Founding Account Executive

Job Description Founding Account Executive Octozi | New York, NY | Hybrid About Octozi Octozi is an AI-powered clinical data operations platform for biotech and pharma sponsors. We automate the work that slows clinical trials down: data cleaning, discrepancy detection, medical review, safety reconciliation, autocoding, and reporting. We're in production with multiple customers on registrational studies and backed by Surface Ventures. The Role This is not a traditional AE seat. You'll be Octozi's first dedicated seller, working directly with the CEO and CMO to build the commercial motion from the ground up. You'll own pipeline generation, run full cycles to close, shape how we position and price, and lay the foundation for the sales team that comes after you. Think of it as a mini-GM role with a quota. We have paying customers, a real proof point, and a growing pipeline; what we need is someone who can turn that into a repeatable machine. What You'll Do Own revenue end-to-end Generate your own pipeline through outbound, conferences, and network Run full sales cycles from first touch through discovery, demo, pilot scoping, proposal, negotiation, and close Close pilot engagements and convert them into multi-study SaaS contracts Sell into complex pharma buying groups Navigate multi-stakeholder deals across clinical operations, data management, biometrics, IT, legal, and procurement Structure pilots and proofs of concept that de-risk the buyer and accelerate to contract Hold credible conversations with technical buyers about clinical data workflows, validation, and compliance Be the voice of the market Feed continuous insight on product, pricing, positioning, and competitors back to the founding team Help refine our ICP and messaging as we learn which segments move fastest Lay the foundation for scale Build repeatable sales processes, playbooks, and CRM discipline Help define when and how we hire the next AEs, SDRs, and partnership roles Represent Octozi at industry events (DIA, ASCO, SCOPE, and similar) What You Bring Enterprise sales execution (must-have) 4+ years as a full-cycle Account Executive in B2B enterprise software Track record of independently sourcing and closing deals, and of hitting or beating quota Comfort with 3-9 month cycles, multi-threaded deals, and pilot-to-contract structures Life sciences domain experience (must-have) Prior experience selling into pharma, biotech, or CROs Familiarity with clinical operations, data management, or biometrics buyers; eClinical or CRO background is a strong plus Builder experience Background at an early-stage or high-growth startup, not only large enterprises Comfortable operating with ambiguity and limited structure; able to build process rather than follow it Commercial and strategic thinking Strong instincts for which accounts, segments, and channels are worth pursuing Able to shape pricing and deal structure, not just execute against a rate card Who You Are Highly proactive and self-directed Energized by building from zero and comfortable being a team of one initially Commercially sharp, results-driven, and honest about pipeline reality Strong communicator with executive presence in front of VP and C-level pharma buyers Based in New York and comfortable with a hybrid schedule What Success Looks Like (First 6 Months) Built a qualified pipeline of accounts Closed initial pilot engagements and converted at least one into a production contract Refined ICP, messaging, and pilot structure based on live deal learnings Established repeatable outbound and event-driven motions Laid the groundwork for the next commercial hire Why Join Octozi Ground-floor equity and real influence over how the company sells A proven product with production deployments and published results Direct partnership with the founders on every deal Comprehensive health, dental, and vision coverage Hybrid work from our New York office Conference and industry event participation Compensation The OTE range for this role is $200,000-$240,000, with a base salary of $110,000-$140,000. Equity is included as part of the offer. We share pay ranges for all roles as part of our commitment to transparency; ranges are benchmarked against similar-stage companies, and final offers reflect experience, skills, and relevant qualifications. Octozi