Strategic Account Executive

IDBS; Jersey City (NJ); Remote; USD 135,000 - 155,000; Full time

Job summary

A leading company in life sciences is seeking a Strategic Account Executive to drive customer acquisition through SaaS bookings. This remote role involves working closely with major pharmaceutical clients to expand relationships and ensure successful delivery of commercial strategies. The ideal candidate will have extensive sales experience and a solid understanding of the BioPharma industry, particularly in complex sales cycles.

Benefits

Health insurance

401(k)

Paid time off

Qualifications

• 8+ years of senior sales experience, especially in complex sales cycles (12-18 months).
• Proven success in closing enterprise SaaS deals (> $1M ARR).
• Experience engaging C-Suite decision-makers.

Responsibilities

• Forge executive relationships and deliver growth within key customers.
• Execute world-class commercial planning aligned with company strategy.
• Lead cross-functional teams to win and expand customer accounts.

Skills

Consultative sales

Relationship building

Sales strategies

Forecasting

Education

Scientific background in Biology, Biochemistry, Molecular Biology, Chemistry, or Process Engineering

Job description

Bring more to life. Are you ready to accelerate your potential and make a real difference within life sciences, diagnostics, and biotechnology? At IDBS, one of Danaher's 15+ operating companies, our work saves lives—and we're all united by a shared commitment to innovate for tangible impact.

You'll thrive in a culture of belonging where your unique viewpoint matters. By harnessing Danaher's system of continuous improvement, you help turn ideas into impact—innovating at the speed of life. IDBS helps BioPharma organizations unlock the potential of AI/ML to improve the lives of patients. As a trusted long-term partner to 80% of the top 20 global BioPharma companies, IDBS delivers powerful cloud software and services designed to meet the evolving needs of the BioPharma sector.

Leveraging 35 years of scientific informatics expertise, IDBS helps organizations design, execute, and orchestrate processes, manage data, and gain insights throughout the product lifecycle, from R&D through manufacturing. Known for its IDBS E-WorkBook software, IDBS has extended its solutions to the IDBS Polar and PIMS cloud platforms to facilitate smarter decision-making in both GxP and non-GxP environments. Learn about the Danaher Business System which makes everything possible.

Position Overview

The Strategic Account Executive will drive customer acquisition through SaaS software bookings and ARR growth across a targeted portfolio of biopharmaceutical, pharmaceutical, and CRO/CDMO accounts. Reporting to the Senior Director, Global Strategic Accounts, this role involves collaborating with cross-functional teams to secure SaaS business and support some of the largest pharmaceutical and CRO/CDMO organizations worldwide, helping them accelerate milestones across the biopharma lifecycle.

This is a remote position, preferably based on the East Coast, with frequent travel to North America and EMEA, including the IDBS offices in Boston (USA) and Woking (UK).

Key Responsibilities

1. Forge executive relationships and deliver growth within key customers and target accounts.
2. Execute world-class commercial planning aligned with company strategy, with rigorous daily management and reporting.
3. Engage in in-person meetings with stakeholders to build relationships and influence strategies for growth.
4. Lead cross-functional teams to win and expand customer accounts, owning account strategies and execution via SFDC.
5. Drive new logo acquisition and ARR expansion, ensuring accurate forecasting and timely delivery of bookings.

Minimum Requirements

• Proven success in closing enterprise SaaS deals (> $1M ARR).
• 8+ years of senior sales experience, especially in complex sales cycles (12-18 months).
• Experience engaging C-Suite decision-makers in consultative sales to close multi-million-dollar SaaS deals.
• Track record of meeting or exceeding SaaS sales targets, with ability to develop mid- and long-term strategic plans.
• Understanding of R&D or manufacturing challenges in BioPharma and CDMO markets.
• Ability to travel approximately 50% regularly to customer sites.

Preferred Experience

• Pharmaceutical and life sciences sales experience.
• Use of Challenger sales methodology for strategic account growth.
• Scientific background in Biology, Biochemistry, Molecular Biology, Chemistry, or Process Engineering.

Additional Details

The salary range is $135,000–$155,000, plus bonus/incentives. Benefits include health insurance, 401(k), paid time off, and more. This role offers flexibility for remote work, with details provided during the interview process.

Danaher Corporation and all affiliates are committed to equal opportunity employment and diversity. Reasonable accommodations are available for applicants with disabilities. For more info, visit our benefits page and EEO policies.

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Strategic Account Executive • Jersey City, NJ, United States