Sales Executive

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

📋 Description

• Take charge of new-business sales within a specified Diversified territory.

• Manage the complete new-business sales cycle, from prospecting to closing, meeting a proven quota.

• Identify and reach out to target accounts in the pharmaceutical, biotech, medical device, and related Diversified sectors through phone, email, and LinkedIn.

• Create and oversee a personal sales pipeline utilizing inbound leads and support from Sales Development.

• Gain insights into how Diversified teams leverage healthcare commercial intelligence for their go-to-market strategies.

• Cultivate and maintain relationships with Sales, Marketing, Commercial Operations, and executive-level stakeholders.

• Identify business challenges faced by prospects and guide discussions on value engineering and ROI.

• Design and implement a go-to-market strategy, focusing on account prioritization and multi-channel outreach.

• Independently manage deals from initial contact to closure, including pricing and contract-term negotiations.

• Oversee complex sales cycles that involve multiple stakeholders such as Sales, Sales Ops, Marketing, Legal, Finance, and IT.

• Monitor weekly and monthly activity goals and successfully close new business at or above quota.

• Forecast opportunities and ensure pipeline accuracy within Salesforce.

• Utilize AI tools for prospecting, research, and preparing for deals.

• Highlight potential for expansion in newly acquired accounts to the Account Executive team.

• Remain updated on industry trends, competitive dynamics, and regulatory issues.

⛳️ Requirements

• Bachelor’s degree (BA or BS).

• Over 8 years of experience selling to Strategic or Enterprise accounts.

• Proven background in data or consultative selling.

• Experience in selling data, analytics, or products with substantial data components.

• Strong preference for experience in selling to Diversified, pharmaceutical, biotech, or healthcare sectors.

• Documented track record of consistent quota achievement as a top producer.

• Proficient in cold calling, handling objections, and diligent follow-up.

• Exceptional negotiation and closing abilities.

• Experience managing multi-stakeholder deal cycles.

• Willingness to travel approximately 40% of the time, including attendance at industry events and onsite prospect meetings.

🏝️ Benefits

• Medical coverage.

• Dental coverage.

• Vision coverage.

• Unlimited paid time off.

• 401(k) plan with employer contribution.

• Eligibility for a company bonus or commission plan, depending on the position.

• Comprehensive healthcare benefits.

• 401(k) match.

• Definitive Cares employee-driven program.

• Employee-led affinity groups.

• Opportunities to connect with colleagues and make a positive impact on communities.