Senior Sales Executive

Senior Sales Executive About USDM USDM Life Sciences is an AI solutions and process automation company built for life sciences — helping pharmaceutical, biotech, and medical device organizations put AI to work across real workflows and scale it safely. With 25 years of deep domain expertise and 900+ global clients, we have the capability to build and deploy AI into regulated environments backed by the governance practice that makes every deployment defensible under FDA, GAMP 5, and emerging AI regulations. Our proprietary TRUST-AI Framework guides clients from AI readiness through governed deployment to enterprise scale. From strategy through implementation and adoption, we have delivered thousands of GxP projects globally — and we are leading the industry's next evolution. Through partnerships with Microsoft, Google, Oracle, Box, DocuSign, and more, our team helps connect technology, people, and data in ways that generate real outcomes for the organizations that make, regulate, and bring life-saving products to market. Founded in Santa Barbara in 1999, USDM has grown to a global company with offices throughout the US, Canada, and Germany. Nature and Scope of Job As a Senior Sales Executive you will be a key driver of USDM's growth, owning a named territory and an annual bookings quota across USDM's portfolio of technology and compliance solutions, including Cloud Assurance and AI enabled transformation. You will work with leading life sciences organizations to develop tailored solutions that help customers accelerate strategic initiatives and achieve measurable outcomes. The Senior Sales Executive is a quota-carrying seller with approximately 25% of quota from new logo acquisition and approximately 75% from expanding business within existing accounts. The role is measured and rewarded on both motions. The Sales Executive is responsible for originating pipeline, qualifying opportunities, developing customer relationships, building the business case, creating Statements of Work, and closing. The role requires fluency in regulatory compliance, quality, and digital transformation to identify and qualify sales opportunities. Sales Executive will work with USDM's subject matter experts to shape the solution, own the commercial construct and the close, and work with the delivery team for successful outcomes. Primary Responsibilities Revenue Ownership and Quota Attainment Meet or exceed a quarterly bookings quota delivered through a mix of approximately 25% new logo and approximately 75% expansion within existing accounts. Develop and execute territory and account plans, refreshed quarterly, that generate qualified pipeline at minimum 3.5x quota coverage, staged by sales motion and deal size. Self-source outbound pipeline for life sciences organizations rather than relying solely on marketing or partner-generated leads. Use solution-based selling and lead complex sales cycles end to end, from origination and discovery through business case development, negotiation, and close. Relationship Development Build and maintain executive-level relationships with C-suite decision makers. Conduct executive briefings and boardroom presentations that connect investment to measurable business outcomes and advance the deal. Navigate complex organizational structures to identify economic buyers, technical evaluators, and procurement stakeholders, and sequence engagement to keep deals moving. Bring, and continue to build, a credible personal network across the life sciences industry. Deal Orchestration and Solution Shaping Conduct structured discovery to qualify budget, decision maker, need, and timeline, then bring in USDM's subject matter experts to design the technical solution. Own the commercial construct and lead negotiations through to close. Account Expansion and New Business Development Identify and close expansion opportunities within existing accounts through white space analysis and relationship mapping. Multi-thread across quality, IT, regulatory, clinical, and manufacturing functions so no account depends on a single relationship. Execute cross-selling and upselling initiatives that convert individual projects into multi-year programs and maximize customer value. Forecast Discipline and Market Presence Maintain accurate, current opportunity records in the CRM, including value, stage, close date, decision process, and identified risks. Deliver a defensible forecast and escalate slippage early rather than at quarter end. Represent USDM at industry conferences, events, and professional associations, and convert market presence into pipeline. Required Qualifications 8+ years of quota-carrying sales experience in complex B2B technology or solution sales, with a documented record of attaining and exceeding multi-million dollar quotas. At least 5 of these years must be spent selling directly into the life sciences industry (biopharma, medical device, pharmaceutical, etc.). A hunter's track record: a demonstrable history of self-sourcing pipeline, winning new logos, and expanding existing accounts. Demonstrable experience engaging with and selling to C-level executives (CIO, CTO, CISO, Head of Quality, etc.), with the executive presence to lead strategic conversations and the drive to convert them into closed business. Mastery of a formal sales methodology (e.g., MEDDICC, Challenger Sale, SPIN). Demonstrated expertise in rigorous qualification, navigating complex multi-stakeholder sales cycles, and closing. Working fluency in the life sciences landscape, including GxP regulations, FDA/EMA compliance mandates, and how those constraints shape technology buying decisions, with the ability to articulate technical concepts in clear, business-focused terms. Ability to build and maintain a credible personal network across the life sciences industry within the MidAtlantic or Northeast territory. Strong CRM discipline with the ability to maintain accurate pipeline records, deliver a defensible forecast, and escalate slippage proactively. Excellent written and verbal communication skills with the ability to lead boardroom presentations and produce clear executive-level materials. Comfortable with up to 30% travel within the MidAtlantic or Northeast territory. Preferred Qualifications Experience selling cloud-based solutions (SaaS/PaaS), regulatory/IT consulting services, and AI-enabled offerings in a life sciences context. Established executive-level network with quality, IT, regulatory, or manufacturing leaders at biopharma, medical device, or pharmaceutical companies in the MidAtlantic or Northeast. Familiarity with USDM's service portfolio, including Cloud Assurance, GxP validation, and AI-enabled transformation solutions. Master's degree or MBA. Education & Certifications Bachelor's degree in Business Management, Technology, or related field required. Master's degree or MBA preferred. Working Conditions The working conditions described here are representative of those that must be met by an employee to successfully perform the essential responsibilities and functions of the job and are not meant to be all-inclusive. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential responsibilities and functions of the job. Unless reasonable accommodations can be made, while performing this job the staff member shall: Operate primarily in a remote home-office environment with prolonged periods of sitting or standing at a desk and working on a computer. Operate standard office productivity equipment, including a computer, phone, scanner, and printer. Frequently communicate with customers and internal stakeholders via telephone, video conference, email, or instant message. Must be able to exchange accurate information in these situations. Travel up to 30% within the MidAtlantic or Northeast territory for customer meetings, executive briefings, and industry events. Equal Opportunity Statement USDM Life Sciences is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. Disclaimer This job description is intended to describe the general nature and the level of the work being performed by the people assigned to this position. It is not intended to include every job duty and responsibility specific to the position. USDM Life Sciences reserves the right to amend and change responsibilities to meet business and organizational needs as necessary. Compensation Base Salary Range: USD $115,500 to $173,300 On-Target Earnings (OTE): USD $231,000 to $346,600 (2x base salary) The salary range represents the anticipated low and high end of USDM's compensation range for this position. Actual base salaries will vary and will be based on various factors, such as the candidate's qualifications, skills, competencies, and proficiency for the role. Variable compensation is structured at 2x base salary at 100% of quota attainment. The compensation described above is subject to change and could be higher or lower than the range described based on market survey data or budget. Full-time employees are eligible for health, vision, and dental insurance, life insurance, short and long-term disability, hospital indemnity, accident, and critical care coverage. Both full and part-time employees, who are at least 21 years of age, are eligible to participate in USDM's 401k plan. Full and part-time employees may be eligible for paid time off. All employees are eligible for USDM's rewards and recognition program.