Senior Sales Representative, Life Sciences Software – Mid-Market

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

📋 Description

• Identify and acquire new customers within your designated territory by selling software solutions and associated implementation services.

• Work in collaboration with Business Development Representatives to discover new opportunities and develop a robust sales pipeline.

• Increase software license and service orders for assigned accounts through effective upselling and cross-selling strategies.

• Meet or surpass annual order goals for acquiring new clients as well as upselling and cross-selling to existing accounts.

• Oversee the entire sales process, coordinating across functions and reporting to leadership as necessary.

• Manage the sales pipeline and opportunities, providing accurate forecasts by utilizing the internal CRM system.

• Assist in creating and delivering presentations aimed at customers.

• Gain a comprehensive understanding of the customer's technology landscape, strategic growth initiatives, technology strategy, and competitive environment.

• Adopt a consultative approach to identify customer or prospect challenges and needs, proposing value-added solutions accordingly.

• Drive consistent results by effectively engaging with a sales team, including sales engineers, client engagement managers, the delivery team, product team, and strategy team.

• Spearhead the development and execution of targeted account plans and stakeholder mapping while addressing the priorities and pain points of stakeholders.

• Streamline sales cycles by employing value-based solution selling methodologies, focusing on business case definitions, ROI, and business outcomes.

• Willingness to travel up to 50% across the US.

⛳️ Requirements

• At least 5 years of experience in software sales, business development, and/or digital/technology consulting.

• A minimum of 3 years of experience in selling enterprise software solutions to IT/Operations decision-makers.

• Proficient in SaaS.

• Experience in acquiring and onboarding new customers.

• Must be a US Citizen due to contractual obligations.

• Background in the Pharmaceutical, Biologics, Cell & Gene Therapy, Medical Device, BioTech, Diagnostics, or related sectors.

• Familiarity with Enterprise Software Solutions such as Quality Management Systems (QMS), Manufacturing Execution Systems (MES), Laboratory Information Systems (LIMS), Product Lifecycle Management (PLM), Cybersecurity, Warehouse Management Systems (WMS), Enterprise Resource Planning (ERP), Industrial Internet of Things (IIoT), Digital Twin, Clinical Trials Management Systems (CTMS), Regulatory Information Management Systems (RIMS), or similar solutions.

• Experience in selling or utilizing Artificial Intelligence solutions/capabilities, including generative and agentic AI.

• Proficient in working with applications on the Salesforce platform.

• Proven track record of engaging C-level contacts for solution selling, building relationships, articulating strategic vision, and closing deals with both business and IT/Operations leaders.

• Familiarity with Challenger and/or MEDDIC sales methodologies.

• Understanding of the client’s buying and decision-making processes; demonstrated ability to effectively engage at all levels and influence key decision-makers within the client organization.

• Knowledge of integrated operations, functional architectures, financial models, and the impact of technology, with the ability to translate business needs into functional requirements.

• Strategic mindset with the capability to enhance sales performance.

• Experience working with or targeting SMB and Mid-Market organizations.

🏝️ Benefits

• Employer-subsidized Medical, Dental, Vision, and Life Insurance.

• Short-Term and Long-Term Disability coverage.

• 401(k) matching program.

• Flexible Spending Accounts.

• Health Savings Accounts.

• Employee Assistance Program (EAP).

• Educational Assistance.

• Parental Leave.

• Paid Time Off for vacations, personal matters, sick leave, and parental leave.

• 12 Paid Holidays.