Account Executive, Mid-Market Pharma & Lifesciences (USA, Remote, East Coast)

Overview

Account Executive for Esko's mid-market pharma and life sciences segment, responsible for winning new mid-sized pharmaceutical and life-sciences customers for Esko's validated brand software, starting with WebCenter Go.

What you'll do

• Own the mid-market pharma and life sciences segment, managing a healthy 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.
• Build trusted advisor relationships with key stakeholders, including marketing, regulatory, procurement, packaging and IT decision-makers within the region.
• Position the value of validated software in terms of process control, traceability, data integrity, inspection readiness, speed to market, quality and risk reduction.
• Develop account plans that identify upsell, cross-sell, and expansion opportunities across Esko's portfolio of software solutions.
• Partner with Solutions Consultants and Customer Success Managers to deliver compelling, outcome-driven product demonstrations and value assessments.
• Collaborate with Marketing to execute 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 sharpen the go-to-market approach and territory strategy.
• Deliver accurate and timely pipeline reporting, forecasting, and CRM hygiene within Salesforce.
• Champion Esko's value proposition so prospects and customers understand the ROI of the integrated platform.

What you'll need

• 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 while maintaining the pace, prioritization and commercial discipline required 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 both technical and business audiences.
• Bachelor's degree.

Nice to have

• Experience selling validated SaaS, quality-management, regulatory, labeling, artwork-management, document-management or compliance solutions.
• Experience with value-based or consultative selling methodologies, e.g., MEDDIC.
• Working knowledge of computer system validation (CSV/CSA), 21 CFR Part 11 and how validated SaaS is bought, implemented and maintained.
• Self-starter energy suited to a new, evolving motion; you like building process as much as following it.
• MBA or equivalent.

Details

• Fully remote role located in the United States, within the Eastern or Central time zone (East Coast preferred).
• Travel may be required based on business needs, customer engagement requirements, and opportunity complexity.
• Eligible for commission pay.
• Compensation range of $70,000.00 - $90,000.00 USD per year.