Director of Sales in Palo Alto, CA

$150K - $200K(Ladders Estimates)

Science Exchange   •  

Palo Alto, CA 94301

Industry: Technical Services


5 - 7 years

Posted 50 days ago

Director of Sales



Science Exchange is looking for a Senior Account Executive with experience selling enterprise SaaS/Software products into pharma and SMB biotech companies.

The ideal candidate is a passionate and highly seasoned A player who is ready to enter a high growth technology company that has transformed the way Research and Development is conducted. The candidate will have a 5 - 8year proven track record growing a pipeline of SMB opportunities, closing SaaS/Software deals and exceeding quotas by selling into executives in the biopharma, biotechnology, life sciences and/or technology markets. The individualwill help execute against Science Exchange's sales strategy by leveraging their hunter mentality, passion for growth, and technical skill sets to create business opportunities through cold and warm outreach, and through driving SQLs into closed contracts.

Successful candidates will be able to effectively and impactfully articulate how Science Exchange's Enterprise value propositions address real time challenges experienced by R&D, procurement, finance, and operational audiences. Youwill act as a strategic partner and thought leader to your internal and external stakeholders.You have a unique opportunity to enter as an individual contributor, demonstrate value in the ability to grow revenues, and potentially slate into a Sales Management position in the near term. This role reports into the VP of Business Development and requires strong technical skill sets and an ability to demonstrate key features of our platform to potential decision makers, driving deals into close. Passion for disruptive technology and desire to make an impact in the life sciences space is a must.

We are creating groundbreaking B2B enterprise software solutions that are used to streamline research outsourcing and enabling breakthrough scientific discoveries. Science Exchange has raised $60M from top tier investors including Y Combinator, Union Square Ventures, Maverick Ventures, and Norwest Venture Partners. Our Co-founders Dr. Elizbeth Iorns and Dan Knox are well seasoned entrepreneurs who bring expansive passion and experience to our business. We are an open and diverse organization that puts our talented employees at the forefront of achieving our mission.

Roles & Responsibilities

  • Setting and executing an aggressive customer acquisition strategy in order to achieve high revenue growth targets
  • Driving SaaS deals to close - Enterprise SMB and Fortune 500
  • Maintaining a robust opportunity pipeline, including qualifying, validating, and assessing opportunities with new prospects, and identifying and analyzing new strategic opportunities with existing clients
  • Prospecting for new opportunities e.g. networking, cold and warm outreach, lead generation, relationship building at all levels of the prospect organizations (especially executive level decision makers), leadfollow-up, with an end goal of closing deals
  • Closely collaborating with other functions of the company; particularly sales, marketing, customer support, product and finance to deliver flawlessly for potential Science Exchange customers
  • Impactfully communicating Science Exchange's unique capabilities to prospects and clients, including preparing and delivering client presentations and demos
  • Representing Science Exchange at conferences and industry networking events
  • Providing leadership to the team on best practices in software sales

Qualifications & Requirements

  • 5-8+ years SaaS sales experience, preferably selling multiple enterprise software offerings into life sciences businesses
  • Demonstrated ability to consistently close sales, generate revenues and exceed aggressive quotas
  • Demonstrated ability to perform well in a highly dynamic, ambiguous, rapidly changing environment
  • Ability to understand the software's capabilities and demonstrate its functionality
  • Amazing prospect and customer executive networking skills
  • Strong verbal and written communication skills; able to effectively communicate in the at the C-level
  • Excellent analytical skills; Solid understanding of drug discovery and development
  • Adaptability, flexibility, and resiliency
  • Demonstrated ability to work creatively in a fast-paced environment
  • Attention to detail and ability to work simultaneously on multiple priorities
  • Training in a sales training methodology, such as Challenger, a strong plus
  • Background in science or science-related field or education a strong plus
  • Extensive travel required ~50%
  • Based in Palo Alto, CA

Science Exchange is a fast-growing company on a mission to enable breakthrough scientific research. We connect researchers and service providers through our online marketplace and promote scientific collaboration that will help improve the quality and efficiency of research. Our headquarters are in Palo Alto, California, but we are a truly global company with employees all over the U.S., Europe, and Asia/Pacific. Our talented and passionate team includes developers, designers, marketers, and scientists that are charged with bringing intellectual rigor and creativity toevery decision we make. We have a radically candid culture in which we hold each other to high expectations. Readyto join us?

Valid Through: 2019-10-21