Drive STARLIMS software sales within a defined territory by generating pipeline, managing opportunities and renewals, forecasting revenue, negotiating contracts, and leading cross-functional deal teams. The role requires understanding laboratory workflows, manufacturing, informatics, enterprise software, and customer needs while consistently achieving sales targets and building strategic account plans.
The Role in Brief
The Account Executive drives STARLIMS software sales in a defined territory to hit revenue targets, grow profitably and gain market share. You are the primary contact for new opportunities, you own the forecast, and you lead the cross-functional team that closes each deal.
What You'll Do
Drive revenue and pipeline
- Sell in your defined territory to meet revenue targets, covering new business and renewals.
- Find new opportunities and keep a strong sales funnel.
- Generate new STARLIMS business by managing leads and opportunities.
- Provide accurate, timely sales forecasts.
- Build strategic account plans for closing deals and reaching sales goals.
Sell solutions
- Sell total solutions to target non-enterprise accounts, including upselling high-risk renewals and winning new business.
- Design and deliver solutions that improve outcomes for customers.
- Work with sales specialists to deliver strong product presentations.
- Respond to RFIs and RFPs professionally and on time.
- Negotiate long-term contracts.
Know the customer and the market
- Build a deep understanding of customer and stakeholder needs.
- Understand the competitive landscape and how market trends affect customers.
- Understand industry-specific lab workflows: Pharma Technology, Forensics, Quality Manufacturing, Public Health and/or Clinical.
Lead and report
- Build and engage an internal cross-functional selling team to carry out account strategies.
- Show leadership within your peer group.
- Report to the regional sales manager on pipeline generation, win/loss ratios, lead conversion, quota attainment and customer satisfaction.
What You Bring
- Education: Bachelor's degree in Life Sciences, Computer Science or another scientific discipline.
- Experience: 5 years, including:
- Industry experience in a laboratory, manufacturing or science-based setting, with knowledge of laboratory informatics and/or manufacturing
- Work in an enterprise software environment, SaaS experience is a plus.
- A documented history of sales overachievement (e.g. President's Club winner), consistently in the top 20% of your peer group
- High proficiency in the Salesforce.com CRM platform
- Licenses/certifications: None required.
Similar Jobs
Cloud • Security • Software • Cybersecurity • Automation
Drives full-cycle enterprise sales for GitLab’s AI-powered DevSecOps platform across strategic financial services accounts. Responsibilities include prospecting, opportunity development, negotiation, closing, account planning, stakeholder alignment, customer adoption, expansion, forecasting, and collaboration with solutions architects, customer success, support, marketing, and channel partners.
Top Skills:
Application Lifecycle ManagementApplication SecurityCi/CdDevsecopsGitGitlabSaaS
Cloud • Security • Software • Cybersecurity • Automation
Drive full-cycle enterprise sales for GitLab’s AI-powered DevSecOps platform across major financial-services accounts. Build pipeline, develop account strategies, manage complex stakeholder relationships, close new business, and expand existing customers. Partner with solutions architects, customer success, support, marketing, and channel partners to support adoption, retention, and long-term value. Prepare forecasts, conduct business reviews, negotiate proposals, and communicate customer feedback and product opportunities.
Top Skills:
AIApplication Lifecycle ManagementApplication SecurityCi/CdDevsecopsGitGitlabSaaSSoftware Development Tools
Artificial Intelligence • Software • Automation
Own the US West enterprise territory for n8n, targeting organizations with 5,001+ employees. Build strategic account plans, generate outbound pipeline, engage technical and executive buyers, lead complex multi-threaded sales cycles, navigate security, legal, procurement, and close six-figure multi-year SaaS deals. Expand customer relationships across business units and collaborate with Solutions Engineering, Partnerships, Customer Success, Product, and leadership.
Top Skills:
AIAutomation PlatformsCloud InfrastructureData PlatformsN8NSaaS
What you need to know about the Boston Tech Scene
Boston is a powerhouse for technology innovation thanks to world-class research universities like MIT and Harvard and a robust pipeline of venture capital investment. Host to the first telephone call and one of the first general-purpose computers ever put into use, Boston is now a hub for biotechnology, robotics and artificial intelligence — though it’s also home to several B2B software giants. So it’s no surprise that the city consistently ranks among the greatest startup ecosystems in the world.
Key Facts About Boston Tech
- Number of Tech Workers: 269,000; 9.4% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Thermo Fisher Scientific, Toast, Klaviyo, HubSpot, DraftKings
- Key Industries: Artificial intelligence, biotechnology, robotics, software, aerospace
- Funding Landscape: $15.7 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Summit Partners, Volition Capital, Bain Capital Ventures, MassVentures, Highland Capital Partners
- Research Centers and Universities: MIT, Harvard University, Boston College, Tufts University, Boston University, Northeastern University, Smithsonian Astrophysical Observatory, National Bureau of Economic Research, Broad Institute, Lowell Center for Space Science & Technology, National Emerging Infectious Diseases Laboratories
