Enterprise Account Executive, Life Sciences

Litmus; Santa Clara (CA); Remote; USD 150,000 - 230,000; Full time

Job summary

Litmus, a growth-stage software company modernizing data for industrial AI, seeks an Enterprise Account Executive, Life Sciences to lead new logos and expand existing pharma, biotech, CDMO and medical device accounts in North America.

You’ll report to the VP of Sales, partner with Solutions Engineering, Customer Success and the ecosystem to connect OT data to analytics, drive multi-site deployments, and influence Litmus's growth trajectory in a fast-paced, high-impact environment.

Qualifications

• 4+ years of quota-carrying enterprise software sales experience.
• Experience selling into life sciences manufacturing (pharma, biotech, CDMO, medical devices).
• Background in industrial software, IIoT, OT/IT, MES, historians, analytics or manufacturing data.
• Proven success in hunting new logos and expanding existing accounts in a land-and-expand model.

Responsibilities

• Build and execute a territory plan to win new enterprise life sciences accounts across pharma, biotech, CDMO and medical devices.
• Prospect and build relationships with senior stakeholders across Manufacturing, OT/Automation, IT, and Quality.
• Run MEDDICC-driven sales cycles from discovery to close.
• Expand existing customers to multi-site and enterprise agreements with Customer Success to drive adoption and value.
• Build strategic account plans and lead executive business reviews with key accounts.
• Position Litmus in GxP-validated environments and act as life sciences expert.
• Co-sell with SI, consulting firms and cloud/data platform partners.
• Maintain pipeline and forecast in Salesforce and meet quarterly/annual targets.

Skills

Enterprise software sales

Life sciences industry knowledge

Industrial software / IIoT

Land and expand

Job description

Who is Litmus

Litmus is building the data foundation that powers industrial AI. AI doesn’t work without real-world, contextualized data - Litmus makes that data usable. As AI adoption accelerates, most industrial environments still can’t access or use their operational data. We solve that gap.

We’re a growth-stage software company helping manufacturers access, structure, and use real-time data from machines, systems, and sensors at the edge. Our platform sits at the intersection of edge computing, AI, and industrial operations, enabling some of the world’s largest companies to run operations in real time, reduce downtime, and optimize production.

Backed by leading investors and trusted by global manufacturers and partners like Google, Microsoft, Dell, Oracle, and Mitsubishi, Litmus is powering the shift toward software-defined manufacturing.

Why join Litmus

Build the infrastructure that makes industrial AI possible

Work on problems where software meets the real world

Most AI systems fail without access to real-world data. You’ll build the layer that makes them viable in production. We solve challenges at the intersection of distributed systems, real-time data, and industrial constraints — where reliability, scale, and performance are non‑negotiable.

Have real impact, fast

You’ll work on systems used by real customers in production, with direct impact on product and company trajectory. As a scaling company, we move quickly. You’ll have ownership, visibility, and the ability to shape both product and company as we scale.

Join a high-performance team

We’re building a team that holds a high bar and pushes each other to improve. You’ll work alongside experienced operators, engineers, and leaders who have done this before and are building again at scale. We hire people who take ownership, move quickly, and care about outcomes. No passengers.

Our culture

At Litmus, the team is collaborative, curious, and low ego. People are scrappy, take ownership, and look for ways to make an impact. We value empathy just as much as execution, whether that’s in how we build, how we communicate, or how we support each other.

We’re a growing company, so things move quickly and not everything is perfectly defined. If you enjoy figuring things out, working closely with others, and making steady progress, you’ll do well here.

About The Role

We're hiring an Enterprise Account Executive, Life Sciences to own Litmus's growth with pharmaceutical, biotech, CDMO and medical device manufacturers. You'll be responsible for winning new enterprise logos and expanding existing customers from initial sites to multi‑site, global deployments of the Litmus Industrial DataOps platform. You'll work closely with Solutions Engineering, Customer Success, Marketing and our partner ecosystem to help life sciences manufacturers connect and put their OT data to work for analytics, AI and Pharma 4.0 initiatives.

This is a remote role based in the U.S. or Canada, reporting to the VP of Sales, North America, with up to 40% travel to customer sites, manufacturing plants and industry events.

What You’ll Do

• Build and execute a territory plan to win new enterprise life sciences accounts across top pharma, emerging biotech, CDMOs and medical device manufacturers.
• Prospect into and build relationships with senior stakeholders across Manufacturing and Operations, Digital/Industry 4.0, OT/Automation, Quality and IT.
• Run disciplined, multi-threaded sales cycles using MEDDICC, from discovery and business case through technical validation, pilot, procurement and close.
• Expand existing customers from initial plant or use‑case deployments to multi‑site and enterprise agreements, working with Customer Success to drive adoption and value.
• Build strategic account plans and mutual success plans, and lead executive business reviews with key accounts.
• Act as Litmus's life sciences expert: bring a point of view on connected manufacturing, electronic batch records and AI data readiness, and position Litmus within GxP-validated environments.
• Co-sell with system integrators, consulting firms and technology partners (automation, MES, cloud and data platforms) that serve life sciences manufacturers.
• Maintain an accurate pipeline and forecast in Salesforce and consistently meet or exceed quarterly and annual bookings targets.

What You’ll Bring

Must Have

• 4+ years of quota-carrying enterprise software sales experience, with a track record of closing complex six- and seven-figure deals.
• Experience selling into life sciences manufacturing organizations (pharma, biotech, CDMO or medical devices).
• Background in industrial software, IIoT, OT/IT, MES, historians, automation or manufacturing data and analytics.
• Proven success both hunting new logos and expanding existing accounts in a land-and-expand model.

Nice to Have

• An existing network within top-20 pharma, leading biotech or CDMO manufacturing and digital organizations.
• Familiarity with ISA-88/ISA-95, OPC UA, Unified Namespace (UNS) concepts and systems such as DCS, MES, LIMS and historians.
• Experience co-selling with global system integrators and cloud/data platform partners.