Drive STARLIMS software sales within a defined territory by generating pipeline, managing opportunities and renewals, forecasting revenue, negotiating contracts, and leading cross-functional deal teams. The role requires understanding laboratory workflows, manufacturing, informatics, enterprise software, and customer needs while consistently achieving sales targets and building strategic account plans.
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.
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