The SMB Account Executive will manage existing SMB accounts in life sciences to drive revenue, build relationships, prospect new business, and manage the full sales cycle while meeting quotas.
About ValGenesis
ValGenesis is a leading digital validation platform provider for life sciences companies. ValGenesis suite of products are used by 30 of the top 50 global pharmaceutical and biotech companies to achieve digital transformation, total compliance and manufacturing excellence/intelligence across their product lifecycle.
Learn more about working for ValGenesis, the de facto standard for paperless validation in Life Sciences: https://www.valgenesis.com/about
About the Role:
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
Your Responsibilities include but are not limited to:
- 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
- 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
- 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.
Customer Growth & Account Management
New Business Development
Sales Execution
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’re on a Mission
In 2005, we disrupted the life sciences industry by introducing the world’s first digital validation lifecycle management system. ValGenesis VLMS® revolutionized compliance-based corporate validation activities and has remained the industry standard.
Today, we continue to push the boundaries of innovation ― enhancing and expanding our portfolio beyond validation with an end-to-end digital transformation platform. We combine our purpose-built systems with world-class consulting services to help every facet of GxP meet evolving regulations and quality expectations.
The Team You’ll Join
Our customers’ success is our success. We keep the customer experience centered in our decisions, from product to marketing to sales to services to support. Life sciences companies exist to improve humanity’s quality of life, and we honor that mission.
We work together. We communicate openly, support each other without reservation, and never hesitate to wear multiple hats to get the job done.
We think big. Innovation is the heart of ValGenesis. That spirit drives product development as well as personal growth. We never stop aiming upward.
We’re in it to win it. We’re on a path to becoming the number one intelligent validation platform in the market, and we won’t settle for anything less than being a market leader.
How We Work
ValGenesis is an equal-opportunity employer that makes employment decisions on the basis of merit. Our goal is to have the best-qualified people in every job. All qualified applicants will receive consideration for employment without regard to race, religion, sex, sexual orientation, gender identity, national origin, disability, or any other characteristics protected by local law.
Top Skills
CRM
SaaS
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