Account Director growing strategic SaaS cybersecurity accounts across North America at Trustonic. Managing enterprise relationships, renewals, upsells, negotiations, and new business across wireless and connected - device markets.
About the role
- Enterprise Account Executive managing enterprise pharmaceutical and biotech accounts. Driving sales and revenue for an AI-driven biomedical platform while collaborating with scientists and stakeholders.
Responsibilities
- Carry a quota and own enterprise biotech and pharma accounts end to end: outbound, discovery, qualification, proposal design, pilot, close, and expansion.
- Convert active pilots and POCs into committed, growing revenue, with a clear plan to move each engagement from evaluation to production.
- Run a disciplined sales process using MEDDPICC to qualify hard, multi-thread, and forecast accurately.
- Act as a solution owner: gather the scientist's problem statement, partner with the technical team to design a tailored solution, and present it back with credibility.
- Multi-thread across R&D leaders, computational biology and data science teams, technical champions, procurement, and economic buyers.
- Drive land-and-expand on a consumption model: identify usage growth, surface new use cases, and bring new teams onto the platform.
- Keep pipeline hygiene and forecasting tight in the CRM, working fluently across a modern outbound and sales stack.
- Feed market signal back to GTM and product to sharpen positioning, packaging, and the roadmap.
Requirements
- Proven track record closing enterprise deals in big pharma and biotech, ideally within R&D and the drug discovery process (target discovery, lead optimization, translational, and adjacent workflows)
- Working fluency with MEDDPICC (or a comparable methodology) and the discipline to run it consistently across a complex cycle.
- Experience selling a consumption-based or usage-based platform, with command of the forecasting and expansion dynamics that come with it.
- Strong scientific literacy: you can discuss experimental design, evaluate data sources, and hold your own with R&D and computational biology stakeholders. Background in biology, computational biology, or biomedical science strongly preferred.
- Intellectual curiosity: you go deep on both the science and the technology, ask sharp questions, and keep learning in a field that is moving fast.
- Comfort navigating long, multi-stakeholder enterprise cycles through technical champions, procurement, and senior economic buyers.
- Self-starter who thrives in an early-stage environment with limited reference customers and process that is still being written.
- Excellent communication: crisp written proposals, clear presentations, and credibility in both the boardroom and at the bench.
Benefits
- Competitive salary and equity share in building the future of biomedical discovery
- Full medical, dental, and vision coverage, including free therapy sessions and eyewear stipend
- 401(k) to help you build long-term financial security (US only)
- Unlimited PTO to recharge when you need it (US only)
- Lunch and snacks when you're in the office
- Regular team offsites and company events
- A culture of excellence and speed - we move fast, think big, and support each other every step of the way
- Your work will directly impact our mission to 100X biomedical discoveries through AI
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