Account Executive, Mid-Market Pharma & Lifesciences
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Job Description
Account Executive winning US mid-market pharma and life-sciences customers for Esko's validated packaging software. Owning prospecting, solution design, negotiations, and full-cycle sales.
Responsibilities:
- Own the mid-market pharma and life-sciences segment, managing pipeline and achieving quarterly and annual revenue targets
- Drive the full sales cycle from outbound prospecting and qualification through discovery, demonstration, proposal, negotiation, and close
- Win new mid-sized pharmaceutical and life-sciences customers for Esko's validated brand software, starting with WebCenter Go
- Build trusted-advisor relationships with marketing, regulatory, procurement, packaging, and IT stakeholders
- Position validated software around process control, traceability, data integrity, inspection readiness, speed to market, quality, and risk reduction
- Develop account plans identifying upsell, cross-sell, and expansion opportunities
- Partner with Solutions Consultants and Customer Success Managers on product demonstrations and value assessments
- Collaborate with Marketing on regional demand-generation campaigns and convert inbound leads into qualified opportunities
- Represent Esko at relevant events
- Analyze win/loss trends, competitive dynamics, and market signals to improve go-to-market and territory strategy
- Deliver pipeline reporting, forecasting, and Salesforce CRM hygiene
- Champion Esko's value proposition and communicate platform ROI
- Travel as required for business needs and customer engagements
Requirements:
- Experience selling into life sciences (pharma, biotech, medical device, CDMO or consumer health), ideally software that touches GxP, quality, regulatory or labeling processes
- Demonstrated ability to navigate multi-stakeholder SaaS sales in a mid-market environment
- Experience with CRM tools (Salesforce or equivalent) for pipeline management, forecasting, and reporting
- Strong written and verbal communication skills, with the ability to present to technical and business audiences
- Experience selling validated SaaS, quality-management, regulatory, labeling, artwork-management, document-management or compliance solutions
- Experience with value-based or consultative selling methodologies such as MEDDIC
- Working knowledge of computer system validation (CSV/CSA), 21 CFR Part 11, and validated SaaS implementation and maintenance
- Minimum Bachelor's degree
- MBA or equivalent preferred
- Ability to work in the United States within the Eastern or Central time zone
Benefits:
- Permissive PTO
- Flexible working hours
- Professional onboarding and training options
- Career coaching and development opportunities
- Health benefits
- Medical, dental, and vision insurance
- 401(k)
- Commission Pay eligibility
- Reasonable accommodation for individuals with disabilities
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