Territory Account Manager - EU

About The Role

We are looking for a Territory Account Manager motivated to drive new customer growth and build relationships with a portfolio of existing global pharma and biotech customers to help further drive expansion and revenue growth.

• Sales & Revenue Generation:
  • Develop and implement a territory sales plan associated with company sales targets.
  • Maintain a consistent pipeline of prospects through networking, referrals, industry research, etc.
  • Partner with the pre‑sales Product Specialist to provide product demonstrations tailored to specific prospect needs within CMC and related areas.
  • Develop detailed and persuasive responses to RFPs and RFIs, highlighting our value, solution strengths and differentiation.
  • Collaborate with Product Specialists to understand prospect requirements and design optimal solution architectures that align with their scientific workflows.
  • Grow the overall business and presence at named accounts, originating new engagements across pharmaceutical development and commercial manufacturing.
• Solution Expertise:
  • Maintain an understanding of our platform’s features, functionality, and technical architecture.
  • Possess or develop expertise in scientific workflows within pharmaceutical and biotechnology manufacturing, particularly CMC and related software solutions (LIMS, ELN, MES, RIM).
  • Stay current on industry trends, emerging technologies, and the competitive landscape within the pharma/biotech SaaS space.
  • Articulate the value proposition of our platform in the context of customer‑specific scientific and business challenges.
• Content and Tool Development:
  • Contribute to technical sales collateral development, including demo scripts, presentations, FAQs, and documentation.
  • Identify opportunities to create reusable solutions, templates, and best practices for common customer use cases.
  • Provide feedback to Product and Engineering teams based on customer interactions and market insights.
• Customer Engagement and Relationship Building:
  • Build and maintain strong relationships with key stakeholders within client organizations.
  • Serve as the primary point of contact for clients, advocating for their needs within the company.
  • Develop account plans to identify upsell or cross‑sell opportunities and maximize client lifetime value.
  • Manage contract renewals and ensure clients continue to derive value from our offerings.
  • Partner with Customer Success to address client concerns or escalations in a timely manner and collaborate across teams to find solutions.
• Travel and Industry Participation:
  • Travel to customer sites as needed for meetings, demos, and technical workshops (≈30% of time).
  • Attend industry conferences and events to stay informed about market trends and network with potential customers (≈20% of time).

• Strong network of executive leaders within CMC, research, development, and manufacturing organizations of the top 100 global pharma and biotech companies.
• Minimum 5 years relevant domain experience in pharmaceutical/biotech CMC, process development, and commercial manufacturing.
• Minimum 7 years management consulting experience within relevant domains or leading technology transformations in the pharmaceutical industry.
• Proven experience in originating a large, steady sales pipeline through lead generation and/or network‑driven sales.
• Experience leading successful RFI/RFP responses, coordinating cross‑functionally to respond to inquiries spanning user requirements, commercial offer, professional services and beyond.
• Experience implementing CMC or CMC‑adjacent technology solutions in the pharmaceutical industry.
• Strong executive communication skills and executive presence.
• Creative thinking and problem‑solving aptitude.
• Degree in a scientific or engineering discipline.
• Willingness to travel frequently in your territory.

• Unlimited PTO and flexible work hours to prioritize employee well‑being.
• Culture of teaching and learning – continuous growth opportunities.
• Competitive compensation package with salary, equity, and bonuses reflecting performance.
• Health insurance, disability, and mental health services.
• Hybrid office model with options to work from home or our global offices (Austin, Boston, Dublin).
• Professional stipends to support growth and success in role.