Position Overview: As an Account Executive, you will drive revenue growth by selling ViewsML virtual biomarker staining solutions to biopharmaceutical companies, tissue banks, clinical laboratories, academic institutions, and CROs. This role requires strong consultative selling skills and technical expertise to clearly communicate the value of virtual biomarker staining to a wide range of stakeholders, along with a deep understanding of laboratory workflows, digital pathology system integration, and deployment processes. You will lead prospects through the full sales cycle - from qualification through contract execution. 

Compensation:  

$100,000 -$130,000 Base + Commission + equity potential  

Key Responsibilities: 

Sales Execution & Pipeline Management 

• Own and execute full sales cycle across customer types in territory 

• Achieve quarterly and annual sales targets 

• Manage pipeline with accurate forecasting and opportunity progression tracking 

• Conduct product demonstrations and technical presentations to decision-makers and influencers 

• Draft tailored customer decks, SOWs, quotes and device/SaaS rollout plans 

Prospecting & Lead Development 

Generate new business opportunities through outbound prospecting, conference networking, and inbound lead follow-up 

• Leverage conference presence for lead generation and relationship building 

• Qualify prospects based on technical requirements, budget authority, and implementation timeline 

• Partner with marketing to convert leads from digital campaigns and thought leadership initiatives 

Customer Relationship Management  

Foster relationships with biopharmaceutical companies, tissue banks, clinical laboratories, academic institutions, and CROs 

• Build and maintain relationships with key personas across laboratory staff, scientists, pathologists, finance, procurement and executives 

• Understand customer workflows, pain points, and business objectives to position virtual biomarker staining solutions effectively 

• Coordinate with internal teams (R&D, management, regulatory) to address customer requirements 

• Serve as primary point of contact throughout the sales process and initial onboarding phase 

Market Intelligence & Strategy 

• Develop deep understanding of digital pathology market dynamics, competitive landscape, and regulatory environment 

• Provide feedback to product and marketing teams on customer needs, competitive positioning, and market trends 

• Participate in industry events and maintain awareness of emerging trends in pathology and laboratory automation 

• Support development of sales materials, case studies, and competitive positioning tools 

Cross-functional Collaboration 

• Work with technical teams to scope pilot programs and proof-of-concept deployments 

• Coordinate with legal and regulatory teams on contract negotiations and compliance requirements 

• Partner with customer success to ensure smooth handoffs and successful implementations 

• Collaborate with marketing on campaign effectiveness and lead quality improvement 

Qualifications 

• MBA or equivalent experience, plus a BSc or higher in precision medicine, oncology, immunology, or pathology 

• 3+ years of B2B sales experience, preferably in healthcare technology, digital pathology, diagnostics, or lab automation, with required experience selling to biopharmaceutical companies, clinical labs, tissue banks and/or CROs 

• Demonstrated success meeting or exceeding quotas in complex, consultative sales environments 

• Strong understanding of laboratory workflows (IHC, H&E, QA/QC, scanner integrations) and healthcare decision-making and regulatory processes 

• Proven ability to manage pipelines and CRMs and navigate long, technical sales cycles 

• Ability to clearly communicate complex technical concepts to both technical and business stakeholders 

• Excellent written, verbal, and listening skills with a consultative, customer-focused approach 

• Strong organizational skills, self-motivation, and ability to build long-term customer relationships 

• Willingness to travel 30% for customer meetings and industry events 

Why Join Us: 

• Opportunity to work at the forefront of AI-driven innovation in digital pathology 

• Collaborative and inclusive culture that values diversity, creativity, and continuous learning 

• Competitive compensation package, including salary, benefits, and stock options.