What are the responsibilities and job description for the VP of Sales - East Coast position at Discover International?
Who My Client Is
My client is a category-creating Scientific Data & AI company, powering the world’s top pharma organizations with enterprise-scale data platforms that transform R&D. With ~$50M ARR, $500K–$3M deal sizes, and partnerships with Eli Lilly, Gilead, Pfizer, Takeda, Amgen, Biogen, and Regeneron, they are scaling rapidly across the US and Europe. Backed by top-tier investors and led by a hands-on CEO, they are redefining how life sciences accelerates innovation.
Key Responsibilities
- Player Coach Role: Own and grow revenue in the Americas, carrying a bag while building and scaling a high-performing team of 5–6 AEs.
- Drive a 70/30 mix of land-and-expand Account Management growth vs New logo hunting within existing top 100 pharma accounts.
- Develop C-suite relationships with R&D leaders and partner with them to drive adoption across IT, digital, and clinical functions.
- Shape and negotiate complex $500K–$3M multi-stakeholder enterprise deals, with ARR targets scaling from $600K to $10M .
- Act as a player-coach, setting tempo from the front while instilling apprentice-like curiosity, discipline, and accountability in your team.
Requirements
- 10 years enterprise sales in life sciences R&D software/data/RWD Solutions.
- 5 years experience leading teams of 5 - 10
- Proven record of closing multi-million-dollar ARR deals and expanding accounts across the top 100 pharma.
- Experience leading and coaching sales teams in startup or category-creation environments.
- Demonstrated ability to influence R&D stakeholders and leverage them to expand into IT and digital functions.
- Manifestly curious, coachable, and apprentice-like in approach, with the ability to evolve from hands-on selling to scaling leadership.
Benefits of Joining
- Direct line to the CEO with strategic influence on company growth and sales playbook.
- Competitive 50/50 base commission structure with uncapped upside. ($180,000 - $200,000 Double OTE)
- Meaningful equity participation in a category-leading Series C company.
- 100% employer-paid benefits, unlimited PTO, 401K, life insurance, and flexible working arrangements.
- Opportunity to lead a high-impact team, shaping the future of Scientific AI in partnership with the world’s largest pharma companies.
Salary : $180,000 - $200,000
