[Hiring] Account Executive, Mid-Market Pharma & Lifesciences @Esko, a Veralto company

Role Description

Reporting to the Director of Sales, the Account Executive, Mid-Market Pharma & Life Sciences is responsible for winning new mid-sized pharmaceutical and life-sciences customers for Esko's validated brand software, starting with WebCenter Go. This is a newly created role in a growing segment, with real ownership in shaping how we win in this market. You'll own the full sales cycle, from prospecting and discovery through solution design and close, focusing primarily on net-new revenue while identifying selective expansion opportunities within a small set of assigned accounts. You'll help pharmaceutical companies improve how they manage packaging artwork, labeling, review, approval, compliance and go-to-market workflows, delivering greater control, speed to market and measurable business impact.

Working closely with Solutions Consulting, Product, Validation, Marketing and Customer Success, you'll translate regulated business requirements into practical outcomes and position validated software as a scalable solution for mid-sized life-sciences organizations, while growing your career within a global technology company where innovation is embedded in everything we do.

This is a fully remote role and will be located in the United States, within the Eastern or Central time zone (East Coast preferred).

What You'll Do

• Own mid market pharma and life sciences segment, managing a healthy pipeline and achieving quarterly and annual revenue targets.
• Drive the full sales cycle from outbound prospecting and qualification through discovery, demonstration, proposal, negotiation, and close.
• Build trusted advisor relationships with key stakeholders—including marketing, regulatory, procurement, packaging and IT decision-makers—within the region.
• Position the value of Validated Software in terms of process control, traceability, data integrity, inspection readiness, speed to market, quality and risk reduction.
• Develop account plans that identify upsell, cross-sell, and expansion opportunities across Esko's portfolio of software solutions.
• Partner with Solutions Consultants and Customer Success Managers to deliver compelling, outcome-driven product demonstrations and value assessments.
• Collaborate with Marketing to execute regional demand generation campaigns and convert inbound leads into qualified opportunities.
• Analyze win/loss trends, competitive dynamics, and market signals to continuously sharpen your go-to-market approach and territory strategy.
• Deliver accurate and timely pipeline reporting, forecasting, and CRM hygiene within Salesforce to support business planning and leadership visibility.
• Champion Esko's value proposition ensuring prospects and customers understand the ROI of our integrated platform.
• Travel may be required based on business needs, customer engagement requirements, and the complexity of opportunities.

Qualifications

• Experience selling into life sciences (pharma, biotech, medical device, CDMO or consumer health), ideally software that touches GxP, quality, regulatory or labeling processes.
• Demonstrated ability to navigate multi-stakeholder SaaS sales while maintaining the pace, prioritization and commercial discipline required in a mid-market environment.
• Experience with CRM tools (Salesforce or equivalent) for pipeline management, forecasting, and reporting.
• Strong written and verbal communication skills, with the ability to present to both technical and business audiences.

Requirements

• Experience selling validated SaaS, quality-management, regulatory, labeling, artwork-management, document-management or compliance solution.
• Experience with value-based or consultative selling methodologies e.g., MEDDIC.
• Working knowledge of computer system validation (CSV/CSA), 21 CFR Part 11 and how validated SaaS is bought, implemented and maintained.
• Self-starter energy suited to a new, evolving motion; you like building process as much as following it.

Education

• Minimum – Bachelor's degree; MBA or equivalent preferred.

Benefits

• Permissive PTO
• Flexible working hours
• Professional onboarding and training options
• Powerful team looking forward to working with you
• Career coaching and development opportunities
• Health benefits
• 401(k)