Senior Account Executive, BioPharma

This is a fully remote position, open to applicants in California, +3 more states.

📋 Description

• Take ownership of retention and growth revenue for a portfolio of significant BioPharma accounts.

• Develop and manage Strategic Account Plans that encompass various business units, products, and stakeholder groups.

• Establish and maintain executive relationships, ranging from end users to C-suite and senior commercial leaders.

• Provide guidance to clients on linking healthcare commercial intelligence to their go-to-market strategies and business results.

• Address complex account challenges, such as at-risk renewals, competitive threats, budget constraints, mergers, reorganizations, and adoption gaps.

• Identify and spearhead cross-sell and up-sell prospects across different divisions, therapeutic areas, and products.

• Lead negotiations for renewals and expansions, successfully closing multi-year, multi-division agreements.

• Utilize commercial judgment in pricing, margin considerations, and contract structure.

• Direct cross-functional account teams, collaborating with Solutions Consultants, Customer Success, Product, Legal, and Finance departments.

• Facilitate value engineering and ROI discussions, presenting findings during executive business reviews.

• Communicate account insights and customer feedback to Customer Success, Marketing, and Product teams.

• Mentor and guide less-experienced Account Executives.

• Predict opportunities and maintain pipeline integrity in Salesforce.

• Leverage AI tools for account research, deal preparation, and enhancing productivity.

• Monitor industry trends and evolving client requirements to uncover new opportunities.

⛳️ Requirements

• Bachelor's degree (BA or BS).

• Over 10 years of experience in selling to or managing Strategic or Enterprise accounts.

• Significant background in data or consultative selling; healthcare data experience is advantageous.

• Proven track record of consistently meeting or surpassing retention and expansion goals for large, strategic accounts over multiple years.

• Skills in strategic account planning and execution with enterprise, multi-stakeholder clients.

• Demonstrated ability to navigate ambiguous, high-stakes account situations while retaining and growing at-risk relationships.

• Experience in negotiating and finalizing multi-year, multi-division service contracts.

• Strong financial acumen, including understanding of pricing and margin trade-offs during negotiations.

• Capability to engage and influence stakeholders from end users to C-level executives.

• Proficient in navigating complex organizations to identify and connect with key decision-makers.

• Experience in leading cross-functional account teams and influencing without direct authority.

• Outstanding written, verbal, interpersonal, and presentation skills, complemented by a strong executive presence.

• Adherence to a disciplined sales process.

• Experience in mentoring or coaching less-experienced sales professionals.

• A strong passion for addressing customer business challenges.

• Willingness to travel approximately 40% of the time, including for executive business reviews, industry events, and on-site customer visits.

• Experience in selling to the Biopharma industry is highly preferred.

🏝️ Benefits

• Eligibility for company bonus or commission plan, based on position.

• Medical insurance coverage.

• Dental insurance coverage.

• Vision insurance coverage.

• Flexible paid time off policy.

• 401(k) plan with employer contributions.

• Comprehensive healthcare benefits.

• 401(k) matching program.

• Employee-driven Definitive Cares program.

• Employee-led affinity groups.

• Opportunities to connect with colleagues and create a positive impact in the community.