Sales Executive

New Logo Sales Executive
Location: Hybrid/Remote: The successful candidate can work on a Hybrid/Remote basis, reporting into one of our offices located in Pennsylvania or North Carolina.
Status: Permanent
Package: Competitive Salary, Remote/Home Working (with one-off allowance), Flexible Working, (2 Days in the office for our Hybrid workers) Development & Opportunity (Personal & Technical), Medical Insurance, Dental Insurance, Vision Insurance, Life Insurance, Long Term & Short-Term Disability Insurance, Generous 401K (matching) Plan, Flexible Spending Account, Health Savings Account, 15 Days' Vacation + Plus Public Holidays + Buy and Sell Scheme.

At Instem, you’ll empower pharmaceutical companies, CROs, government agencies, academic institutions, by providing cutting-edge SaaS solutions and consultancy services designed to help researchers make discoveries, and to accelerate and advance their research programs.

You’ll work with technology that supports over 50% of global drug discovery and is trusted by leading pharmaceutical, biotech and CRO organisations worldwide.

Reporting to the North America VP of Sales, the New Logo Sales Executive is responsible exclusively for identifying, developing and acquiring new customers across pharmaceutical, biotechnology, contract
Your mandate extends beyond tactical marketing support to include fundamental strategic work: developing compelling product narratives, defining stakeholder personas and market segmentation, building coherent pricing and platform positioning strategies, and ensuring marketing influence over product development from early development phases onward.
The role requires a hunter mentality, strategic prospecting, consultative value-based selling and disciplined execution of complex, multi-stakeholder sales cycles.

Our Culture & Work Environment.

You’ll be part of a friendly, solutions-focused environment within a global business of over 400 people. Here, you’ll experience a high-performance culture balanced with genuine flexibility - we trust you to take ownership, deliver meaningful results, and work in a way that suits you.
You’ll be encouraged to grow, share your ideas, and make a real impact. We’re passionate about creating a place where you can develop your skills, contribute confidently, and succeed in your career.

Why join us as a New Logo Sales Executive?

You will be joining a well established sales team.
This is a proactive new business development role focused on creating demand, building qualified pipeline and achieving new logo bookings targets. The successful candidate will connect Instem’s software, SaaS solutions and services to the scientific, operational and regulatory priorities of prospective organizations across drug discovery, preclinical research and drug development.

What You’ll Be Doing

• Own and execute a territory-based new logo acquisition plan targeting pharma, biotech, CRO and other life sciences prospects.
• Achieve or exceed assigned new business bookings quota through acquisition of new customers.
• Proactively generate qualified opportunities through outbound prospecting, strategic account targeting, networking, conferences and marketing collaboration.
• Develop account-based prospecting strategies and engage scientific, technical, operational, procurement and executive decision-makers.
• Lead consultative discovery and position Instem solutions around measurable improvements in research workflows, data integrity, compliance and decision-making.
• Build compelling business cases and differentiate Instem through value-based selling and competitive displacement strategies.
• Own the full new logo sales cycle, including qualification, demonstrations, proposals, stakeholder alignment, negotiation and contract execution.
• Collaborate with Solution Consulting, Product SMEs, Marketing, Sales Operations and Finance to advance opportunities and secure bookings.
• Maintain a strong, self-generated qualified pipeline and sufficient pipeline coverage to support future sales targets.
• Develop territory plans and prioritize prospects based on market segmentation, strategic fit, buying propensity and revenue potential.
• Maintain accurate opportunity data, stage progression, close plans and forecasts in Salesforce.com; participate in pipeline and performance reviews.
• Track performance against new logo quota attainment, qualified pipeline coverage, new pipeline creation and win rate.
• Attend prospective buyer meetings and relevant industry events; comply with Instem quality, security and commercial policies.

What We’re Looking For

• Previous successful experience in B2B software, SaaS or technology-enabled services sales; life sciences experience preferred.
• Demonstrated success achieving new business quotas and generating opportunities through proactive outbound prospecting.
• Experience managing multi-stakeholder sales cycles, qualification, value-based presentations and commercial negotiations.
• Ability to sell to scientific, technical, operational and executive buyers within pharma, biotech or CRO organizations.
• Familiarity with drug discovery, preclinical/nonclinical development, laboratory informatics, regulated workflows or scientific data management preferred.
• Strong territory planning, pipeline management, business case development and competitive positioning skills.
• Proficiency in Salesforce.com or equivalent CRM; strong forecasting and opportunity management discipline.
• Bachelor’s degree or equivalent relevant professional experience; scientific or business discipline preferred.
• Willingness and ability to travel throughout North America for prospect meetings and industry events.

Ready to Make a Difference?

Join a team that values your perspective and supports your growth, while helping shape the future of life sciences. Apply now - we’d love to hear from you, and our Talent team will be in touch.

An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

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