Enterprise Account Executive - AI/TechBio

Our client is a rapidly growing, venture-backed technology company developing advanced AI-powered software solutions designed to accelerate scientific research and drug discovery.

Its innovative platform enables pharmaceutical and biotechnology organisations to analyse complex biological data, investigate scientific questions and generate actionable research insights in significantly less time than traditional approaches.

Having recently secured $20 million in Series A funding and achieved 12x year-on-year revenue growth, the company is entering an exciting phase of commercial expansion.

With an established customer base spanning biotechnology and pharmaceutical organisations, the business is now investing in strengthening its US commercial team.

As part of this expansion, the company is looking to appoint experienced Enterprise Account Executives who can combine a strong background in enterprise technology sales with an understanding of pharmaceutical research, scientific software or AI-driven life sciences solutions.

Role overview

As Enterprise Account Executive, you will take responsibility for identifying, developing and closing new commercial opportunities across the US pharmaceutical and biotechnology market.

Working closely with commercial leadership, scientific specialists, engineers and internal GTM colleagues, you will engage directly with research and discovery teams, understand their scientific challenges and demonstrate how AI-powered technology can accelerate research workflows and deliver measurable value.

This is a hands-on, new business-focused position requiring someone with a proven track record of generating opportunities, opening new accounts and successfully closing complex enterprise software agreements.

You'll own the full sales cycle, from initial prospecting and customer discovery through technical evaluations, commercial negotiations and contract signing, while continuing to develop strategic customer relationships following implementation.

The role offers significant commercial autonomy, supported by an established sales playbook, revenue operations infrastructure and specialist scientific and technical teams.

You'll play an important role in expanding the company's presence across the biopharmaceutical sector, building relationships with key research organisations and helping bring innovative AI technology into the hands of scientists working on the next generation of medicines.

Key responsibilities

• Develop and execute a new business strategy focused on acquiring pharmaceutical, biotechnology and life sciences research customers across the US market.
• Identify, approach and establish relationships with R&D executives, Heads of Drug Discovery, computational biologists, bioinformatics specialists, scientific leaders and relevant commercial decision-makers.
• Generate new commercial opportunities through proactive prospecting, strategic account mapping, industry relationships, conferences, referrals and collaboration with internal GTM colleagues.
• Take ownership of the complete enterprise sales cycle, from initial customer engagement and discovery through product demonstrations, technical evaluations, procurement negotiations and contract signing.
• Understand customers' scientific workflows, research challenges and data requirements, positioning AI-powered technology to improve research efficiency, accelerate scientific analysis and support drug discovery.
• Deliver compelling product presentations and work closely with scientific specialists, engineers and technical colleagues to coordinate demonstrations, proofs of concept and customer evaluations.
• Develop relationships with both scientific and executive stakeholders, communicating the technical capabilities and commercial value of the platform to different audiences.
• Navigate complex enterprise buying processes involving research teams, IT, information security, procurement, legal and senior management.
• Identify opportunities to expand existing customer relationships, supporting the progression from initial proofs of concept into larger enterprise agreements and long-term commercial partnerships.
• Develop and maintain a structured sales pipeline, ensuring accurate forecasting, opportunity management and consistent achievement of commercial revenue targets.
• Collaborate with founders, commercial leadership, product specialists and engineering teams to provide market intelligence, customer feedback and insights that support the company's wider growth strategy.

Skills & experience

• Enterprise SaaS Sales Experience: Ideally 8+ years of successful commercial experience selling enterprise SaaS, AI platforms, scientific software, data technology or related software solutions.
• Life Sciences Industry Knowledge: Demonstrable experience selling into pharmaceutical, biotechnology or life sciences organisations, ideally engaging directly with scientific research, R&D or drug discovery teams.
• New Business Development: Proven experience independently identifying, developing and closing new business opportunities, with a strong record of opening new accounts, building greenfield territories and generating new revenue.
• AI & Scientific Software Understanding: Familiarity with artificial intelligence, machine learning, scientific data platforms, bioinformatics, genomics, computational biology or drug discovery workflows. Direct experience selling AI-enabled research technology would be particularly valuable.
• Enterprise Sales & Closing: A successful track record of managing complex enterprise sales cycles, conducting technical evaluations, negotiating commercial agreements and closing significant six-figure software contracts.
• Pharmaceutical & Biotechnology Network: Established relationships with relevant research organisations, pharmaceutical companies, biotechnology businesses and scientific decision-makers would be a significant advantage.
• Technical & Commercial Communication: Ability to understand complex technical solutions and communicate their value effectively to scientists, researchers, IT professionals and executive stakeholders.
• Strategic Account Development: Experience developing account strategies, identifying customer pain points, managing multiple stakeholders and expanding relationships into larger commercial opportunities.
• Relevant Industry Background: Experience selling scientific informatics, laboratory software, drug discovery platforms, genomic data, precision medicine technology or AI-enabled life sciences solutions. Candidates from enterprise data or cloud software businesses with strong pharmaceutical R&D exposure may also be considered.
• Commercial & Interpersonal Skills: A confident, proactive and commercially driven individual with excellent prospecting, networking, presentation, negotiation and relationship-building skills. A disciplined approach to pipeline management and consistent revenue delivery is essential.
• Start-Up & Growth Environment: Comfortable working within an ambitious, fast-paced technology business, taking ownership of commercial activities and contributing to the development of a growing sales organisation.
• Location & Flexibility: San Francisco Bay Area preferred, with candidates based in Boston and San Diego also considered. Specific working arrangements will be discussed during the recruitment process.

Why consider this opportunity?

This is an exciting opportunity to join a well-funded, rapidly growing technology company developing innovative AI-powered solutions for pharmaceutical research and drug discovery.

Having recently completed a $20 million Series A funding round and experienced significant commercial growth, the business is entering an important stage of expansion, creating an opportunity for experienced enterprise sales professionals to make a direct impact.

You'll have the opportunity to take genuine ownership of new business development, building relationships with pharmaceutical and biotechnology organisations, introducing differentiated technology to the market and helping scientific teams accelerate research and discovery.

Unlike traditional account management positions, this role offers the freedom to develop new markets, establish strategic customer relationships and independently manage substantial enterprise sales opportunities.

You'll be supported by experienced commercial leadership, established sales processes, scientific specialists and technical engineers, allowing you to focus on identifying opportunities, delivering customer value and closing business.

The organisation offers an attractive remuneration package of $300,000–$320,000 OTE, potential equity participation and genuine opportunities for progression into senior commercial leadership as the business scales.

For an ambitious enterprise sales professional with experience across scientific software, AI, data platforms or life sciences technology, this represents an excellent opportunity to combine commercial autonomy, innovative technology and long-term career development within one of the most exciting areas of the pharmaceutical industry.

Your Consultant

James Allen is a specialist headhunter and executive search recruiter within the Medical Device, TechBio and Life Sciences sectors, focusing on Commercial, Go-to-Market, Sales, Strategy, Leadership and Engineering appointments across Europe and the USA. He works closely with ambitious biotechnology, scientific software and healthcare technology businesses to identify high-impact commercial talent that can build teams, enter new markets, develop strategic partnerships and accelerate growth.