Strategic Account Manager - US

Socket.dev; Raleigh (NC); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Competitive compensation package

Sales incentive plan

Equity opportunities

Unlimited PTO

Company provided laptop

Job summary

Socket.dev is seeking a Territory Account Manager to drive new customer growth and manage relationships with a portfolio of global pharma and biotech customers. You will help expand revenue by building a strong pipeline and delivering tailored software demonstrations for CMC workflows.

You’ll own territory plans, collaborate with marketing and pre-sales, respond to RFPs, and travel regularly to client sites and conferences to advance deals and ensure customer value.

Qualifications

• Minimum 5 years in pharma/biotech CMC, process development, or commercial manufacturing.
• 7+ years in management consulting or leading technology transformations in pharma.
• Proven ability to originate a large, steady sales pipeline through leads or networks.
• Experience leading RFI/RFP responses with cross-functional teams.
• Experience implementing CMC or related technology solutions in pharma.
• Strong executive communication skills and presence.
• Degree in a scientific or engineering discipline, travel readiness.

Responsibilities

• Develop and execute territory sales plans aligned to growth ambitions.
• Maintain a healthy pipeline through networking, referrals, and research.
• Partner with Pre-Sales for software demos tailored to workflows (CMC, etc.).
• Collaborate with Marketing to generate opportunities and credible pipeline.
• Prepare persuasive responses to RFPs/RFIs highlighting value.
• Work with Product Specialists to align solutions with customer workflows.
• Grow presence at named accounts across pharma development and manufacturing.
• Travel to customer sites ~30% of the time; attend industry conferences ~20%.

Skills

Sales experience

Executive communication

Lead generation

Account management

Travel willing

Pharma/biotech domain knowledge

Education

Degree in a scientific or engineering discipline

Tools

LIMS

ELN

MES

RIM

ERP

CRM software

Job description

About The Role

We are looking for a Territory Account Manager motivated to drive new customer growth and build relationships with a portfolio of existing global pharma and biotech customers to help further drive expansion and revenue growth.

What You’ll Own

• Sales & Revenue Generation
  • Developing and implementing a territory sales plan aligned to our company’s growth ambitions
  • Maintaining a consistent pipeline of prospects through networking, referrals, industry research, etc.
  • Partnering with Pre-Sales Product Specialists to provide comprehensive software demonstrations tailored to specific prospect needs and workflows within CMC and related areas.
  • Collaborate closely with the Marketing team to discover and originate new opportunities, and create engaging thought leadership that sparks meaningful pipeline conversations and boost territory growth
  • Developing detailed and persuasive responses to Requests for Proposals (RFPs) and Requests for Information (RFIs), highlighting our business value, solution strengths, and differentiation.
  • Collaborating with Product Specialists to understand prospect requirements and design optimal solution architectures that align with their scientific workflows.
  • Growing the overall business and presence at named accounts, originating new engagements across pharmaceutical development and commercial manufacturing
• Solution Expertise:
  • Maintaining an understanding of our platform's features, functionality, and technical architecture.
  • Possessing and/or developing an understanding of and subsequently maintaining expertise in pharmaceutical and biotechnology development and manufacturing workflows; particularly CMC and related software solutions (e.g., LIMS, ELN, MES, RIM, ERP).
  • Staying current on industry trends, emerging technologies, and the competitive landscape within the pharma/biotech SaaS space.
  • Articulating the value proposition of our platform in the context of customer-specific scientific and business challenges.
• Content and Tool Development:
  • Contributing to the development of technical sales collateral, including demo scripts, presentations, FAQs, and technical documentation.
  • Identifying opportunities to create reusable solutions, templates, and best practices for common customer use cases.
  • Providing feedback to the Product and Engineering teams based on customer interactions and market insights.
• Customer Engagement and Relationship Building
  • Building and maintaining strong relationships with key stakeholders within the client organizations, in particular business (PD, MSAT, tech ops), digital/IT and data leadership, and practitioners in pharmaceutical development, tech transfer, and manufacturing.
  • Serving as the primary point of contact for clients, advocating for their needs and interests within the company.
  • Developing account plans to identify opportunities for upselling or cross-selling additional licenses, products, or services and maximizing client lifetime value.
  • Managing contract renewals and ensuring that clients continue to derive value from the company's offerings.
  • Partnering with Customer Success and Professional Services to address client concerns or escalations in a timely and effective manner and collaborating with internal teams to find solutions.
• Travel and Industry Participation:
  • Traveling to customer sites as needed for meetings, demonstrations, and technical workshops (30% of time).
  • Attending industry conferences and events to stay informed about market trends and network with potential customers (20%).

• Strong network of executive leaders within the CMC, research, development, and manufacturing organizations of the Top 100 global pharma and biotech companies
• A minimum of 5 years relevant domain experience in pharmaceutical / biotech CMC, process development, and commercial manufacturing
• A minimum of 7 years management consulting experience within relevant domains above and/or leading technology transformations in the pharmaceutical industry
• Proven experience originating a large, steady sales pipeline through lead generation and/or network-driven sales
• Experience leading successful RFI/RFP responses, coordinating cross-functionally to respond to inquiries spanning user requirements, commercial offer, professional services and beyond
• Experience implementing CMC or CMC-adjacent technology solutions in the pharmaceutical industry
• Strong executive communication skills and executive presence
• Creative thinking and problem-solving aptitude
• Degree in a scientific or engineering discipline
• Willingness to travel frequently in your territory

• Culture of teaching, learning, and teamwork.
• Compensation: competitive salary, sales incentive plan, personal stipend, equity opportunities
• Unlimited PTO: unlimited vacation policy + annual company-wide holiday shutdown is reflective of our family-first culture and to encourage a healthy work-life balance.
• Company provided laptop: your choice of HP Windows or Macbook