Industry: Information Technology & Services, Computer Software, Biotechnology, Biopharma, Pharmaceuticals
Employment Type: Full-time
Job functions: Sales, Account Management, Business Development
Location: Remote (US)
Summary:
Science Exchange is on a high-growth trajectory and looking for a Strategic Account Director with 5-8+ years of experience in Enterprise SaaS account management, procurement tech solutions, and the life sciences industry. As part of our growing Revenue team, you will play a key role in expanding our footprint within existing biotech and biopharma accounts. In this role, you’ll lead the growth strategy and execution for complex high value accounts and drive revenue by identifying and converting upsell and expansion opportunities.
About You:
We are seeking an enterprise sales professional with a proven record of expanding and upselling accounts in a “land and expand” sales motion, and achieving growth quotas within highly complex, Fortune 500-level biopharma companies. You’re adept at building and maintaining strategic relationships, especially across senior stakeholders in procurement, R&D, and operational teams, and you’re skilled in crafting solution-based sales strategies that resonate with established customers. You thrive in a high-touch, long-cycle enterprise sales environment and understand the nuances of “farming” existing account opportunities. With Science Exchange, you’ll have the chance to shape our growth strategy within existing accounts, leveraging our platform to expand client impact.
You’re excited about Science Exchange’s unique market positioning and the chance to deepen our relationships with top biotech and biopharma organizations. You have strong project management skills to guide complex expansions, collaborate with cross-functional resources in an account pod structure, and ensure account growth aligns with customer success and implementation plans. If you are energized by owning strategic account plans, building growth pipelines, and leading collaborative account pods to deliver ROI-focused solutions, this role is a unique opportunity for you.
About The Role:
As the Strategic Account Director you will:
- Develop and execute account growth plans: Own and administer annual growth plans for existing accounts, with a focus on Science Exchange’s Core and Emerging Solutions. Delegate tactics to pod members to execute account strategies effectively.
- Manage senior relationships and stakeholder engagement: Serve as the primary point of contact for key enterprise and mid-market accounts, coordinating multi-threaded relationships and leveraging Science Exchange’s executive team as needed.
- Build and maintain upsell and expansion pipeline: Identify and convert upsell opportunities through direct prospecting within existing accounts and by nurturing leads passed from AEs and CS and by building your own individually sourced pipeline
- Lead complex sales cycles: Convert opportunities from SQL stage to close by conducting discovery, demos, solution scoping, ROI development, and negotiation.
- Oversee account strategy and governance: Lead the governance structure and oversee account-level strategy, ensuring customer success and implementation teams align with account objectives.
- Collaborate on implementations: Support implementation projects for account expansions, serving as the requirements gathering lead in complex implementations and ensuring alignment with customer success and implementation resources.
- Own account governance and business review meetings: Develop, lead, and deliver quarterly business reviews and account governance meetings, leveraging executive support as needed.
Specific Qualifications and Requirements:
- Education: BA/BS degree required; Master’s, MBA, or PhD is a plus.
- Experience: 5+ years in enterprise SaaS sales within life sciences; procurement tech; management consulting and/or startup experience is beneficial.
- Domain Knowledge: Deep understanding of the life sciences and pharma vertical, procurement processes, procurement technologies, R&D processes, and the vendor landscape in life sciences.
- Sales Track Record: Experience driving account expansion and upsells within existing key accounts, achieving growth quotas, and building multi-threaded relationships within complex organizations.
- Project Management Skills: Proven experience overseeing complex implementations and coordinating cross-functional teams to execute on account growth and expansion objectives.
- Communication Skills: Strong verbal and written communication skills, capable of engaging senior executives and diverse stakeholders.
- Strategic Thinking: Ability to develop and execute growth-focused account plans that drive urgency and deliver clear ROI for customers.
- Technical Proficiency: Proficient in Salesforce CRM; familiarity with tools like Gong.io, Outreach.io, and Zoominfo is beneficial.
- Willingness to Travel: Flexibility to meet with clients onsite as needed.
The US-based salary range for this full-time position is $145,000-$175,000, plus commissions. Our salary ranges are determined by the role and seniority level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay can be determined by additional factors including, but not limited to, job-related skills, experience, and relevant education and/or training.
Please note that the compensation details listed in US-based postings reflect the base salary only. Incentive compensation and health, dental and vision benefits are also offered for all US-based roles.
Ready to join us?
Science Exchange is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin.
About Science Exchange:
Science Exchange is the first procurement and supplier orchestration cloud software platform for life sciences companies. The platform digitizes and streamlines complex procurement workflows spanning the entire purchasing lifecycle, from vendor and product discovery through purchasing and payment. Many of the world’s top pharma and biotech organizations rely on Science Exchange to help accelerate their research, automate manual processes, and advance their programs faster. For additional information on Science Exchange, please visit www.scienceexchange.com.