About this role

Own and grow a book of new business with BioPharma sponsors (biotech, mid-size, and large pharma)
Run a full-cycle consultative sales process: prospecting, discovery, solution design, proposal, negotiation, and close
Build trusted relationships with VP
and C-level stakeholders across clinical, RWE, and medical affairs functions
Develop territory strategy and account plans aligned with Folia's ICP and go-to-market focus
Partner with internal scientific and delivery leads to scope studies and respond to RFPs
Accurately manage pipeline, forecasting, and activity in CRM using structured methodologies (e.g., MEDDIC)
Represent Folia at industry conferences
Provide market feedback to inform product positioning and go-to-market strategy

5+ years of B2B sales experience, with at least 4 years selling into the life sciences industry
Track record of closing complex, multi-stakeholder deals with 7 figure contract values
Familiarity with clinical research, real-world evidence, or patient outcomes data
Experience with structured sales methodologies (MEDDIC, Challenger, or equivalent)
Strong executive presence and ability to communicate scientific and regulatory concepts clearly
Self-directed and comfortable operating in a fast-moving startup environment.

Account Executive

Key skills