What are the responsibilities and job description for the Account Executive position at Folia Health: The Home-Reported Outcomes Company?
Company Description:
Nell and Dan founded Folia Health because it has been simply too hard for their family members to receive personalized, data-driven healthcare that directly addresses the issues they're dealing with. People around the country and now the world, including our own team members and families, use Folia to track what they're experiencing - fatigue, symptom flares, pain - alongside what they're currently doing for treatment, and then use this information to understand the best way forward. Most Folia users also receive Data Dividends to share their data as part of our Research Programs, the business model that keeps Folia humming along.
Along the journey of building Folia, we've developed and validated a new type of health data - home-reported outcomes (or HROs). HROs allow people dealing with complex conditions to digitize their vast personal health knowledge, with simple responses to a personalized set of multiple-choice questions whenever they're experiencing a change in their health. HROs are actually now a valued part of the research methods that leading life sciences companies use to understand how their therapies are impacting people in the real world.
Folia (‘foglia’ is leaf in Italian) was named for the power of the individual contributions of people tracking their own health experiences. Each individual contributor is a leaf on the tree, performing important tasks to enable the whole (healthcare) tree to grow and become stronger - ultimately benefitting the leaf itself. (Yes we may have taken the metaphor too far...)
We are:
- Female-founded and led by parents and family caregivers
- Stubbornly focused on making healthcare make sense
- 9 years in business
- Backed by top venture funds with a strong financial runway
- Made possible by our fast-growing user community with thousands of users in rare conditions
The Role:
We are looking for an Account Executive to drive new business with pharmaceutical sponsors. You will own the full sales cycle — from prospecting and first meeting through contract close — and will work closely with our scientific, product, and delivery teams to bring the right solution to each client. This is a consultative, high-trust sale into a regulated industry, and the ideal candidate thrives in that environment.
What You'll Do:
- Own and grow a book of new business with BioPharma sponsors (biotech, mid-size, and large pharma)
- Run a full-cycle consultative sales process: prospecting, discovery, solution design, proposal, negotiation, and close
- Build trusted relationships with VP- and C-level stakeholders across clinical, RWE, and medical affairs functions
- Develop territory strategy and account plans aligned with Folia's ICP and go-to-market focus
- Partner with internal scientific and delivery leads to scope studies and respond to RFPs
- Accurately manage pipeline, forecasting, and activity in CRM using structured methodologies (e.g., MEDDIC)
- Represent Folia at industry conferences
- Provide market feedback to inform product positioning and go-to-market strategy
What We're Looking For:
Required
- 5 years of B2B sales experience selling into the life sciences industry
- Track record of closing complex, multi-stakeholder deals with 7 figure contract values
- Familiarity with clinical research, real-world evidence, or patient outcomes data
- Experience with structured sales methodologies (MEDDIC, Challenger, or equivalent)
- Strong executive presence and ability to communicate scientific and regulatory concepts clearly
- Self-directed and comfortable operating in a fast-moving startup environment