A.
Job Description:
Objective Responsible for winning new BioTech360 customers in an assigned US territory and growing revenue within the accounts won. Builds pipeline through proactive prospecting, runs the full sales cycle from discovery to close, and manages the territory with a high degree of independence. Reports to US sales leadership, who set strategy, target segments, messaging and pricing; executes against that strategy as the owner of the territory, the number and the pipeline. Works with LabVantage sales engineering, services, marketing and product to deliver solutions to life sciences R&D organizations. Responsibilities include the following: This is not an exhaustive task list and other duties may be assigned as deemed appropriate or warranted by immediate manager. Prospect proactively and consistently into the target account list through outbound calls, email, LinkedIn, referrals and industry events; prospecting is a standing weekly commitment. Lead discovery that uncovers the customer's problem, its cost and the outcome they need before the product is introduced; qualify rigorously on problem, budget path, decision process and internal sponsorship. Deliver the BioTech360 sales story with credibility to scientific and executive audiences, tailored to the account. Orchestrate LabVantage sales engineering, services and executive resources at the right points in the sales cycle; the Account Executive runs the deal. Build the business case with the customer; structure proposals and negotiate pricing, agreements and contract terms within guidelines set by sales leadership. Remain engaged after signature so the first deployment succeeds, becomes a reference and expands into additional applications and groups. Maintain accurate pipeline and forecast in Microsoft Dynamics; report weekly on activity, pipeline movement and next steps. Provide field intelligence (objections, competitors, use cases, pricing signals) to sales leadership, marketing and product. Represent BioTech360 at US conferences, customer events and partner meetings. C.
What Success Looks Like:
Performance is measured on new annual contract value closed, expansion revenue within assigned accounts, and the qualified pipeline built to reach those numbers. Quota, ramp and pipeline coverage targets are set at hire and reviewed annually.
First 30 days: complete product, sales story and competitive onboarding; draft the territory plan with target accounts tiered and the first 50 contacts identified.
First 60 days: active outbound cadence running; first discovery meetings held with target accounts; pipeline in Dynamics with next steps on every opportunity.
First 90 days: qualified pipeline at a multiple of ramped quota; first technical evaluations underway with sales engineering; territory plan finalized and reviewed with leadership.
First 12 months: first new logos closed and deployed; pipeline coverage sustained at 3x quota; forecast accuracy within the range set by leadership.
D.
Qualifications:
Minimum 5 years of quota-carrying B2B software sales with a documented record of exceeding new business targets; enterprise or upper mid-market deal cycles of 6 to 12 months.
Proven proactive prospecting: able to describe, with numbers, how pipeline was built from outbound effort and personal network rather than inbound leads.
Consultative, discovery-led selling: leads with the customer's problem, quantifies its cost and builds a business case rather than leading with features.
Ability to sell to scientific and technical buyers and to the executives who fund them, with the communication skills and executive presence to hold both conversations in the same account.
Independence, resilience and ownership: runs a territory with light supervision, keeps pipeline and forecast current in the CRM, and sustains prospecting through rejection.
Willingness to travel 50% or more.
Preferred:
experience selling into life sciences R&D (biotech, pharma, CRO, CDMO or research institutions).
Preferred:
familiarity with the R&D informatics landscape (LIMS, ELN, SDMS, scientific data management, data platforms or analytics tools).
Preferred:
an existing network of R&D, informatics or digital transformation contacts in life sciences.
Preferred:
background in a scientific discipline or a laboratory environment. LabVantage is an equal opportunity employer. We consider all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status or any other characteristic protected by law. Applicants who need an accommodation at any stage of the hiring process should indicate this when applying.
