Account Executive (US)

The Role in Brief

The Account Executive drives STARLIMS software sales in a defined territory to hit revenue targets, grow profitably and gain market share. You are the primary contact for new opportunities, you own the forecast, and you lead the cross-functional team that closes each deal.

What You'll Do

Drive revenue and pipeline

• Sell in your defined territory to meet revenue targets, covering new business and renewals.
• Find new opportunities and keep a strong sales funnel.
• Generate new STARLIMS business by managing leads and opportunities.
• Provide accurate, timely sales forecasts.
• Build strategic account plans for closing deals and reaching sales goals.

Sell solutions

• Sell total solutions to target non-enterprise accounts, including upselling high-risk renewals and winning new business.
• Design and deliver solutions that improve outcomes for customers.
• Work with sales specialists to deliver strong product presentations.
• Respond to RFIs and RFPs professionally and on time.
• Negotiate long-term contracts.

Know the customer and the market

• Build a deep understanding of customer and stakeholder needs.
• Understand the competitive landscape and how market trends affect customers.
• Understand industry-specific lab workflows: Pharma Technology, Forensics, Quality Manufacturing, Public Health and/or Clinical.

Lead and report

• Build and engage an internal cross-functional selling team to carry out account strategies.
• Show leadership within your peer group.
• Report to the regional sales manager on pipeline generation, win/loss ratios, lead conversion, quota attainment and customer satisfaction.

What You Bring

• Education: Bachelor's degree in Life Sciences, Computer Science or another scientific discipline.
• Experience: 5 years, including:
• Industry experience in a laboratory, manufacturing or science-based setting, with knowledge of laboratory informatics and/or manufacturing
• Work in an enterprise software environment, SaaS experience is a plus.
• A documented history of sales overachievement (e.g. President's Club winner), consistently in the top 20% of your peer group
• High proficiency in the Salesforce.com CRM platform
• Licenses/certifications: None required.