Founding Account Executive, US

Job Description

Pharma Manufacturing Software

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Founding US AE · GxP pharma manufacturing software · Land and expand · $50K–$250K+ ARR · Remote, US

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About Vimachem and this role

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Vimachem builds software for the people who make medicines. Our platform runs on the shop floor of GxP pharma and biotech plants: digital logbooks, weigh and dispense, OEE, electronic batch records and full MES, delivered as one SaaS platform.

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Our customers include global pharma companies such as Merck KGaA and Fresenius, and CDMOs such as Sharp, INCOG and August Bioservices. We have been recognized as a Great Place to Work for multiple consecutive years.

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We are hiring our first US Account Executive. You will build the US market from the ground up, working directly with our CEO and Co-Founder on target accounts, strategy, and deals.

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What you'll sell

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You will land with a focused module that solves one pressing problem at a site, then expand across the platform and across the customer's network.

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• Land: Digital Logbooks, Weigh & Dispense, and OEE.
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• Expand: Electronic Batch Records and full MES, then additional sites.
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You don't need to have sold eBR or MES before. If you have sold software into GxP pharma plants, we will teach you the rest, and solution consultants for each product area will work alongside you.

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Typical sales cycles run 6–12 months. Deals range from $50K to $250K+ ARR, with significant multi-site expansion potential.

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What you'll do

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• Build a US pipeline from zero across pharma manufacturers, CDMOs and biotech companies, mostly through your own outbound.
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• Own the full sales cycle, from first meeting through procurement, legal and signature.
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• Sell to the people who run and assure the plant: site heads, manufacturing, QA, engineering, IT/OT and digital transformation leaders.
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• Land with a focused module, then expand into eBR, full MES and additional sites.
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• Shape the US go-to-market with the CEO: target accounts, messaging, events and partners.
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• Keep pipeline and forecast accurate in HubSpot.
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What success looks like in your first 12 months

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• First 90 days: learn the platform and our customer stories, build an account plan for 30–40 priority US accounts, and hold first meetings with at least 10 of them.
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• By month 6: $2.5M in qualified pipeline and the first US deals in late stage.
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• By month 12: 6–8 new US logos, a first expansion into eBR or additional sites, at least one referenceable lighthouse customer, and a repeatable land motion we can scale with the next hires.
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How you'll be supported

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• CEO and Co-Founder: directly involved in strategy, key accounts and deals.
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• Solution consultants by product area: Track & Trace, GMP Execution (eBR, Logbooks, W&D) and GMP Efficiency (OEE, Digital Changeover).
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• Implementation team: experienced in validated deployments at pharma and CDMO sites.
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• Customer references: global pharma and CDMO customers you can point US prospects to.
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• Prospecting tools and events: HubSpot, LinkedIn Sales Navigator, ZoomInfo, Lusha and Gong, plus a presence at the major industry events, including Pharma MES USA, INTERPHEX and PACK EXPO.
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Who we're looking for

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Required

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• 7+ years selling software into pharma, biotech or CDMO organizations.
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• Deals closed at site level with QA in the buying group. You are comfortable discussing validation (CSV/CSA), data integrity and 21 CFR Part 11.
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• A track record of winning net-new logos, not only growing an installed base.
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• Pipeline you built yourself through outbound, without relying on inbound leads or a well-known brand.
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• Consistent quota attainment in complex enterprise sales, using MEDDPICC or a similar methodology.
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Backgrounds we value

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MES or eBR, LES or LIMS, digital validation, QMS, weighing and dispensing, or industrial automation sold into pharma. Experience across several of these is a plus, but none is required on its own.

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Nice to have

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• Founding or early-stage sales experience, or launching a new region for a company.
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• An existing network among US pharma and CDMO manufacturing leaders.
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Exceptional candidates sometimes hesitate to apply when they don't match every line. If this role excites you, apply anyway and let's talk.

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This role isn't for you if…

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• You need a large presales team, steady inbound leads or a household-name brand to sell.
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• You prefer managing a book of existing accounts over opening new ones.
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• You want a finished playbook rather than helping to write it.
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Location and travel

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Remote within the United States. We prefer candidates based in the Northeast, such as the New Jersey/Pennsylvania corridor, New York or Boston. Candidates in the Central US will also be considered. Expect around 30% travel to customer sites and industry events.

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Candidates must be legally authorized to work in the United States. We are unable to sponsor visas for this position.

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Compensation and benefits

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• On-target earnings: $250,000–$350,000, split 50% base and 50% variable.
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• Base salary: $125,000–$175,000, depending on experience and location.
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• Commission: uncapped, with accelerators above quota.
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• Ramp: guaranteed variable for your first two quarters while your pipeline matures.
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• Equity: participation in our Employee Stock Option Plan as a founding member of the US team.
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• Benefits: health and life insurance, flexible working hours, a personal learning budget, and conferences and industry events.
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Equal opportunity

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Vimachem is an equal opportunity employer and values diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status or disability status.