What are the responsibilities and job description for the SMB Account Executive position at ValGenesis?
We are seeking a motivated and growth-oriented SMB Account Executive to support revenue growth within the life sciences sector. This role will focus on expanding relationships with existing small and midsize (SMB) customers, including biotech, pharmaceutical, and medical device companies, while also developing new business opportunities.
This is an ideal role for an early-career sales professional looking to build expertise in life sciences SaaS, gain exposure to regulated environments, and develop full-cycle sales skills. This role is designed as a pathway to more senior Sales roles focused on larger, more strategic life sciences accounts and complex sales cycles.
Growth opportunities will be created by understanding the client business environment, establishing account and opportunity plans, prospecting, qualifying, and developing opportunities, and educating clients on ValGenesis’ product offerings and how they solve business problems for our customers. Revenue targets will be met and exceeded by utilizing selling methods such as Value Based Selling and close plans to meet and exceed revenue targets.
Learn more about working for ValGenesis, please visit our website and resources at: www.valgenesis.com
Customer Growth & Account Management
- Manage a portfolio of existing SMB life sciences customers to maximize ValGenesis’ revenue and profitability by up-selling and cross-selling to existing clients, driving renewal revenue and ensuring client satisfaction.
- Build strong relationships with key stakeholders such as Quality, Operations, IT, and R&D leaders
- Conduct regular business reviews to understand customer priorities, including compliance, product development timelines, and operational efficiency
New Business Development
- Prospect, qualify, and close new SMB logo opportunities within key life sciences segments such as biotech, pharma, and medical device segments
- Manage the full sales cycle for smaller deals, from discovery through close
- Partner with Marketing and BDR teams to engage inbound and outbound leads
- Develop a strong pipeline of qualified opportunities within target accounts
Sales Execution
- Maintaining a thorough understanding of ValGenesis’ product offerings and unique value proposition to tailor messaging and presentations to meet the needs of different customers.
- Continuously build knowledge of life sciences regulations (e.g., FDA, EMA, GxP) and SaaS best practices
- Deliver tailored product demonstrations that address life sciences use cases for ValGenesis’ solutions
- Develop proposals and business cases aligned to customer regulatory and operational requirements
- Providing updates on pipeline and forecast during account reviews.
- Negotiate pricing and terms within established guidelines
- Maintain accurate pipeline and account data in CRM
- Manage the entire sales cycle from early identification to contract close.
- Meeting or exceeding defined quotas through account planning, networking and use of ValGenesis resources.
Requirements:
- BA/BS Degree or equivalent business experience ideally in Engineering, Computer Science, or Business Administration
- 1-3 Years Selling SaaS solutions, or 3 years in Business/Sales Development, utilizing value selling methodologies, into SMB accounts
- Basic understanding of sales processes and pipeline management
- Interest in or exposure to life sciences, healthcare, or regulated industries
- Familiarity with GxP, validation, or regulatory environments a plus
- Self-motivated with a strong desire to grow in a SaaS sales career
- Highly motivated professional with excellent communication and interpersonal skills.
- Able to work independently in a fast-paced environment.
- Excellent presentation and negotiation skills.
- Travel as needed (expected 40% - 60%).
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.