Senior Account Executive - Life Sciences

Reltio; California (MO); On-site; USD 106,050 - 151,500; Full time

Job summary

A leading technology firm is seeking a Senior Account Executive to drive sales and exceed revenue goals in California. This role demands a seasoned professional with over 10 years of sales experience, particularly in the Pharmaceutical and Life Sciences sectors. Candidates should have a proven track record in complex sales cycles and strong consultative selling skills, coupled with expertise in tools like Salesforce. Compensation ranges from $106,050 to $151,500, reflecting the competitive nature of the industry.

Qualifications

• 10+ years of full lifecycle sales experience.
• 5+ years of software or technology sales experience.
• Experience selling into Pharmaceutical and Life Sciences companies.
• Track record of consistent over-achievement of quota.
• Willingness to travel domestically as needed.

Responsibilities

• Meet or exceed revenue goals by selling technology and services.
• Manage sales activity through opportunity development.
• Cultivate relationships with stakeholders and partners.
• Negotiate pricing and contractual agreements.
• Use Salesforce to manage clients and leads.

Skills

Full lifecycle sales experience

Large enterprise software sales

Consultative selling skills

Sales methodologies knowledge

CRM experience (Salesforce.com)

Excellent communication skills

Complex sales cycle management

Team leadership in selling

Tools

Salesforce

Google Applications

Microsoft Word

PowerPoint

Excel

Job description

Job Summary

The successful Senior Account Executive is highly energetic, proactive, competitively driven, and achievement-oriented. Senior Account Executives combine their knowledge of technology, mastery of complex selling, and a proven track record of business-to-business sales to sell and deliver Reltio’s data-driven applications platform.

Job Duties and Responsibilities

• Meet or exceed their revenue goals by selling Reltio’s technology and services to new and existing customers.
• Apply the Reltio Sales Methodology, MEDDPIC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champions, and Competition.
• Leverage your extensive experience, consultative selling skills, and long-standing relationships to engage with stakeholders, decision-makers, and executive sponsors.
• Manage all sales activity through opportunity development, resource allocation, sales team collaboration, account strategy, planning and execution, and accurate forecasting.
• Cultivate and leverage mutually beneficial relationships with strategic alliance partners.
• Lead and participate in the development and presentation of a compelling value proposition.
• Identify and develop strategic alignment with key third‑party partners and influencers.
• Use Salesforce to manage clients, prospects, partners, and business process.
• Negotiate pricing and contractual agreements to close the sale.
• Other duties and responsibilities as assigned.

Skills You Must Have

• 10+ years of full lifecycle sales experience with 5+ years of large enterprise software or technology sales and/or key account management experience.
• Industry experience successfully selling into Pharmaceutical and Life Sciences companies.
• Experience creating detailed business plans and POV.
• Managing and leading the entire sales process.
• Develop Account Planning and Strategy with an assigned territory.
• Understanding and Application of Sales methodologies such as MEDDPIC or other enterprise sales methodologies. Previous Sales Methodology training (R.A.D.A.R./Complex‑Selling, TAS, “Solution Selling,” SPIN, etc.), CRM experience (Salesforce.com preferred), and strong customer references preferred.
• Experience selling Software‑as‑a‑Service (SaaS), Platform‑as‑a‑Service (PaaS) or other cloud‑based platforms.
• Experience selling enterprise‑scale business applications, including ERP, CRM or analytics, MDM, data quality, data integration or data management technologies.
• Track record of consistent over‑achievement of quota (top 10‑20% of the company) in past positions.
• Experience managing a complex sales cycle from business champion to the CxO level.
• Experience managing and closing complex sales cycles and demonstrated ownership of all account/territory management aspects.
• Maintain accurate and timely prospect & customer deal pipeline and forecast data.
• Experience as a leader in a team selling environment.
• Excellent verbal and written communication skills.
• Demonstrated consistent over‑achievement in past roles while carrying $2MM+ quotas with high average deal sizes.
• Strong personal productivity computer skills, including Google Applications, Salesforce, Microsoft Word, PowerPoint, and Excel.
• Willingness and ability to travel domestically as needed (estimated to be 50%).

Skills That Are Nice to Have

• Cloud Selling Certifications.
• Experience working in an ABX Framework.

Seniority level

• Mid‑Senior level

Employment type

• Full‑time

Job function

• Software Development

Location: Los Angeles, CA (Salary $106,050.00‑$151,500.00)