Account Executive - Life Sciences (Mid-Market)

Surescripts

6d•$150,000 - $200,000•Hybrid

About The Position

The Account Executive – Life Sciences (Mid-Market) will drive growth by expanding Surescripts' presence in the life sciences market. This role is responsible for selling Surescripts' Electronic Benefit Verification (EBV), Electronic Prior Authorization (ePA), and data and analytics solutions to mid-tier life sciences companies, with a primary focus on expanding revenue and customer adoption across the portfolio. You will own a territory of mid-tier accounts, sourcing and closing new business across it. You will serve as a consultative partner, connecting customers' commercialization, patient access and analytics priorities with Surescripts' differentiated data assets, insights and technology solutions. This role suits a self-directed seller who builds their pipeline, qualifies hard, and runs several opportunities at once.

Requirements

Bachelor's degree in business, life sciences, healthcare administration, data science or a related field, or equivalent experience.
10+ years of sales or business development experience within life sciences, including experience selling patient access, healthcare technology, healthcare data and analytics, or related solutions to pharmaceutical manufacturers.
5+ years of success selling complex solutions into life sciences organizations, including Electronic Benefit Verification (EBV), Prior Authorization, data and analytics, patient access, commercialization, or related healthcare technology solutions.
5+ years of experience closing complex enterprise deals of $500K or more within life sciences companies, patient support programs, healthcare technology, healthcare data, or related markets.
Demonstrated success sourcing pipeline and managing a multi-account territory, rather than working on a small set of assigned enterprise accounts.
Track record of meeting or exceeding quota across a higher volume of opportunities.
Established success in building relationships with VP- and C-level stakeholders, including generalist decisionmakers who own multiple functions.
Proven track record of successfully selling and commercializing healthcare technology, patient access, and/or data and analytics solutions using a variety of business models, including SaaS, enterprise licensing, volume-based, transaction-based, or revenue-share arrangements.
Experience guiding customers through product capabilities, integration strategies and data utilization models relevant to their segment and business objectives.
Solid understanding of life sciences commercialization, patient access, reimbursement, and market access, including the role of data and analytics in supporting commercial strategy, patient services, and business decision-making.
Ability to translate complex healthcare technology, patient access, data, and analytical capabilities into compelling business value for executive and functional stakeholders.
Proficiency with Microsoft Office Suite, Salesforce CRM, and AI tools such as Claude and/or Microsoft Copilot.

Nice To Haves

Advanced degree, such as an MBA, or a related field.
Track record of success selling software, SaaS, services or other complex enterprise solutions and achieving annual revenue targets through a combination of new business development and account growth.
Demonstrated network of relationships across mid-tier life sciences companies, including senior leaders in commercial, data and analytics, market access, patient services and procurement organizations.
Familiarity with regulatory, privacy, compliance and contracting considerations associated with life sciences data and analytics solutions.
History of developing innovative contracting strategies and partnership models.

Responsibilities

Lead New Business Development: Prospect, develop and expand relationships across mid-tier life sciences accounts, engaging executive, commercial, analytics, market access, patient services and other key stakeholders to generate and close new business opportunities.
Sell a Broad Life Sciences Portfolio: Lead sales of Surescripts' Electronic Benefit Verification (EBV), Prior Authorization for Life Sciences, and data and analytics solutions, aligning offerings to customer priorities and business objectives while expanding relationships across accounts.
Drive Data and Analytics Sales Growth: Serve as a consultative partner to life sciences customers, helping them address commercialization, patient access, market intelligence, and related business needs through Surescripts' data and analytics solutions.
Strategic Account Planning: Develop and execute account-based sales/go-to-market plans with measurable objectives, clear opportunity strategies, and C-level visibility.
Manage Complex Sales Cycles: Lead all sales process stages, including prospecting, discovery, solution development, business-case creation, proposal delivery, negotiation, and contracting.
Drive Revenue Growth: Consistently meet or exceed quarterly bookings and revenue goals across data and analytics, eBV, Prior Authorization for Life Sciences, and other applicable product lines.
Translate Data into Customer Value: Partner with customers and internal subject-matter experts to learn and articulate how Surescripts' data and analytics capabilities can support customer decision-making and business priorities.
Generate and Manage Pipeline: Self-source most of your opportunities through outbound prospecting, industry events, referrals and network development. Maintain sufficient pipeline coverage to consistently hit quarterly targets.
Own and Prioritize a Territory: Segment your account list and concentrate effort where Surescripts can win, balancing opportunity size against cycle length and effort required.
Market Intelligence: Monitor industry trends, evolving customer data needs, competitor offerings and product innovations to inform territory and sales strategy.
Cross-Functional Collaboration: Partner with internal teams, including Account Management, Strategy, Product Innovation, Legal, Finance, Marketing and other subject-matter experts, to develop solutions, advance opportunities and support successful implementation and customer satisfaction.
Contracting Strategy: Identify and propose contracting and partnership models that align customer objectives with Surescripts' goals.
Champion Company Culture: Foster a culture of professionalism, collaboration, accountability and sales success within the team and across the organization.