Enterprise Account Executive
Owns the full enterprise sales cycle for pharma and biotech accounts, converting pilots into recurring, expanding revenue. The role requires complex-deal experience, scientific fluency, MEDDPICC discipline, and the ability to sell usage-based platforms to R&D stakeholders.
About the job
Responsibilities
- Own enterprise biotech and pharma accounts end to end, including outbound, discovery, qualification, proposal design, pilots, closing, and expansion.
- Carry a quota and convert active pilots and proofs of concept into committed, growing revenue.
- Run a disciplined sales process using MEDDPICC or a comparable methodology; qualify rigorously, multi-thread, and forecast accurately.
- Act as a solution owner by gathering scientist problem statements, partnering with technical teams on tailored solutions, and presenting proposals credibly.
- Engage R&D leaders, computational biology and data science teams, technical champions, procurement, and economic buyers.
- Drive land-and-expand growth on a consumption model by identifying usage growth, surfacing use cases, and bringing new teams onto the platform.
- Maintain CRM pipeline hygiene and accurate forecasting across a modern outbound and sales stack.
- Feed market insights back to GTM and product teams to improve positioning, packaging, and roadmap decisions.
Requirements
- Proven success closing enterprise deals in big pharma and biotech, ideally across R&D and drug discovery workflows.
- Experience with MEDDPICC or a comparable enterprise sales methodology.
- Experience selling consumption-based or usage-based platforms, including forecasting and expansion dynamics.
- Strong scientific literacy, including the ability to discuss experimental design, evaluate data sources, and work credibly with R&D and computational biology stakeholders.
- Background in biology, computational biology, or biomedical science strongly preferred.
- Intellectual curiosity and ability to learn rapidly across science and technology.
- Ability to navigate long, multi-stakeholder enterprise sales cycles involving technical champions, procurement, and senior economic buyers.
- Self-starter comfortable in an early-stage environment with limited reference customers and evolving processes.
- Excellent written and verbal communication, including proposals and presentations.
Nice-to-haves
- Experience at the intersection of AI/ML and life sciences, including computational biology platforms, LLM-powered or agentic tools, or pharma data analytics.
- Track record converting pilots and proofs of concept into enterprise-scale production deployments.
- Prior startup or founding-team experience.
- Existing network across biopharma R&D and biomedical data ecosystems.
- Familiarity with knowledge graphs, multi-omics data, or biomedical NLP.
- Fluency with modern sales tools and strong CRM discipline.
Compensation and Benefits
- Competitive salary and equity.
- Full medical, dental, and vision coverage, including free therapy sessions and an eyewear stipend.
- 401(k) plan for US employees.
- Unlimited PTO for US employees.
- Lunch and snacks in the office.
- Regular team offsites and company events.
Skills
MEDDPICC, Enterprise Sales, CRM, Forecasting, Pharma R&D, Biotech, Computational Biology, Drug Discovery, AI/ML, Life Sciences, Knowledge Graphs, Multi-Omics, Biomedical Nlp, Outbound Sales, Proposal Design
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