Founding Junior Account Executive (CET/GMT Time Zone)

Regask•,

10h•Remote

About The Position

RegASK is seeking a Founding Junior Account Executive (AE), a full-cycle seller responsible for managing deals from start to finish. This role is for individuals earlier in their careers, focusing on smaller deal sizes, and will play a foundational role in shaping RegASK's mid-market sales strategy. The AE will prospect, run initial meetings, lead discovery, conduct demos, navigate buying committees, and close deals. A GTM Engineer will provide warm, signal-driven opportunities, which the AE will convert into revenue. The target market includes regulatory affairs, quality, and compliance leaders at mid-market companies in the pharma, medtech, food, cosmetics, and chemicals sectors. The role requires consultative selling to senior buyers in regulated industries, necessitating an understanding of their specific challenges.

Requirements

2–4 years of B2B SaaS sales experience.
At least 12 months of closing experience as a full-cycle AE, AE Apprentice, or SDR-promoted-to-AE.
Proven track record of hitting and exceeding pipeline and revenue targets.
Ability to run discovery calls that surface real pain, not just features.
Skill in reading buying committees, adapting sales approaches, and knowing when to push or wait.
Hands-on experience with modern sales stack tools including Salesforce, Gong Engage / Outreach / Salesloft, LinkedIn Sales Navigator, Apollo, or ZoomInfo.
High AI fluency, using tools like Claude, ChatGPT, or equivalents daily for tasks such as account research, call preparation, drafting follow-ups, proposal generation, and competitive intelligence.
Strong written communication skills, capable of writing effective outbound emails and proposals.
Comfortable selling to lawyers, scientists, and regulatory professionals within multi-stakeholder committees involving regulatory, IT, procurement, and legal.
Genuine curiosity and motivation to understand customer industries and build expertise quickly.
Comfortable operating without a predefined playbook in a fast-moving, founding-stage environment.
Native or fluent business English.
Proficiency in at least one European language (French, Spanish, Italian, or German) is preferred.

Nice To Haves

Experience selling into pharma, medtech, food, cosmetics, or chemicals.
Background in regulatory affairs, life sciences, or compliance.
Prior experience as part of a founding GTM team.
Hands-on experience building or maintaining GTM workflows, custom CRM reports, or AI agents (Clay, Apollo, Salesforce, or equivalent).
Familiarity with EU regulatory frameworks such as MDR, IVDR, REACH, EU AI Act, novel foods, or cosmetics regulation.

Responsibilities

Own a defined book of target accounts and a pipeline target, ensuring it is met.
Manage the full sales cycle: prospect, discover, demo, negotiate, and close deals.
Build pipeline through AI-augmented outbound efforts (email, LinkedIn, phone, video) on accounts showing strong intent signals.
Qualify and convert inbound leads from various channels including website, events, content, and paid campaigns.
Conduct consultative discovery calls with senior regulatory, quality, and compliance leaders to understand their compliance pain points, map them to the platform, and articulate ROI.
Lead live product demos, with support from sales engineering for complex demonstrations.
Drive multi-stakeholder buying committees across regulatory, IT, procurement, and legal to achieve closed-won status.
Maintain Salesforce as the source of truth, accurately logging all accounts, contacts, activities, opportunities, and stages.
Utilize tools for call review and self-coaching, and contribute to peer development.
Collaborate closely with the GTM Engineer to test new signals, plays, and sequences, and provide feedback to the engine.
Assist in defining the mid-market sales playbook, including ICP refinement, qualification criteria, demo flow, objection handling, and pricing patterns.