Enterprise Software Sales Specialist

This is a full-cycle, quota-carrying enterprise sales role built for someone who genuinely enjoys the hunt. You will own your territory end-to-end from the first outbound touch to the signed contract. There is no SDR team generating leads for you. There is no channel feeding you referrals. There is no playbook handed to you on day one.

What there is: a proven platform with a strong market reputation, a clear ICP, real enterprise deal sizes, and customers who renew because the software is operationally embedded in their workflows. Your job is to find the next ones.

You will work closely with the Sales Director and collaborate with Product, Customer Success, and Professional Services to ensure the solutions you sell can actually be delivered. Over time, as the team grows, high performers in this role have a clear path to expanded scope and leadership.

What You Will Do

Pipeline & Prospecting•

Build and own your pipeline from scratch; outbound prospecting, networking, conference

follow-up, and targeted account-based outreach

Identify, qualify, and prioritize net-new accounts within your territory aligned to the company ICP

Develop and execute territory and account plans with clear targeting logic and entry strategies

Evaluate and pursue RFPs and RFIs with disciplined go/no-go decision-making

Sales Execution

•Own the full enterprise sales cycle: discovery, qualification, demonstration, solution design,

proposal, negotiation, and contract close

•Conduct structured, thorough discovery to understand customer workflows, compliance

requirements, pain points, and decision-making processes

•Manage complex, multi-stakeholder deals of $30K–$500K with sales cycles ranging from 3 to

12 months

•Engage credibly with IT, Compliance, Operations, Procurement, Legal, and executive sponsors

•Sell both software platform and professional services as an integrated solution

Pipeline Hygiene & Forecasting

•Maintain accurate, current CRM records, deal stage, stakeholder mapping, next steps, and

close dates

•Provide reliable weekly forecast updates with clear confidence levels and risk flags

•Track leading indicators and use data to prioritize effort and accelerate deal velocity

Customer & Market Intelligence

• Represent [company] at industry conferences, tradeshows, and client events

•Bring field insights back to Product and Marketing to inform roadmap and messaging

•Collaborate with Customer Success and Professional Services to ensure smooth handoffs and

successful implementations

What We Are Looking For

Required

•5 years of enterprise or complex B2B software sales experience

•Demonstrated ability to build pipeline independently — you do not wait for leads to come to you

•Proven success closing enterprise deals with multi-stakeholder involvement and structured

procurement processes

•Experience managing sales cycles of 3–12 months with deal sizes from $30K to $500K

•Strong discovery and consultative selling skills — you sell on value and business outcomes, not

features

•Comfort selling without heavy pre-sales or marketing support

•Strong CRM discipline and forecasting accuracy

•Ability to navigate RFP processes, procurement committees, and compliance-driven buying

environments

•Bachelor's degree required

Strongly Preferred

•Experience selling into Life Sciences, Pharma, Biotech, Research Universities, Hospitals, or

Government agencies

•Familiarity with research compliance, grants management, clinical workflows, or regulated

enterprise processes

•Experience selling software combined with professional or consulting services

•Exposure to research administration, IRB, or regulatory workflow environments

Who Thrives in This Role

The sellers who do their best work here tend to share a specific mindset:

✦ They build their own pipeline — always

✦ They are energized by complex

problem-solving

✦ They are rigorous about discovery

✦ They earn trust before they ask for the

business

✦ They own deals from first touch to close

✦ They sell on value, not volume

✦ They thrive without heavy support structure

✦ They are precise about forecasting

This role is not a fit for candidates coming from transactional, hardware, channel-dependent, or

inbound-heavy environments, or those who have relied primarily on SDR teams or marketing to

generate pipeline. If your success has depended on volume tactics over discovery and deal control, this is likely not the right match.