Account Manager - Life Sciences SaaS

Account Manager

Are you ready to accelerate your potential and make a real difference within life sciences, diagnostics and biotechnology?

At IDBS, one of Danaher's 15+ operating companies, our work saves lives-and we're all united by a shared commitment to innovate for tangible impact.

You'll thrive in a culture of belonging where you and your unique viewpoint matter. And by harnessing Danaher's system of continuous improvement, you help turn ideas into impact - innovating at the speed of life.

At IDBS, we are at the cutting edge of providing innovative software solutions and services that empower scientists and researchers to accelerate their discoveries by helping them design, execute and orchestrate processes, manage, contextualize and structure their data and gain valuable insights throughout the drug lifecycle, from R&D through manufacturing. We work with 80% of the top 20 global BioPharma companies

• . Our customers engage in groundbreaking work, from pioneering biological research to developing new therapies and medicines. Join us at IDBS to continuously grow and make a real impact, working alongside passionate colleagues who care deeply about our mission and each other.
• Source : Exploring the top 20 biopharma companies Q1 2024 market cap growths

Learn about the Danaher Business System which makes everything possible.

At IDBS, our Account Managers are strategic, driven professionals who thrive at the intersection of science and technology. This role is ideal for experienced sellers with a competitive spirit - those who are hungry to win, eager to learn, and passionate about solving real-world challenges in life sciences. We're looking for an account manager with a proven ability to identify, manage, and close complex software and services sales cycles - someone who thrives in consultative selling environments and consistently delivers results. As a trusted partner to our biopharma and biotech customers, you'll be responsible for both identifying new opportunities and expanding relationships with existing customers. Guided by our core values - including a customer-first mindset, continuous improvement, and collaborative innovation - you'll lead with insight and work cross-functionally to deliver tailored solutions that drive long-term value and sustainable growth across your territory.

The position reports to the Director, North America Sales and is part of the North America sales team. The position is fully remote, with regular travel expected to cover assigned territories and accounts in the US - Northeast Region and Canada.

In this role you'll have the opportunity to :

Account Strategy and Execution : Own the strategy for the accounts in your territory. Develop and execute strategic account plans, collaborating cross-functionally to align resources, drive execution and deliver on forecasted revenue targets and business plans

New Business Development : Proactively identify and pursue new logo opportunities within the territory, leveraging a consultative sales approach to uncover customer needs and position IDBS solutions effectively

Complex Sales Cycle Management : Lead end-to-end sales engagements for our SaaS products, managing multi-stakeholder buying processes and navigating complex decision making environments

Customer Growth & Retention : Cultivate and expand relationships with existing biopharma and biotech customers, building relationships that influence strategy for both short-and long-term growth, ensuring long-term satisfaction and identifying opportunities for upsell and cross-sell.

Customer-Centric Engagement : Represent IDBS at industry events, conferences and in-person meetings to educate stakeholders, promote solutions and reinforce our customer-first mindset and commitment to innovation.

The essential requirements of the job include :

Proven track record of closing new enterprise SaaS deals (>

$1M ARR)

Typically has 6+ years of senior sales experience & can create opportunities and momentum in complex sales cycles (12-18-months)

Proven track record of engaging C-Suite decision makers in consultative sales to close multi-million-dollar SaaS deals and influence customer strategy and decision making

Demonstrable track record of delivering against annual, quarterly and monthly SaaS sales targets across a range of new-logo and cross-sell / up-sell opportunities; proven ability to deliver both short-term results and build and execute mid-long term strategic plans

Good understanding of the challenges and opportunities across the R&D or manufacturing lifecycle within the BioPharma and CDMO markets

Ability to travel regularly to customer sites, approximately 50%

It would be a plus if you also possess previous experience in :

Pharmaceutical and life sciences sales experience

Using the Challenger sales methodology to recruit and grow large strategic accounts

Scientific or Scientific Sales background in Biology, Biochemistry, Molecular Biology, Chemistry, or Process Engineering

IDBS, a Danaher operating company, offers a broad array of comprehensive, competitive benefit programs that add value to our lives. Whether it's a health care program or paid time off, our programs contribute to life beyond the job.

At IDBS we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for IDBS can provide.

The annual salary range for this role is $120,000-$140,000. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. This range may be modified in the future.

This job is also eligible for bonus / incentive pay.

We offer comprehensive package of benefits including paid time off, medical / dental / vision insurance and 401(k) to eligible employees.

The U.S. EEO posters are available here.