Account Executive Life Sciences (US - Remote)

SpotMe

2h • Remote

About The Position

SpotMe is a leading B2B event platform that helps enterprises increase the impact of their events by delivering CRM-connected, high-quality experiences across in-person, virtual, hybrid events, and webinars. With a strong focus on life sciences, SpotMe powers Onomi: an HCP engagement product that enables medical and commercial teams to run impactful congresses, symposia, advisory boards, and webinars. Together, SpotMe and Onomi turn events into a company’s most effective engagement channel. We are looking for an account executive to close new and expansion opportunities ($30k-$2m deals) with our Onomi event-powered omnichannel solution that helps life sciences companies close the HCP engagement gap. This new role reports to the CEO and the VP Business Development and you will:
[20%] Secure discovery meetings with engaged/hot leads on target accounts with personalized messaging for the commercial excellence, omnichannel, medical, and IT buying personas in life sciences.
[20%] Move from meeting to discovery with calls, presentations and demos pinpointing status quo and what a to-be solution could look like; develop a shared understanding of the pain points and the budget volume/area for a solution.
[20%] Progress opportunities to scoping and contract stages by rallying all stakeholders from commercial to IT, creating over-clarity with a business case and workflows document, painting a clear picture of how the technical solution will fit into the existing stack, addressing all objections upfront and navigating procurement and information security.
[20%] Build expansion from initial TA/franchise/regional deal by connecting champions with the extended buying center.
[10%] Travel to meet in-person with prospects, customers and partners, at industry tradeshows and events or onsite at their offices.
[10%] Report on sales activities (CRM updates, sales forecasts and pipeline calls) and prepare deal reviews to work collaboratively with leadership.

Requirements

• Speed, intensity and creativity despite ambiguity: you will move fast and decisively (e.g. calling hot leads within the hour, sending highly personalized pre-call emails to ensure everyone shows up, following up within an hour of any call with next steps that actually get people excited), you never drop the ball and you are consistent and creative with your execution – while dealing with constant ambiguity from the prospect/buying side.
• Technical dexterity: you inspire confidence with technology – with the tools that you use for your sales activities, with your understanding of our products and its components, and how it integrates with the broader life sciences HCP engagement stack.
• Depth and attention to details: there is "science" in life sciences, and our customers demand meaning and details, you don't get intoxicated by the overall industry jargon, you can break down business, engagement and technology concepts in a way that makes sense and that is relevant for what they want to achieve, and that people like so much they will forward that email to their boss; you are extremely thorough in how you describe the solution and carefully address all possible objections upfront.
• Comfortable with the apparent slow sales motion in life sciences: your energy level remains unchanged 6 months into a deal, and yet, you have learned how to avoid specific hoops; you embrace long deal cycles by mobilizing the entire buying center early on.

Responsibilities

• Secure discovery meetings with engaged/hot leads on target accounts with personalized messaging for the commercial excellence, omnichannel, medical, and IT buying personas in life sciences.
• Move from meeting to discovery with calls, presentations and demos pinpointing status quo and what a to-be solution could look like; develop a shared understanding of the pain points and the budget volume/area for a solution.
• Progress opportunities to scoping and contract stages by rallying all stakeholders from commercial to IT, creating over-clarity with a business case and workflows document, painting a clear picture of how the technical solution will fit into the existing stack, addressing all objections upfront and navigating procurement and information security.
• Build expansion from initial TA/franchise/regional deal by connecting champions with the extended buying center.
• Travel to meet in-person with prospects, customers and partners, at industry tradeshows and events or onsite at their offices.
• Report on sales activities (CRM updates, sales forecasts and pipeline calls) and prepare deal reviews to work collaboratively with leadership.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 101-250 employees