely in the United States within the Eastern or Central time zones.

• Willingness to travel as required by business needs and customer engagement.

🏝️ Benefits

• Generous PTO policy.

• Flexible working hours.

• Comprehensive onboarding and training options.

• An enthusiastic team eager to collaborate with you.

• Opportunities for career coaching and professional development.

• Health benefits.

• Medical, dental, and vision insurance.

• 401(k) plan.

• Eligibility for commission pay.

• Paid time off.