Strategic Account Manager – Contract Services, CRO & CDMO

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

📋 Description

• Acquire new business opportunities and enhance existing accounts by promoting Sapio software and professional services to designated prospects and clients.

• Achieve and surpass sales objectives while accurately forecasting the sales pipeline.

• Employ a consultative selling approach by understanding customer objectives and suggesting suitable Sapio products, configurations, and services.

• Develop account and opportunity strategies across Sapio teams, from initial outreach to closing deals.

• Conduct discovery meetings and deliver engaging presentations and demonstrations.

• Advocate for customer needs within Sapio.

• Prepare timely and high-quality proposals and quotes.

• Collaborate with Customer Success to foster enduring customer relationships.

• Contribute to shaping Sapio’s presence in the contract services market.

• Assist in lead generation through campaigns, events, territory planning, and direct outreach efforts.

• Maintain accurate records of CRM activity, pipeline, and account status.

• Cultivate long-term partnerships with CROs, CDMOs, and organizations in the pharmaceutical and biotech sectors.

⛳️ Requirements

• Minimum of 5 years of experience in enterprise software sales within the life sciences sector, demonstrating a successful track record of meeting quotas.

• Direct experience selling to CROs, CDMOs, or pharmaceutical companies.

• Comprehensive understanding of the operations of contract service providers, their business drivers, and technological requirements.

• Consultative sales approach with the capability to establish trusted relationships at senior levels.

• Excellent presentation, writing, and communication skills.

• Strong time management skills and the ability to prioritize while working remotely.

• Proactive, team-oriented mindset with a comfort level for working with minimal supervision.

• Proficiency in using CRM systems and adhering to a structured sales methodology.

• Willingness to travel to customer locations both regionally and internationally as required.

• Must be based on the East Coast of the United States.

• Experience selling LIMS or ELN solutions is a plus.

• Scientific knowledge in areas such as discovery, research, development, clinical, or manufacturing is advantageous.

• Existing network within the CRO/CDMO industry and familiarity with contract services workflows and data requirements is beneficial.

• Understanding of the distinct buying processes of CRO and CDMO segments is a plus.

• Experience in developing business cases or using value-engineering frameworks is a plus.

• Insight into the competitive landscape and Sapio’s unique selling points is beneficial.

• Interest in AI applications in laboratories and experience with AI tools is advantageous.

🏝️ Benefits

• Reasonable accommodations for qualified individuals with disabilities.

• Flexible remote work arrangement.

• Variable compensation structure with a 50/50 base-to-variable split and on-target earnings of approximately $320,000.