Sales Executive
Instem
Summary
Reporting to the North America VP of Sales, the New Logo Sales Executive is responsible exclusively for identifying, developing and acquiring new customers across pharmaceutical, biotechnology, and CRO sectors. The role requires a hunter mentality, strategic prospecting, consultative value-based selling and disciplined execution of complex, multi-stakeholder sales cycles.
Job description
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.
Requirements
- 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
Benefits
- Medical Insurance
- Dental Insurance
- Vision Insurance
- Life Insurance
- Long Term Disability Insurance
- Short-Term Disability Insurance
- 401(k) Matching
- Flexible Spending Account
- Health Savings Account
- 15 Days Vacation
- Public Holidays
- Buy and Sell Scheme
- Flexible Working
- Remote/Home Working Allowance
Company overview
Instem is a leading provider of SaaS products and services for life sciences research and development, founded in 1969 and headquartered in Boston, Massachusetts with European headquarters in Stone, Staffordshire, UK. The company specializes in delivering comprehensive software solutions that drive discovery, accelerate studies, and advance research across the preclinical landscape. Instem's technology platform encompasses study management systems, in silico data insights, regulatory submission tools, lab execution systems, and clinical trial analytics. Their solutions serve pharmaceutical companies, CROs, CDMOs, academic research institutions, biotechnology firms, and industrial organizations worldwide. With a global presence spanning the United States, United Kingdom, Europe, Asia, and other regions, Instem supports clients in optimizing their R&D workflows, ensuring regulatory compliance, and accelerating the journey from research to regulatory submission. The company's expertise in life science software, data integration, bioinformatics, and regulatory information management makes it a critical partner for organizations focused on bringing safe treatments to patients efficiently and accurately.