Strategic Account Executive (Remote)

Our client, an AI/ML-driven software startup which accelerates R&D innovation in large consumer product and chemical companies, is seeking a Strategic Account Executive to join their German sales team as a full-time direct hire reporting to their Global SVP of Sales.

This company has ~$30M in funding led by one of the three largest VCs in the world, and is currently deployed with ~3500 lab workers within a $20B leader in the chemical and consumer products space for high-seven figures in ARR. Think of their software as similar to what SalesForce did for sales and marketing employees: this disruptive platform replaces inefficient pen/paper, excel sheet, and on-premise software solutions to drastically improve the effectiveness of chemistry and materials science research teams.

This position will be responsible for new business prospecting into the R&D organizations of 25-30 of the EU’s largest chemical and consumer products companies. Key stakeholders and decision-makers within these target companies are scientists, lab managers, group leaders, directors and C-Level executives. This will be a full-funnel land-and-expand position responsible for opening up these named accounts and continuing to grow their revenue and scope over time.

Responsibilities:

• Net-New Account Development: Identify, pursue and secure new revenue opportunities within assigned large global strategic accounts in the Chemistry and Materials research and development sectors, driving sales and expanding market presence.
• Relationship Management: Build and nurture strong, long-lasting relationships with key stakeholders and decision-makers, acting as a trusted advisor to understand their research needs and objectives (scientists and leaders). The ability to foster connections will be essential for maintaining ongoing client engagement and satisfaction.
• Industry Expertise: Leverage knowledge of Chemistry and Materials research methodologies and challenges to establish credibility and trust that align with client goals and enhance their research capabilities.
• Needs Analysis: Connect with scientists, lab managers, group leaders, directors and C-Level executives to assess their needs and recommend SaaS solutions that digitally transform workflow, collaboration, and innovation.
• Collaboration: The ability to work effectively with cross-functional teams, including product development, marketing, customer success, and solution engineering. Open communication, mutual respect, and teamwork are essential for achieving client satisfaction and a positive culture which aligns with our core values.
• Negotiation: Negotiate contracts, pricing, and terms to maximize profitability and terms while ensuring long-term client satisfaction and partnerships.
• Market Research: Stay informed about trends, challenges, and emerging technologies in the Chemistry and Materials research sectors to maintain a competitive edge.
• Client Advocacy: Serve as the voice of the client, providing feedback and insights to help shape product offerings and service delivery.
• Sales Forecasting: Prepare accurate sales forecasts and performance reports to track progress against goals and provide insights to leadership.

Qualifications:

• 4+ years of experience in sales or account management, preferably of software or capital equipment/instrumentation within Chemical/Materials research sectors, with a proven track record of managing complex accounts.
• Adept at building trust with internationally-coordinated buying decision teams.
• Multiple years experience in building, negotiating and securing 7-figure ARR contracts.
• Strong relationship-building skills, with the ability to establish trust and rapport with clients and stakeholders at all levels. Experience in nurturing long-term (multi-year) partnerships is essential.
• Demonstrated experience of internal collaboration (ideally with Customer Success and/or Solution Engineering/Application Specialist teams).
• Excellent communication skills, both verbal and written, enabling effective engagement with clients, technical teams, and executives.
• Ability to quickly demonstrate value of a SaaS solution.
• Strong negotiation and problem-solving abilities, with a focus on delivering solutions that meet client needs.
• Proficiency in CRM software, Microsoft Office Suite, AI-based conversational analytics.
• Ability to travel greater than 50% (North America and Europe)