Account Executive, 製薬
Own the full enterprise sales cycle and build Tulip’s pharmaceutical and life sciences business in Japan. The role requires 5+ years selling regulated-industry SaaS, navigating complex buying committees, and communicating fluently in Japanese and business-level English.
About the job
Responsibilities
- Own the full sales cycle in Japan's pharmaceutical and life sciences market, from prospecting through close, across mid-market and enterprise accounts.
- Build and drive pipeline for complex, regulated deals involving procurement, IT, QA, validation, and operations stakeholders.
- Develop and execute a Japan-specific go-to-market strategy for pharma and life sciences, owning quarterly and annual revenue targets.
- Present value propositions tied to pharma-specific challenges such as batch review, deviation management, audit readiness, and paper-based processes.
- Build relationships with plant managers, QA/RA leaders, digital transformation owners, and C-suite executives.
- Coordinate with channel and consulting partners to co-sell and execute deals.
- Partner with Pre-Sales, Marketing, Customer Success, and Professional Services to support validated implementations and customer success.
- Maintain accurate forecasts and pipeline records in Salesforce.
- Track PMDA, FDA, and EMA regulatory developments and competitive dynamics, and represent the Japan pharma market internally.
Requirements
- 5+ years of experience selling complex enterprise SaaS solutions to pharmaceutical, biotech, or broader life sciences accounts in Japan at management and executive levels.
- Consistently exceeded 100%+ quota and managed diverse pipelines across multiple life sciences customer types.
- Experience navigating complex, regulated organizations and stakeholders including procurement, IT, QA/RA, validation, and operations.
- Experience with value-based selling and MEDDPICC.
- Familiarity with GxP environments, 21 CFR Part 11, computer system validation (CSV), and pharmaceutical compliance frameworks.
- Proficiency with Salesforce.com, Outreach, ZoomInfo, and LinkedIn Sales Navigator.
- Ability to learn software quickly and discuss SaaS, PaaS, IoT, and cloud solutions fluently.
- Excellent written and verbal communication skills, including presenting complex solutions to audiences ranging from operators to C-level executives in Japanese.
- Strong prioritization, organization, and activity-management skills.
- Business-level English for global-team communication and English regulatory and product documentation.
- Native- or business-level Japanese for customer and internal communication and Japanese-language materials.
- Valid Japanese work visa at the time of application; visa sponsorship is not provided.
Nice to Have
- Experience selling manufacturing, quality, and compliance solutions such as MES, eBR/eDHR, LIMS, QMS, or related platforms.
- Experience working at a startup or developing a new business unit within a multinational company.
Compensation and Benefits
- Company equity.
- Learning and development benefits.
- Comprehensive social insurance package covering health, pension, employment, and workers' compensation.
- Commutation allowance.
- Remote work environment in 2026, with plans for an office in Japan in 2027.
Skills
Enterprise Saas, Pharmaceutical Sales, Life Sciences, MEDDPICC, Mes, Ebr/Edhr, Lims, Qms, Gxp, 21 Cfr Part 11, Computer System Validation, Salesforce, Outreach, ZoomInfo, LinkedIn Sales Navigator
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