Account Executive, SMB - West - AI Platform for BioTech & Pharma

As an Account Executive (SMB), you will sell a generative AI SaaS platform for regulatory document creation and workflow management to small biotech startups running 6 or fewer clinical trials. You will be selling primarily to Heads of Regulatory Affairs, Heads of Drug Development, CMOs, and Heads of AI for Regulatory at lean, fast-moving organizations where approximately 2 stakeholders make decisions. There are two separate openings: one covering SMB West (all states west of the Mississippi River) and one covering SMB East (all states east of the Mississippi River). Both roles are fully remote and report directly to the VP of Sales. The base salary is $120,000 – $140,000 USD, plus commissions.

COMPENSATION & BENEFITS

• • $120,000 – $140,000 USD base salary, plus commissions
• • Year 1 OTE: $240,000 – $280,000 USD (base salary doubled at quota)
• • Uncapped commission — accelerators apply for overachievement; no ceiling on earnings
• • Commission paid monthly
• • Stock options
• • Company-paid health, dental, and vision benefits
• • OneMedical, TalkSpace, and Teladoc included
• • 401K matching
• • Laptop provided
• • Clear career advancement path — direct route to Senior AE or Mid-Market AE as the company scales

THE COMPANY & CULTURE

Our client is a venture capital-backed, early-stage SaaS company experiencing 100-200% annual revenue growth. Headquartered in San Francisco, CA, with a team of 35 employees company-wide. The company provides a generative AI platform that creates, reviews, and edits regulatory documents throughout the biotech and pharmaceutical drug development lifecycle. Clients use the platform to shorten regulatory submission timelines, reduce resource requirements for complex filings, and produce higher-fidelity regulatory documents --- addressing a compliance-driven, mission-critical workflow where errors carry significant consequences.

OFFICE LOCATION & SALES TERRITORY

• • Head Office: San Francisco, California
• • Work arrangement: Fully remote
• • West territory: All states west of the Mississippi River — San Francisco Bay Area, San Diego, Seattle, Houston and Phoenix / Scottsdale area.
• • Candidate must be located within their assigned territory
• • Client-facing work: in-person prospect and customer meetings within territory; up to 50% overnight travel required for meetings, trade shows, and industry events
• • Driver’s licence required — field visits to client locations expected
• • Hours: Monday to Friday, standard business hours; no required evening or weekend client commitments

EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS

• • 2 to 3 years of B2B sales experience with an emphasis on SaaS software sales — documented quota-carrying AE or full-cycle sales experience required; business development-only and services-only backgrounds are not a fit
• • Life sciences industry background highly desirable — biotech, pharma, CRO, healthcare IT, or regulatory technology; must be able to hold a credible conversation about pharmaceutical drug development and regulatory filing processes with senior buyers
• • Experience selling to VP and Director-level buyers and C-suite executives at biotech or pharma organizations
• • Familiarity with MEDDIC or a comparable structured sales methodology preferred
• • Must be located within the assigned territory
• • Must be willing to travel up to 50% within the territory
• • Driver’s licence required
• • Bachelor’s degree in Life Sciences, Business, or a related field required
• • Knowledge of FDA, EMA, or ICH regulatory guidelines is a plus but not required

TECHNICAL SKILLS

• • CRM: HubSpot preferred; Salesforce or Tableau also acceptable
• • Sales engagement tools: Salesloft or equivalent sequencing platform
• • Prospecting and enrichment tools: LinkedIn Sales Navigator, ZoomInfo, WIZA, or similar
• • Standard proficiency in Microsoft Office required
• • Genuine comfort with AI and automation tools in day-to-day sales workflow

THE PRODUCT / SERVICE / SOLUTION

• • Generative AI SaaS platform for creating, reviewing, and editing regulatory documents used in biotech and pharmaceutical drug development
• • Platform shortens regulatory submission timelines, reduces resource requirements, and improves document fidelity across the drug approval process
• • Particularly valuable for small biotech startups where regulatory speed and lean resources are critical to clinical timelines
• • Sold as a software license (SaaS)

PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)

• • Small biotech startup companies running 6 or fewer clinical trials — lean organizations where speed and resources are at a premium
• • Geographic focus: SMB West (all states west of the Mississippi) or SMB East (all states east of the Mississippi), depending on the role
• • Primary decision-makers: Head of Regulatory Affairs, Head of Drug Development, CMO, Head of AI for Regulatory
• • Deals typically involve approximately 2 decision-makers per transaction

SALES CYCLE / ORDER VALUE / ACCOUNT SIZE

• • Average deal size: $30,000 to $100,000
• • Average sales cycle: approximately 90 days
• • Selling is primarily conducted by phone and video; in-person meetings occur but this is not a face-to-face-heavy role

COMPETITIVE ADVANTAGES

• • Purpose-built generative AI platform for regulatory document workflows — not a generic AI tool adapted for life sciences use
• • Directly addresses the most costly and time-sensitive constraint in drug development: regulatory submission timelines
• • Demonstrated results with blue-chip clients, including Takeda and Parexel — credibility that translates to smaller biotech buyers
• • PE-backed with aggressive investment in product development and go-to-market growth
• • Low turnover culture and experienced, mentorship-focused VP Sales leadership

TYPICAL DAY & DUTIES

• • 100% New Business Development
• On a typical day, you will be conducting high-volume outbound prospecting via phone, email, LinkedIn, and video to small biotech startups across your territory; running qualification calls, product demos, and closing conversations; managing a fast-moving pipeline of 90-day deals in HubSpot CRM; and collaborating with the Marketing team on outbound campaign strategy. This role rewards high daily activity and tight pipeline discipline — deal velocity is higher than mid-market, and the best performers thrive on the pace.

LEADS

• • Approximately 75% self-generated through outbound prospecting — phone, email, LinkedIn Sales Navigator, and enrichment tools
• • Approximately 25% from marketing campaigns, list-based targets, webinars, and industry events

OVERNIGHT TRAVEL

• • Up to 50% overnight travel required
• • Travel is for in-person prospect and customer meetings, trade shows, conferences, and industry events within assigned territory

SUPPORT & TRAINING

• • Direct reporting relationship with the VP of Sales — 30 years of sales leadership experience, MEDDIC-focused coaching, Work Hard Play Hard philosophy
• • Collaborative team of 8 existing AEs; culture of information sharing and peer-to-peer learning
• • Full product and regulatory domain onboarding provided — industry knowledge is highly desirable but Weave Bio will train on the platform
• • Partnership with Marketing Director on outbound campaign strategy and territory coverage

WHY YOU SHOULD APPLY

• • Uncapped earnings with high deal velocity — shorter 90-day cycles mean faster commission checks; the current top performer company-wide reached $370,000 OTE in their first year
• • Open territory with no existing account load — the entire SMB biotech market in your half of the country is yours to build
• • Clear career path to Senior AE or Mid-Market AE — as Weave Bio scales, strong performers move up; this is an early-entry opportunity at a company in aggressive growth mode
• • Mission-driven product — you are selling technology that accelerates the path to life-saving drugs reaching patients; that matters to your buyers, and it will matter to you
• • Strong, low-turnover culture under an experienced VP Sales who invests in coaching and developing the people on his team

Equal Opportunity Employer

Just Sales Jobs and our clients are equal opportunity employers. We do not discriminate. All candidates are evaluated solely on performance merit and organizational fit.

Not the Right Fit? We May Have Other Roles for You.

If this particular role isn’t the right match, we encourage you to browse our other open positions at https://justsalesjobs.ca/jobs-opening/ and apply for any that interest you. Our recruiters review every resume we receive — and if we have another role that could be a great fit for your background, we will reach out to you directly

#IND10