Account Executive - Life Sciences (Mid-Market)

Surescripts; Minneapolis (MN); Hybrid; USD 250,000 - 350,000; Full time

Benefits offered by this job

Healthcare

401(k) with company match

Paid time off & parental leave

Job summary

Surescripts seeks an Account Executive - Life Sciences (Mid-Market) to drive growth by expanding in the life sciences market. You will sell EBV, ePA, and analytics solutions to mid-tier life sciences companies, owning a territory and building a consultative relationship with executive stakeholders.

You will source and close new business, translate data into customer value, and develop strategic account plans while managing complex sales cycles and meeting quarterly revenue goals.

Qualifications

• Bachelor's degree or equivalent experience in a related field.
• 10+ years of sales or business development in life sciences.
• 5+ years selling complex solutions to life sciences including EBV, ePA, data/analytics.
• 5+ years closing complex enterprise deals $500K+.
• Proven pipeline development across a multi-account territory.
• Quota attainment history with VP- and C-level stakeholders.
• Experience selling healthcare tech, data/analytics and patient access solutions.
• Ability to translate capabilities into executive business value.
• Proficient with Office Suite, Salesforce, and AI tools.

Responsibilities

• Lead New Business Development across mid-tier life sciences accounts.
• Sell EBV, ePA, and data/analytics solutions to lifecycle stakeholders.
• Drive data/analytics sales growth addressing commercialization and patient access.
• Develop strategic account plans with cross-functional teams.
• Navigate complex sales cycles from discovery to contracting.
• Achieve quarterly bookings and revenue targets.
• Translate data capabilities into customer value.
• Generate and manage a robust pipeline with outbound sourcing.
• Own and prioritize a defined territory.
• Monitor market intelligence to inform strategy.
• Collaborate with internal teams to deliver solutions and ensure success.
• Propose contracting models aligned with customer objectives.
• Promote a culture of professionalism and sales excellence.

Skills

Executive relationship building

Pipeline development

C-level engagement

Consultative selling

Life sciences domain knowledge

Data & analytics understanding

SaaS/enterprise sales

Cross-functional collaboration

Sales strategy & planning

Communication skills

Education

Bachelor's degree in business, life sciences, healthcare administration, data science or related field

Tools

Salesforce CRM

Microsoft Office

AI tools (Claude)

AI tools (Microsoft Copilot)

Job description

Surescripts serves the nation through simpler, trusted health intelligence sharing, in order to increase patient safety, lower costs and ensure quality care. We deliver insights at critical points of care for better decisions - from streamlining prior authorizations to delivering comprehensive medication histories to facilitating messages between providers.

Job Summary

The Account Executive - Life Sciences (Mid-Market) will drive growth by expanding Surescripts' presence in the life sciences market. This role is responsible for selling Surescripts' Electronic Benefit Verification (EBV), Electronic Prior Authorization (ePA), and data and analytics solutions to mid-tier life sciences companies, with a primary focus on expanding revenue and customer adoption across the portfolio.

You will own a territory of mid-tier accounts, sourcing and closing new business across it. You will serve as a consultative partner, connecting customers' commercialization, patient access and analytics priorities with Surescripts' differentiated data assets, insights and technology solutions. This role suits a self-directed seller who builds their pipeline, qualifies hard, and runs several opportunities at once.

Responsibilities

• Lead New Business Development: Prospect, develop and expand relationships across mid-tier life sciences accounts, engaging executive, commercial, analytics, market access, patient services and other key stakeholders to generate and close new business opportunities.

• Sell a Broad Life Sciences Portfolio: Lead sales of Surescripts' Electronic Benefit Verification (EBV), Prior Authorization for Life Sciences, and data and analytics solutions, aligning offerings to customer priorities and business objectives while expanding relationships across accounts.

• Drive Data and Analytics Sales Growth: Serve as a consultative partner to life sciences customers, helping them address commercialization, patient access, market intelligence, and related business needs through Surescripts' data and analytics solutions.

• Strategic Account Planning: Develop and execute account-based sales/go-to-market plans with measurable objectives, clear opportunity strategies, and C-level visibility.

• Manage Complex Sales Cycles: Lead all sales process stages, including prospecting, discovery, solution development, business-case creation, proposal delivery, negotiation, and contracting.

• Drive Revenue Growth: Consistently meet or exceed quarterly bookings and revenue goals across data and analytics, eBV, Prior Authorization for Life Sciences, and other applicable product lines.

• Translate Data into Customer Value: Partner with customers and internal subject-matter experts to learn and articulate how Surescripts' data and analytics capabilities can support customer decision-making and business priorities.

• Generate and Manage Pipeline: Self-source most of your opportunities through outbound prospecting, industry events, referrals and network development. Maintain sufficient pipeline coverage to consistently hit quarterly targets.

• Own and Prioritize a Territory: Segment your account list and concentrate effort where Surescripts can win, balancing opportunity size against cycle length and effort required.

• Translate Data into Customer Value: Partner with customers and internal subject-matter experts to learn and articulate how Surescripts' data and analytics capabilities can support customer decision-making and business priorities.

• Market Intelligence: Monitor industry trends, evolving customer data needs, competitor offerings and product innovations to inform territory and sales strategy.

• Cross-Functional Collaboration: Partner with internal teams, including Account Management, Strategy, Product Innovation, Legal, Finance, Marketing and other subject-matter experts, to develop solutions, advance opportunities and support successful implementation and customer satisfaction.

• Contracting Strategy: Identify and propose contracting and partnership models that align customer objectives with Surescripts' goals.

• Champion Company Culture: Foster a culture of professionalism, collaboration, accountability and sales success within the team and across the organization.

Qualifications

Basic Requirements

• Bachelor's degree in business, life sciences, healthcare administration, data science or a related field, or equivalent experience.

• 10+ years of sales or business development experience within life sciences, including experience selling patient access, healthcare technology, healthcare data and analytics, or related solutions to pharmaceutical manufacturers.

• 5+ years of success selling complex solutions into life sciences organizations, including Electronic Benefit Verification (EBV), Prior Authorization, data and analytics, patient access, commercialization, or related healthcare technology solutions.

• 5+ years of experience closing complex enterprise deals of $500K or more within life sciences companies, patient support programs, healthcare technology, healthcare data, or related markets.

• Demonstrated success sourcing pipeline and managing a multi-account territory, rather than working on a small set of assigned enterprise accounts.

• Track record of meeting or exceeding quota across a higher volume of opportunities.

• Established success in building relationships with VP- and C-level stakeholders, including generalist decisionmakers who own multiple functions.

• Proven track record of successfully selling and commercializing healthcare technology, patient access, and/or data and analytics solutions using a variety of business models, including SaaS, enterprise licensing, volume-based, transaction-based, or revenue-share arrangements.

• Experience guiding customers through product capabilities, integration strategies and data utilization models relevant to their segment and business objectives.

• Solid understanding of life sciences commercialization, patient access, reimbursement, and market access, including the role of data and analytics in supporting commercial strategy, patient services, and business decision-making.

• Ability to translate complex healthcare technology, patient access, data, and analytical capabilities into compelling business value for executive and functional stakeholders.

• Proficiency with Microsoft Office Suite, Salesforce CRM, and AI tools such as Claude and/or Microsoft Copilot.

Preferred Qualifications

• Advanced degree, such as an MBA, or a related field.

• Track record of success selling software, SaaS, services or other complex enterprise solutions and achieving annual revenue targets through a combination of new business development and account growth.

• Demonstrated network of relationships across mid-tier life sciences companies, including senior leaders in commercial, data and analytics, market access, patient services and procurement organizations.

• Familiarity with regulatory, privacy, compliance and contracting considerations associated with life sciences data and analytics solutions.

• History of developing innovative contracting strategies and partnership models.

Travel

• Approximately 50% travel within the United States.

On Target Earnings (OTE): $300K+

#LI-REMOTE

Surescripts embraces flexibility through its Flexible Hybrid Work model for most positions. This model allows employees to work virtually while still utilizing our offices as collaboration centers. With alignment and agreement from your leadership, you can come and go from the office as needed.

To be considered for employment, applicants must have a valid U.S. work authorization allowing work without restrictions with Surecripts in the U.S. At this time, we are unable to provide support or provide sponsorship for immigration benefits such as work visas. Additionally, we do not participate in academic training programs or work-study programs through an academic institution that require employer endorsement of F-1/CPT or F-1/STEM.

What You're Like

As a strategy-minded member of the Growth team, you enjoy cross-disciplinary problem solving. You are motivated by multifaceted challenges that require you to quickly identify the data points that matter and generate a hypothesis. You are relentless in your pursuit of continuous improvement with the chops to dive into analytics, then step back to see the forest for the trees. You prefer a good narrative over a fancy PowerPoint slide. You provide market-focused expertise and industry understanding that builds trust and influences customer behavior.

What We’re Like

Surescripts Growth is a team of both thinkers and doers. We pressure test our ideas and then move past thinking to put our plans into action. We’re ambitious, yet realistic, with our goal in mind: to increase the value of the Surescripts Network Alliance.

What the Work is Like

We love a good framework, of course. But we also work to understand our ever-evolving role as a network business and how our solutions impact our customers and the patients and providers they serve. We take on some of the most pressing opportunities and problems facing our business. And we thrive in this fast-paced environment.

We offer opportunities for employee development, as well as competitive compensation packages and extensive benefits.

Benefits include, but are not limited to, comprehensive healthcare (including infertility coverage), generous paid time off including paid childbirth and parental leave and mental health days, pet insurance, and 401(k) with company match and immediate vesting.

To learn more, review the Keep You and Yours Healthy, Balancing Work and Life, and Where Talent Takes Shape links under the Better Benefits. Better Work. Better Life section of our careers site.

Physical and Mental Requirements

While performing duties of this job, an employee may be required to perform any, or all of the following: attend meetings in and out of the office, travel, communicate effectively (both orally and in writing), and be able to effectively use computers and other electronic and standard office equipment with, or without, a reasonable accommodation. Additionally, this job requires certain mental demands, including the ability to use judgement, withstand moderate amounts of stress and maintain attention to detail with, or without, a reasonable accommodation.

Surescripts is proud to be an Equal Employment Opportunity and Affi­ mative Action employer. We do not discriminate on the basis of race, color, religion, age, national origin, ancestry, disability, medical condition, marital status, pregnancy, genetic information, gender, sexual orientation, parental status, gender identity, gender expression, veteran status, or any other status protected under federal, state, or local law.