Senior Enterprise Account Executive

Join XiltriX North America and help protect the future of science. Our real-time lab monitoring and facility protection platform safeguards critical research, samples, equipment, and operations for the world’s leading biotech, pharma, IVF/ART, and cryogenic organizations. The XiltriX solution—backed by 24/7 live monitoring, installation, validation, and support—has been trusted globally for more than 30 years.

We are a fast-growing, mission-driven organization shaking up the life sciences industry with a high-performance culture and exceptional team. As a Senior Enterprise Account Executive, you will play a key role in expanding our North American footprint by penetrating strategic target accounts and closing multi-million-dollar, multi-year agreements.

This is a hunter role for a consultative enterprise seller who excels at building strategic account plans, navigating complex buying committees, and driving long, multi-stage sales cycles using a business-case and ROI-led approach.

Responsibilities

· Sell large, multi-year deals directly to the C suite in the pharma​ceutical / biotech space​ employing consultative​ techniques

· Build sales pitches that are ROI / financially driven.

· Meet and exceed quarterly and annual sales quotas and KPIs

· Strategic outbound and account-based outreach to a list of target accounts

· Cultivate long term relationships with KOLs and DMs at specific target accounts

· Develop and maintain knowledge of the XiltriX solution, services, industries and workflows

· Conduct qualifying conversations with target prospects in a consultative approach to determine business needs and potential financial impact

· Provide software demonstrations and sales presentations to potential clients

· Support execution of Account Based Marketing campaigns as part of a cross-functional team

· Diligent documentation of all activities in CRM (HubSpot)

· Meet with prospects and customers at networking events, conferences and site meetings

· Assist Sales and Marketing staff in gathering intelligence on accounts and prospective buyers using online research tools

· Leverage internal and external training resources to develop and expand your business development skills

· Participate in regular Marketing and Sales meetings

· Assist with promotion and execution of company events

Compensation: Annual base salary of $130K to $170K with an OTE of $300-350K (uncapped commission) based on experience directly applicable to our position requirements

Minimum Qualifications:

· Experience selling large, multi-year deals directly to the C suite, ideally of SaaS and/or technical services in the pharma​ceutical / biotech space​

· 7 years of experience in an enterprise sales role employing consultative​ techniques to build relationships that yield the sales to meet quotas

· Strong understanding of TCO, Value Based selling, and ROI modeling as tools to close enterprise sales

· Proven track record of implementing technical solutions and/or services across a company that changed their SOPs to improve operational efficiencies with measurable cost savings

· Proven track record of meeting and exceeding quarterly and monthly goals

· Able to explain complicated topics simply and with targeted messaging.

· Proficient with cold calling, inbound and outbound prospecting efforts.

· Experience working longer B2B sales cycles (6-18 months)

· Strong understanding of the Sales process and procedures, including experience in engaging with customers and nurturing relationships

· Positive, self-motivated individual with a high level of enthusiasm and willingness to learn and meet aggressive team goals, as well as personal quotas

· Ability to work both independently and within a collaborative team structure

· Highly organized with critical attention to details

· Bachelor’s degree from an accredited college is required, preferably with a major in science or business

· Strong functional use of Google Office (Sheets, Docs, Drive, etc.)

· Experience using a CRM (Salesforce, HubSpot, etc.) to accurately track sales activities

· Accurately record/submit expense reports and written reports

· Fluency in written and verbal English is essential.

· Located either in San Diego, CA and able to work partially onsite or in San Francisco, Boston, or Raleigh, NC with travel to customers and the San Diego office