Drive STARLIMS software sales within a defined territory by generating pipeline, managing opportunities and renewals, forecasting revenue, negotiating contracts, and leading cross-functional deal teams. The role requires understanding laboratory workflows, manufacturing, informatics, enterprise software, and customer needs while consistently achieving sales targets and building strategic account plans.
The Role in Brief
The Account Executive drives STARLIMS software sales in a defined territory to hit revenue targets, grow profitably and gain market share. You are the primary contact for new opportunities, you own the forecast, and you lead the cross-functional team that closes each deal.
What You'll Do
Drive revenue and pipeline
- Sell in your defined territory to meet revenue targets, covering new business and renewals.
- Find new opportunities and keep a strong sales funnel.
- Generate new STARLIMS business by managing leads and opportunities.
- Provide accurate, timely sales forecasts.
- Build strategic account plans for closing deals and reaching sales goals.
Sell solutions
- Sell total solutions to target non-enterprise accounts, including upselling high-risk renewals and winning new business.
- Design and deliver solutions that improve outcomes for customers.
- Work with sales specialists to deliver strong product presentations.
- Respond to RFIs and RFPs professionally and on time.
- Negotiate long-term contracts.
Know the customer and the market
- Build a deep understanding of customer and stakeholder needs.
- Understand the competitive landscape and how market trends affect customers.
- Understand industry-specific lab workflows: Pharma Technology, Forensics, Quality Manufacturing, Public Health and/or Clinical.
Lead and report
- Build and engage an internal cross-functional selling team to carry out account strategies.
- Show leadership within your peer group.
- Report to the regional sales manager on pipeline generation, win/loss ratios, lead conversion, quota attainment and customer satisfaction.
What You Bring
- Education: Bachelor's degree in Life Sciences, Computer Science or another scientific discipline.
- Experience: 5 years, including:
- Industry experience in a laboratory, manufacturing or science-based setting, with knowledge of laboratory informatics and/or manufacturing
- Work in an enterprise software environment, SaaS experience is a plus.
- A documented history of sales overachievement (e.g. President's Club winner), consistently in the top 20% of your peer group
- High proficiency in the Salesforce.com CRM platform
- Licenses/certifications: None required.
Similar Jobs
Artificial Intelligence • Cloud • Information Technology • Consulting
Manages a DoD account territory supporting the U.S. Army, serving as the primary account lead for large initiatives. Drives strategic sales, business development, account planning, forecasting, quota attainment, and complex solution opportunities. Builds executive customer relationships, collaborates with partners and engineering teams, develops business plans, manages sales pipelines in Salesforce, and aligns HPE solutions with Army requirements and procurement pathways. The role is remote but requires travel of up to 50% and U.S. citizenship.
Top Skills:
Hpe NetworkingSalesforce (Sfdc)
Cloud • Security • Software • Cybersecurity • Automation
Drives full-cycle enterprise sales for GitLab’s AI-powered DevSecOps platform across strategic financial services accounts. Responsibilities include prospecting, opportunity development, negotiation, closing, account planning, stakeholder alignment, customer adoption, expansion, forecasting, and collaboration with solutions architects, customer success, support, marketing, and channel partners.
Top Skills:
Application Lifecycle ManagementApplication SecurityCi/CdDevsecopsGitGitlabSaaS
Cloud • Security • Software • Cybersecurity • Automation
Drive full-cycle enterprise sales for GitLab’s AI-powered DevSecOps platform across major financial-services accounts. Build pipeline, develop account strategies, manage complex stakeholder relationships, close new business, and expand existing customers. Partner with solutions architects, customer success, support, marketing, and channel partners to support adoption, retention, and long-term value. Prepare forecasts, conduct business reviews, negotiate proposals, and communicate customer feedback and product opportunities.
Top Skills:
AIApplication Lifecycle ManagementApplication SecurityCi/CdDevsecopsGitGitlabSaaSSoftware Development Tools
What you need to know about the Colorado Tech Scene
With a business-friendly climate and research universities like CU Boulder and Colorado State, Colorado has made a name for itself as a startup ecosystem. The state boasts a skilled workforce and high quality of life thanks to its affordable housing, vibrant cultural scene and unparalleled opportunities for outdoor recreation. Colorado is also home to the National Renewable Energy Laboratory, helping cement its status as a hub for renewable energy innovation.
Key Facts About Colorado Tech
- Number of Tech Workers: 260,000; 8.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Lockheed Martin, Century Link, Comcast, BAE Systems, Level 3
- Key Industries: Software, artificial intelligence, aerospace, e-commerce, fintech, healthtech
- Funding Landscape: $4.9 billion in VC funding in 2024 (Pitchbook)
- Notable Investors: Access Venture Partners, Ridgeline Ventures, Techstars, Blackhorn Ventures
- Research Centers and Universities: Colorado School of Mines, University of Colorado Boulder, University of Denver, Colorado State University, Mesa Laboratory, Space Science Institute, National Center for Atmospheric Research, National Renewable Energy Laboratory, Gottlieb Institute
