Enterprise Account Executive, Pharma - Western USA

Enterprise Account Executive, Pharma — Western USA Remote, SF Bay Area preferred | Full-time | Approximately 40–60% travel $140,000–$165,000 base salary, plus commission and equity The Role Caladan Bio is hiring an Enterprise Account Executive to lead strategic commercial growth across major pharmaceutical and biotechnology accounts in the Western United States. You will own a focused group of high-value accounts and the full enterprise sales cycle—from opening the first conversation through technical evaluation, procurement, close, expansion, and broader adoption. This is not a role where you inherit a mature playbook or wait for leads to arrive. You will build pipeline, develop account strategy, and create momentum across complex organizations. One day you may be discussing experimental workflows with a scientist; the next, building a business case for an executive team or navigating terms with procurement. The right person understands how scientific equipment is sold into large organizations and is comfortable with long sales cycles, technical evaluations, budget planning, legal review, and multi-site account development. You will report to Caladan’s VP of Commercial. What You’ll Do Own Strategic Accounts Own a focused territory of high-priority pharmaceutical and biotechnology accounts. Build clear account plans and develop relationships across scientific, technical, procurement, financial, and executive stakeholders. Understand each customer’s workflows, priorities, buying process, and organizational structure. Identify where the Caladan 250 can solve meaningful technical and operational challenges. Develop long-term strategies for initial purchases, expansion, consumables adoption, and multi-site deployment. Run the Full Enterprise Sales Cycle Create and advance opportunities from targeted outreach and discovery through demonstration, evaluation, procurement, and close. Build clear business cases, proposals, and commercial structures aligned with customer needs. Lead negotiations and navigate complex buying environments involving technical users, leadership, legal, finance, and procurement. Partner with the Applications team on demonstrations, pilots, and technical evaluations. Maintain accurate pipeline stages, forecasts, account plans, and next steps. Build the Market Use your network, targeted outreach, conferences, site visits, referrals, and account research to create pipeline. Represent Caladan at customer meetings, industry events, and trade shows. Develop a strong understanding of competing technologies, customer priorities, and market trends. Bring customer feedback into product, positioning, pricing, and go-to-market decisions. Help establish the sales materials and commercial processes that will support Caladan’s growth. What You’ll Bring 8+ years of commercial experience selling into pharmaceutical, biotechnology, or bioprocessing organizations. Demonstrated success selling scientific equipment, bioprocessing technology, laboratory automation, software, consumables, or related technical products. Strong understanding of upstream bioprocess development and the workflows surrounding bioreactors and process-development equipment. A track record of developing and closing complex enterprise opportunities. Existing relationships within major pharmaceutical and biotechnology organizations in your territory. Experience navigating large accounts with multiple technical, commercial, procurement, and executive stakeholders. A proactive approach to business development and willingness to personally prospect and create new opportunities. Strong communication, negotiation, account-planning, and relationship-building skills. Bachelor's or advanced degree in a scientific, engineering, or related discipline preferred. Experience selling bioreactors, upstream process-development equipment, laboratory automation, or other capital equipment into biopharma is particularly valuable. Location and Travel San Francisco Bay Area strongly preferred. Approximately 40–60% travel, depending on customer activity and industry events. Travel will primarily support Western USA accounts, customer meetings, evaluations, conferences, and strategic deployments. Occasional travel to other U.S. regions and Caladan’s Brooklyn headquarters may be required. All required business travel expenses are covered. What Success Looks Like During your first year, you will: Build strong account plans for Caladan’s highest-priority enterprise targets. Establish relationships within major pharmaceutical and biotechnology accounts. Create a healthy pipeline of qualified enterprise opportunities. Move customers successfully from initial discovery through evaluation and purchase. Expand Caladan’s presence within existing accounts and identify opportunities for broader adoption. Maintain reliable forecasts, disciplined CRM records, and clear next steps. Help establish a repeatable enterprise sales process for future commercial hires. Caladan Bio is building the next generation of biomanufacturing technology. Our mission is to help industrial biology and biopharma companies bring bio-based products to market faster. The Caladan 250 is a high-throughput benchtop bioreactor platform designed to increase experimental capacity while making bioprocess development more accessible, flexible, and efficient. Caladan Bio is backed by Twelve Below, Lerer Hippeau, Collaborative Fund, and Wireframe Ventures. #J-18808-Ljbffr