Strategic Account Manager

Remote; San Francisco (CA); Remote; USD 90,000 - 170,000; Full time

Benefits offered by this job

Competitive salary and benefits

Remote-friendly with travel

Comprehensive onboarding and training

Opportunities for growth and dev

Job summary

Sapio Sciences is seeking an experienced commercial professional to lead strategic partnerships with pharma and biotech, positioning Sapio solutions to solve critical business challenges. Ideal candidates will understand laboratory informatics and the Life Sciences market.

You will drive new and repeat sales, forecast commitments, and build strong relationships with prospects while collaborating with customer success to create lasting partnerships. Remote-friendly role with travel opportunities.

Qualifications

• Proven sales experience in life science/pharmaceutical or clinical industry.
• Proven ability to achieve sales quotas.
• Ability to travel to global and regional customer accounts.
• Experience with CRM and maintaining accurate records.
• Self-motivated, goal-oriented, and independent.
• Excellent verbal and written communication skills.
• Strong prioritization and collaborative team player.
• Ability to sell consultatively and present Sapio solutions.
• Familiarity with Sapio products and value propositions.

Responsibilities

• Responsible for new and repeat sales of Sapio products and professional services to assigned prospects and accounts.
• Meeting established sales quotas.
• Accurately forecast customer business commitments.
• Build relationships with prospects to align Sapio offerings with their needs.
• Sell consultatively and recommend product configuration and services.
• Arrange meetings, deliver presentations, and convey customer requirements.
• Maintain and update Sapio CRM with sales activities.
• Develop Account Plans and Opportunities Plans to drive deal closure.
• Collaborate with Customer Success Management to build lasting partnerships.
• Support lead generation activities including marketing campaigns and events.

Skills

Sales experience

Pharma/Life sciences

CRM proficiency

Global travel

Consultative selling

Strong communication

Relationship building

Self-motivated

Tools

CRM software

Job description

About Sapio Sciences

Sapio Sciences is on a mission to accelerate scientific drug discovery and high-throughput clinical and diagnostics for our clients and partners. The Sapio team consists of expert and highly collaborative scientists, software developers, and professionals passionate about providing a best-in-class lab informatics platform and industry-specific solutions.

Sapio is one of the few software providers to offer a truly unified and highly configurable lab informatics platform and a broad suite of purpose-built solutions. The Sapio platform makes it easy for scientists, laboratory, and bio/informatics professionals to streamline and manage their end-to-end laboratory operations, from instrument data integration to workflow and experiment setup to sample and materials management, data management, and scientific data analysis and reporting.

Working at Sapio

At Sapio, we’re not just building lab informatics solutions. We’re creating tools made for the scientist and motivated to make the world a better place.

We understand that lab informatics is about more than managing data or connecting workflows. It’s about making life easier for the scientist and making scientific progress faster for everyone. Our platform delivers the levels of configurability, usability and insight that scientists have only ever dreamed of.

We’re a team of scientists, developers and innovators who question convention and stay focused on what matters most - advancing drug discovery science. We challenge the status quo and respond to the needs at the heart of science with powerful solutions that are simple to use, effortless to evolve and downright easy to love.

As part of the Sapio team, you’ll work in a collaborative and forward-thinking environment where your ideas are valued, your growth matters and your work makes a difference. We’re proud to partner with leading labs around the world, from ambitious start-ups to global organisations, who trust Sapio to support discovery, development and diagnostics with industry-first science-aware solutions.

About the role

Experienced commercial talent responsible for leading Sapio teams and activities to develop strategic partnerships with pharma and biotech by consultatively positioning Sapio solutions to solve critical business challenges. Ideal candidates will have a strong understanding of laboratory informatics offerings and the Life Sciences market.

What you'll be doing

• Responsible for new and repeat sales of Sapio products and professional services to assigned prospects and accounts.




• Meeting established sales quotas.




• Accurately forecast customer business commitments.




• Have a good working knowledge of Sapio’s products and professional service offerings and capabilities. Understand the features and benefits and value proposition of our products.




• Build relationships with prospects with the aim of ensuring they remain aware of Sapio’s direction and that Sapio stays aligned to their current and emerging needs.




• Sell consultatively and make recommendations on the various Sapio product configuration choices and professional service alternatives.




• Arrange meetings with sales prospects and deliver presentations conveying




• Communicate the customer's goals and represent the customer's requirements to Sapio colleagues.




• Manage creation of timely customer proposals and quotations as needed to secure business.




• Adhere to and manage the sales process while developing the strategy for key customers.




• Create Account Plans and Opportunities Plans that orchestrate Sapio activities from outbound campaigns to deal closure.




• Collaborate with Customer Success Management to plan and execute to development of lasting partnerships with ideal Sapio clients.




• Support lead generation activities including marketing campaigns, events, territory plan development and direct outbound activities.

What we are looking for:

• Proven sales experience in life science/pharmaceutical or clinical industry, including traditional account management responsibilities, ideally with experience with LIMS/ELN solutions.




• Proven ability and track record of achieving sales quotas.




• Ability to travel to global and regional customer accounts as required




• Proven ability to incept and cultivate high-calibre customer relationships




• Experienced with a CRM and professional adherence to company standards




• Self-motivated, goal-oriented, and consistent work approach.




• Self-disciplined. Able to work independently.




• Strong prioritization skills and excellent work ethic.




• Ability to succeed from remote, non-supervised locations.




• Deliver Company presentations exceptionally.




• Excellent verbal and written communication skills.




• Proactive and a good team player.




• Plan and execute responsibilities with minimal direction.




• Maintain accurate records in Sapio’s CRM of regional sales and prospecting activities, including sales calls, presentations, closed sales, and follow-up activities, including regular management status and call reports.




• Responsible for active, timely, visible, and ongoing customer communications and occasional conflict resolution.




• Be familiar with account-related legal documents.




• Monitor Sapio projects to maintain a continuous knowledge of project status in order to identify potential issues.

It's a bonus if you have the following:

• Scientific domain understanding in areas across Discovery, Research, Development, Clinical and Manufacturing.




• An appreciation for the AI landscape disrupting the current lab environment.




• Familiarity with Value Engineering frameworks and business case creation aligned with selling Enterprise software.




• Awareness of the competitive landscape and key differentiators




• AI skills in incorporating tooling to improve both the effectiveness and efficiency of their own and their team’s work.

What we offer:

• A competitive salary and benefits package




• Flexibility to work remotely, with opportunities to travel




• A comprehensive onboarding and training programme




• Ongoing opportunities for professional growth and development




• A collaborative, inclusive and supportive work environment.

Our People

At Sapio Sciences, our people are at the heart of everything we do. Our lab informatics solutions are powered not just by technology, but by a shared commitment to our core values—what we proudly call The Sapio Seven, aka EMBRACE:

• Embrace the future




• Make a difference




• Be true partners




• Remember why we’re here




• Act with empathy




• Commit to transparency




• Excel in quality

These values shape how we work, how we grow, and how we deliver impact for our clients every day.

Reasonable Adjustments

We are committed to ensuring an inclusive and accessible recruitment process. If you require any reasonable adjustments, at any stage across the application, interview & assessment processes then please let us know. We will work with you to support your needs in confidence.

Diversity, Equity & Inclusion

We do not discriminate based on race, colour, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, disability, or any other status protected by law or regulation. We intend that all qualified applicants be given equal opportunity and that selection decisions are based on job-related factors. We are committed to creating a diverse and inclusive workplace and encourage applications from all qualified individuals.