Founding Junior Account Executive (ET/CT Time Zone)

Regask•,

10h•Remote

About The Position

RegASK is seeking a Founding Junior Account Executive (AE) who is a full-cycle seller responsible for managing deals from beginning to end. 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 be responsible for prospecting, running first meetings, leading discovery, conducting demos, navigating buying committees, and closing deals. The 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 industries. 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 consistently hitting and exceeding pipeline and revenue targets.
Ability to conduct discovery calls that surface real pain points, not just feature demonstrations.
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.
Proficiency in using AI 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 compelling outbound emails and effective proposals.
Comfort selling to lawyers, scientists, and regulatory professionals within multi-stakeholder committees involving regulatory, IT, procurement, and legal.
Genuine curiosity and motivation to quickly build expertise in the regulatory domain.
Comfort operating autonomously in a fast-moving, founding-stage environment without a pre-existing playbook.

Nice To Haves

Experience selling into the pharma, medtech, food, cosmetics, or chemicals industries.
Background in regulatory affairs, life sciences, or compliance.
Prior experience as part of a founding Go-To-Market (GTM) team.
Hands-on experience building or maintaining GTM workflows, custom CRM reports, or AI agents (e.g., Clay, Apollo, Salesforce).
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 with strong intent signals identified by the GTM Engineer.
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's capabilities, 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, ensuring accurate logging of every account, contact, activity, opportunity, and stage.
Utilize tools for call review and self-coaching, and contribute to peer development.
Collaborate with the GTM Engineer to test new signals, plays, and sequences, and provide feedback on insights.
Assist in defining the mid-market sales playbook, including ICP refinement, qualification criteria, demo flow, objection handling, and pricing patterns for future hires.