Enterprise Account Executive

Location: Remote East Cost USEmployment Type: Full-timeCompensation: Base Salary, Uncapped Commission, Equity Potential, OTE $210,000About Pictor LabsPictor Labs is the leading virtual staining company revolutionizing digital pathology adoption worldwide through cutting-edge AI-powered technology. Our solutions deliver diagnostic-quality results in minutes while preserving tissue samples for comprehensive analysis.Our breakthrough DeepStain and ReStain technologies enable unlimited virtual staining from a single tissue sample, eliminating the bottlenecks and limitations of traditional chemical staining processes. This innovation supports the critical evolution from research applications to clinical deployment, empowering laboratories to advance their digital pathology capabilities while reducing chemical waste, improving operational efficiency, and expanding diagnostic possibilities.Position OverviewYou will drive revenue growth by selling Pictor Labs' virtual staining solutions to biopharma companies. You'll manage the full sales cycle from lead qualification through contract closure, working closely with prospects to understand their pathology workflows and demonstrate how our AI-powered technology solves critical operational challenges. This role requires both consultative selling skills and technical acumen to effectively communicate complex virtual staining benefits to diverse stakeholders. You will also drive revenue growth by selling Pictor Labs' ClearStain solution for next-generation sequencing (NGS) applications and to communicate how virtual H&E staining directly from sequencing slides eliminates the 8-10% molecular assay failure rate caused by adjacent H&E misalignment, tissue waste, and inconsistent results.Key ResponsibilitiesSales Execution & Pipeline ManagementOwn and execute full sales cycle for biopharma accounts nationallyAchieve quarterly and annual sales targets for full platform deploymentsManage pipeline using HubSpot CRM with accurate forecasting and opportunity progression trackingConduct product demonstrations and technical presentations to decision-makers and influencersDraft tailored customer decks, SOWs, quotes and device/SaaS rollout plansProspecting & Lead DevelopmentGenerate new business opportunities through outbound prospecting, conference networking, and inbound lead follow-upLeverage conference presence for lead generation and relationship buildingQualify prospects based on technical requirements, budget authority, and implementation timelinePartner with marketing to convert leads from digital campaigns and thought leadership initiativesCustomer Relationship ManagementBuild and maintain relationships with key personas across biopharma (lab directors, pathologists, research executives, procurement teams)Understand customer workflows, pain points, and business objectives to position virtual staining solutions effectivelyCoordinate with internal teams (product, customer success, regulatory) to address customer requirementsServe as primary point of contact throughout the sales process and initial onboarding phaseMarket Intelligence & StrategyDevelop deep understanding of digital pathology market dynamics, competitive landscape, and regulatory environmentProvide feedback to product and marketing teams on customer needs, competitive positioning, and market trendsParticipate in industry events and maintain awareness of emerging trends in pathology and laboratory automationSupport development of sales materials, case studies, and competitive positioning toolsCross-functional CollaborationWork with technical teams to scope pilot programs and proof-of-concept deploymentsCoordinate with legal and regulatory teams on contract negotiations and compliance requirementsPartner with customer success to ensure smooth handoffs and successful implementationsCollaborate with marketing on campaign effectiveness and lead quality improvementRequired Qualifications3+ years of B2B sales experience, preferably in healthcare technology, SaaS, or life sciencesExperience selling to pharmaceutical companies is requiredProven track record of meeting or exceeding sales quotas in complex selling environmentsExperience with consultative selling methodologies and technical product demonstrationsStrong pipeline management and CRM utilization skills.Understanding of pathology workflows, laboratory operations, or clinical diagnosticsFamiliarity with healthcare decision-making processes and regulatory considerationsAbility to understand and articulate complex technical concepts to diverse audiencesComfortable presenting to technical stakeholders (pathologists, lab directors) and business decision-makersStrong written and verbal communication skills with attention to detailStrong listening skills and consultative approach to understanding customer needsAbility to maintain long-term relationships throughout extended sales cyclesSelf-motivated with strong organizational and time management skillsComfortable with travel (25-35%) for customer meetings and industry conferencesNice to HaveBachelor's degree in life sciences, business, or related fieldExperience with pilot program management or proof-of-concept salesPrevious experience at early-stage or growth-stage technology companiesKnowledge of pathology staining processes, tissue analysis, or laboratory quality controlFamiliarity with AI/ML technology adoption in healthcare settingsExperience with conference-based selling and relationship developmentEqual Opportunity StatementPictor Labs is an equal opportunity employer committed to diversity and inclusion. We celebrate diverse perspectives and are dedicated to creating an inclusive environment where all employees can thrive, regardless of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
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