Danaher-posted 2 months ago
$120,000 - $140,000/Yr
Full-time • Senior
Remote • Alexandria, VA
5,001-10,000 employees
Professional, Scientific, and Technical Services

At IDBS, we are at the cutting edge of providing innovative software solutions and services that empower scientists and researchers to accelerate their discoveries by helping them design, execute and orchestrate processes, manage, contextualize and structure their data and gain valuable insights throughout the drug lifecycle, from R&D through manufacturing. We work with 80% of the top 20 global BioPharma companies. Our customers engage in groundbreaking work, from pioneering biological research to developing new therapies and medicines. Join us at IDBS to continuously grow and make a real impact, working alongside passionate colleagues who care deeply about our mission and each other.

  • Own the strategy for the accounts in your territory.
  • Develop and execute strategic account plans, collaborating cross-functionally to align resources, drive execution and deliver on forecasted revenue targets and business plans.
  • Proactively identify and pursue new logo opportunities within the territory, leveraging a consultative sales approach to uncover customer needs and position IDBS solutions effectively.
  • Lead end-to-end sales engagements for our SaaS products, managing multi-stakeholder buying processes and navigating complex decision making environments.
  • Cultivate and expand relationships with existing biopharma and biotech customers, building relationships that influence strategy for both short-and long-term growth.
  • Represent IDBS at industry events, conferences and in-person meetings to educate stakeholders, promote solutions and reinforce our customer-first mindset and commitment to innovation.
  • Proven track record of closing new enterprise SaaS deals (>$1M ARR).
  • Typically has 6+ years of senior sales experience & can create opportunities and momentum in complex sales cycles (12-18-months).
  • Proven track record of engaging C-Suite decision makers in consultative sales to close multi-million-dollar SaaS deals and influence customer strategy and decision making.
  • Demonstrable track record of delivering against annual, quarterly and monthly SaaS sales targets across a range of new-logo and cross-sell/ up-sell opportunities.
  • Good understanding of the challenges and opportunities across the R&D or manufacturing lifecycle within the BioPharma and CDMO markets.
  • Pharmaceutical and life sciences sales experience.
  • Using the Challenger sales methodology to recruit and grow large strategic accounts.
  • Scientific or Scientific Sales background in Biology, Biochemistry, Molecular Biology, Chemistry, or Process Engineering.
  • Comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k).
  • Bonus/incentive pay eligibility.
  • Flexible, remote working arrangements for eligible roles.
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