Sales Executive

What You'll Be Doing

• Own and execute a territory-based new logo acquisition plan targeting pharma, biotech, CRO and other life sciences prospects.
• Achieve or exceed assigned new business bookings quota through acquisition of new customers.
• Proactively generate qualified opportunities through outbound prospecting, strategic account targeting, networking, conferences and marketing collaboration.
• Develop account-based prospecting strategies and engage scientific, technical, operational, procurement and executive decision-makers.
• Lead consultative discovery and position Instem solutions around measurable improvements in research workflows, data integrity, compliance and decision-making.
• Build compelling business cases and differentiate Instem through value-based selling and competitive displacement strategies.
• Own the full new logo sales cycle, including qualification, demonstrations, proposals, stakeholder alignment, negotiation and contract execution.
• Collaborate with Solution Consulting, Product SMEs, Marketing, Sales Operations and Finance to advance opportunities and secure bookings.
• Maintain a strong, self-generated qualified pipeline and sufficient pipeline coverage to support future sales targets.
• Develop territory plans and prioritize prospects based on market segmentation, strategic fit, buying propensity and revenue potential.
• Maintain accurate opportunity data, stage progression, close plans and forecasts in Salesforce.com; participate in pipeline and performance reviews.
• Track performance against new logo quota attainment, qualified pipeline coverage, new pipeline creation and win rate.
• Attend prospective buyer meetings and relevant industry events; comply with Instem quality, security and commercial policies.

What We're Looking For

• Previous successful experience in B2B software, SaaS or technology-enabled services sales; life sciences experience preferred.
• Demonstrated success achieving new business quotas and generating opportunities through proactive outbound prospecting.
• Experience managing multi-stakeholder sales cycles, qualification, value-based presentations and commercial negotiations.
• Ability to sell to scientific, technical, operational and executive buyers within pharma, biotech or CRO organizations.
• Familiarity with drug discovery, preclinical/nonclinical development, laboratory informatics, regulated workflows or scientific data management preferred.
• Strong territory planning, pipeline management, business case development and competitive positioning skills.
• Proficiency in Salesforce.com or equivalent CRM; strong forecasting and opportunity management discipline.
• Bachelor's degree or equivalent relevant professional experience; scientific or business discipline preferred.
• Willingness and ability to travel throughout North America for prospect meetings and industry events.