Account Executive (Mid-Market)

About the Role

As an Account Executive (Mid-Market), you will sell the generative AI SaaS platform for regulatory document creation and workflow management to biotechnology and pharmaceutical companies running 7 to 100 clinical trials. You will be selling primarily to Heads of Regulatory Affairs, Heads of Drug Development, CMOs, and Heads of AI Innovation. The territory is the Southeast United States, with primary focus on the Raleigh-Durham / NC Research Triangle. This is an expansion role reporting directly to the VP of Sales.

Compensation & Benefits

• $140,000 – $170,000 USD base salary, plus commissions
• Year 1 OTE: $280,000 – $340,000 USD (base salary doubled at quota)
• Top performer OTE: $370,000+ (achieved by current top performer within first year)
• Uncapped commission — no cap on earnings; accelerators apply for overachievement
• 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 within a fast-growing PE-backed organization

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: Remote
• Sales territory: Southeast United States — primary focus Raleigh-Durham / North Carolina Research Triangle; secondary hubs include Atlanta and Miami
• Candidate must be located within the Southeast US territory; Raleigh-Durham / Research Triangle, NC, strongly preferred
• Client-facing work: in-person prospect and customer meetings within territory; up to 50% overnight travel required for prospect meetings, trade shows, and industry events
• Driver’s licence required — field-based territory role
• Hours: Monday to Friday, standard business hours; no required evening or weekend client commitments

Experience, Background & Education Requirements

• 3 to 5 years of B2B sales experience with a strong emphasis on SaaS software sales — full-cycle or AE experience required
• Life sciences industry experience highly desirable — biotech, pharma, CRO, or regulatory consulting; must be able to carry a credible conversation about pharmaceutical drug development and regulatory filing processes
• Experience selling to VP and Director-level buyers and navigating multi-stakeholder deals (typically 5 decision influencers per deal)
• Familiarity with MEDDIC or a comparable structured sales methodology preferred
• 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
• Prospecting and enrichment tools: LinkedIn Sales Navigator, ZoomInfo, WIZA, or similar
• Standard proficiency in Microsoft Office required

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
• Sold as a software license (SaaS)

Prospective Customers / Industry Focus / Decision Maker(s)

• Mid-market biotechnology and pharmaceutical companies running 7 to 100 clinical trials per year
• Geographic focus: Southeast United States, primarily Raleigh-Durham / NC Research Triangle and adjacent biotech hubs
• Primary decision-makers: Head of Regulatory Affairs, Head of Drug Development, CMO, Head of AI for Regulatory, Head of AI Innovation for Drug Development
• Deals typically involve approximately 5 decision influencers

Sales Cycle / Order Value / Account Size

• Average deal size: $100,000 to $1,000,000+
• Average sales cycle: 6 to 9 months
• Average number of calls or touches to close: 4 to 6

Competitive Advantages

• Purpose-built generative AI platform for a compliance-mandated industry where delays cost millions — not a generic AI tool adapted to regulatory use
• Demonstrated results with major clients
• Significant reduction in regulatory submission timelines and resource requirements — a high-value, quantifiable return for buyers
• PE-backed with aggressive investment in product development and go-to-market growth
• Low employee turnover and a collaborative, high-performance culture that retains strong AEs

Typical Day & Duties

• 100% New Business Development
• On a typical day, you will be conducting outbound prospecting via LinkedIn Sales Navigator, email sequences, and phone outreach to build your own pipeline; engaging executive and senior-level buyers at biotech and pharma companies; running discovery calls, demos, and negotiations; managing your pipeline in HubSpot; and representing the company at industry events and trade shows in your territory.

Leads

• Approximately 75% self-generated through outbound prospecting — LinkedIn Sales Navigator, enrichment tools, email sequences, and phone outreach
• Approximately 25% from marketing campaigns, webinars, podcasts, and speaking forums
• No warm book of accounts is provided — this role requires building a pipeline from scratch

Overnight Travel

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

Support & Training

• Direct reporting relationship with the VP of Sales — 30+ years of sales leadership experience, MEDDIC-focused coaching style
• Collaborative team environment with 8 existing AEs; culture of information sharing and peer learning
• Full product and industry onboarding provided
• Ongoing coaching from the VP of Sales with a structured MEDDIC methodology framework
• Partnership with Marketing Director on outbound campaign strategy and territory coverage

Why You Should Apply

• Uncapped earnings with no ceiling — the current top performer reached $370,000+ OTE within their first year
• Open territory with significant upside — the Southeast US / Raleigh-Durham biotech corridor is an underserved, high-growth market
• Mission-driven product in a high-stakes industry — you are selling technology that accelerates the path to life-saving drugs reaching patients
• PE-backed company in aggressive growth mode
• Strong, low-turnover culture under experienced leadership — a VP Sales who coaches to win and invests in 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?

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.

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