Enterprise Account Executive

DistillerSR; Ottawa; On-site; CAD 206,000 - 234,000; Full time

Benefits offered by this job

Flexible work hours

Benefits from Day One

Annual winter shutdown

Three weeks vacation

Wellness reimbursement

Professional development support

Career growth opportunities

Kanata North Tech Park culture

Job summary

DistillerSR Inc. is seeking an Enterprise Account Executive to drive net new ARR and expand strategic accounts within the life science sector.

You will own complex, multi-stakeholder deals from prospecting through close, working with Customer Success and Sales Engineers to win and grow enterprise customers. You'll need a proven track record in enterprise software sales to Medical Device Manufacturers or Pharmaceutical companies, exceptional communication, and a growth mindset.

Qualifications

• Experience selling enterprise software to life science customers.
• Proven track record of meeting or exceeding sales targets in complex deals.
• Excellent written and verbal communication and presentation skills.
• Ability to manage multiple stakeholders and navigate regulatory considerations.

Responsibilities

• Own and deliver net new ARR targets on a monthly, quarterly, and annual basis.
• Manage the full enterprise sales cycle, from prospecting through close.
• Maintain disciplined pipeline management and CRM hygiene (Salesforce).
• Serve as commercial lead for existing ICP customers, expanding relationships.
• Develop and execute strategic account plans.
• Lead complex, multi-faceted enterprise sales engagements.
• Direct and advise internal stakeholders throughout pursuits.
• Collaborate with fellow Account Executives and participate in weekly sales meetings.
• Travel intermittently for customer meetings, trade shows, and conferences.

Skills

Enterprise sales

Life science

Medical devices

Pharma

Negotiation

Communication

Tools

Salesforce

Job description

About us:

Behind every innovative new medical device, new healthcare policy, and research into new treatments, there's a literature review. At DistillerSR Inc., we're changing the way that scientific research is conducted. Founded in 2008, DistillerSR is the world's leading AI-enabled workflow automation and evidence management platform for streamlining the production of critical literature-based health research. DistillerSR is used by 80% of the top 10 global medical device and pharmaceutical companies to inform life-changing product research, prepare regulatory submissions and to monitor for safety issues with medical products once in market.

At DistillerSR, we have three core values: Always Leading, Always Innovating, and Always Trusted. Our amazing team lives these values every day and our customers trust us to bring them innovative, world-leading solutions that power their important work.

The Role:

Reporting directly to the Director of Enterprise Sales, the Enterprise Account Executive's core function is to generate revenue via both net new customer acquisition and strategic expansion across an assigned existing customer base.

The ideal candidate is a seasoned professional with demonstrated success in prospecting new accounts, while also being able to develop key accounts at the enterprise level. They will be adept at communicating complex concepts with diverse audiences and instinctively understand the importance of a growth mindset. Similarly, the ideal candidate will demonstrate strong communication, writing, and presentation skills. Finally, prioritizing positive and collaborative relationships with colleagues and stakeholders as an internal centre of influence is also key.

Duties and Responsibilities:

• Own and deliver net new ARR targets on a monthly, quarterly, and annual basis
• Manage the full enterprise sales cycle, from prospecting through close
• Maintain disciplined pipeline management and CRM (Salesforce) hygiene
• Serve as commercial lead for existing ICP customers, expanding relationships and resolving escalations
• Develop and execute strategic account plans
• Lead complex, multi-faceted enterprise sales engagements
• Direct and advise internal stakeholders (Customer Success, Sales Engineers) throughout enterprise pursuits
• Collaborate with fellow Account Executives and participate in weekly sales meetings
• Travel intermittently for customer meetings, trade shows, and conferences

Note: Duties are not limited to those listed above. Additional duties may be assigned as required. However, reasonable consultations with personnel will be made, if possible, under business conditions.

Requirements

• Experience with enterprise sales in the life science research market
• Experience selling to Medical Device Manufacturers and/or Pharmaceutical companies
• Proven track record of meeting or exceeding sales targets in a complex sales environment
• Ability to manage vertical markets to ensure reach and frequency targets are being met on a daily/weekly/monthly basis
• Exceptional client interaction skills
• Excellent written and verbal communication skills
• Excellent presentation skills
• Demonstrated negotiation skillsStrategic thinker who is equally comfortable managing the details required to move opportunities through the sales cycle
• Results-oriented and motivated by achieving and exceeding revenue targets

Preferred Qualifications

• Experience selling SaaS software solutions is highly preferred
• Experience in a regulated/complaint industry (ISO, GAMP, FDA) is an asset

Compensation

For candidates based in Canada, the expected OTE range is $206,000 - $234,000 CAD.

Compensation is determined based on factors such as experience, skills, and overall fit for the role. We’re open to discussing a competitive package that reflects your background and expertise.

Benefits

We're a dynamic and innovative B2B SasS firm who leads in our market and we're looking for agile, growth-minded individuals who want to join and make a positive impact doing purposeful work. We offer:

• Flexible work hours and work arrangements
• Benefits coverage from Day One
• Annual winter holiday shutdown
• Three weeks vacation
• Wellness reimbursement
• Professional development support
• Career growth opportunities
• Great culture working in the heart of the Kanata North Tech Park

As part of our recruitment process, we may utilize artificial intelligence tools to support or assist the review of applications. These tools may help us identify candidates whose qualifications best match job requirements.

DistillerSR Inc. is committed to providing a respectful, welcoming, and inclusive work environment where every single employee can bring their full self to work, thrive, and be successful. Please let us know if you need any accommodation during the recruitment process.