Patsnap‚ is a global, series E, unicorn SaaS platform that transforms the way businesses harness their intellectual property and research & development. Our cloud-based software enables innovators to be more effective in their research and investment decisions and bring new inventions to market faster. We have a vibrant and diverse team with offices in Toronto, London, Beijing, Shanghai, Suzhou, and Singapore. Our hyper-growth trajectory is powered by our people, and we are extremely proud of our company-wide vision, work ethic, and entrepreneurial spirit. We are committed to fostering an inclusive environment where talent thrives and ideas bloom.
This is a completely remote position as we do not have offices in the US. Candidates located in the East Coast operating in Eastern Standard Time (EST) zone are strongly preferred.
Role Summary
The Senior Account Executive (SAE) will play a crucial role in our Life Sciences team. The SAE will be responsible for driving significant year-on-year growth by selling our industry-leading connected innovation intelligence solutions to innovation professionals in the Sciences (Pharma, Biotech, Medical Device, Chemical, etc) sectors. They will analyze territories, identify Ideal Customer Profile (ICP) prospects, and convert them into new customers, while exceeding monthly, quarterly, and annual sales targets. Additionally, they will contribute to strategy and pipeline development, coach Sales Development Representatives (SDRs), and effectively manage a sales process that includes both phone and zoom-based interactions, as well as face-to-face sales where appropriate.
\n- Analyze your territory, identify ICP prospects, plan, and convert into new customers
- Exceed monthly, quarterly, and annual sales targets, as well as sales-related KPIs
- Build, manage, and convert pipeline, and confidently, accurately, and consistently report and forecast based on the current pipeline
- Work closely with Sales management to contribute to strategy, content, and build top of funnel pipeline
- Coach your SDR to consistently deliver high-quality leads
- Effectively manage a sales process that includes both phone and zoom-based interactions and face-to-face sales where appropriate
- Attend conferences as required by the company (a few times per year) to drive brand awareness and convert leads for Patsnap
- Develop and possess strong knowledge of Patsnap’s offering as well as a deep understanding of the vertical you will be selling to (Life Science -Pharma, Biotech, Medical Device, Chemical, etc)
- Collaborate with Account Managers to identify growth opportunities in your book of business for effective upsell and cross-sell
- Deliver high-quality value-led product demonstrations to organizations in your vertical
- Strong communication, presentation, and negotiation skills
- Proven track record of success, consistently exceeding targets
- 3+ years of 360 sales experience, and solution sales experience and training (SPIN selling, Challenger sales, etc.)
- Knowledge of Life Sciences or Intellectual Property/R&D industry (desired, but not required)
- Proven experience engaging with senior stakeholders and managing complex sales processes
- History of selling SaaS, DaaS, information services, or business intelligence solutions
- Self-starter and independent, but also collaborative and proactive with sharing best practices
- Unlimited vacation
- Two company-paid community volunteering day
- Health and dental benefits for you and your dependents from day one
- 401K matching
- Remote work environment + WFH stipend for your home office set-up
- Paid parental leave policy
- A 24/7 employee assistance program which provides access to virtual healthcare, therapy, financial and legal assistance, wellness counselling and resources for family support
- Integrity: We hold each other accountable for our actions
- Leadership: We lead by example and inspire each other to reach for new heights
- Openness: We are open and honest and share our ideas with care and consideration
- Growth: We are lifelong learners who aspire to improve each day
- Innovation: We seek out new ways to solve problems
- Customer: Our customer is at the center of everything we do. Their success is our success
Patsnap is proud to be an equal opportunity employer that champions diversity, and we are committed to providing appropriate accommodations. Even if you don’t meet 100% of the above qualifications, we encourage you to apply and tell us why you’d be a great fit for this role! If you require any accommodations during the interview process, please email us at recruitment@patsnap.com so we can best support you.