Own a defined book of target accounts and a pipeline target. Hit it.
Prospect, discover, demo, negotiate, and close. You own every stage.
Build pipeline through AI-augmented outbound (email, LinkedIn, phone, video) on accounts where the GTM Engineer surfaces strong intent signals.
Qualify and convert inbound leads from website, events, content, and paid channels.
Run consultative discovery with senior regulatory, quality, and compliance leaders. Understand their compliance pain, map it to our platform, and articulate ROI clearly.
Lead live product demos. Sales engineering supports on the complex ones.
Drive multi-stakeholder buying committees across regulatory, IT, procurement, and legal to closed-won.
Maintain Salesforce as your source of truth. Every account, contact, activity, opportunity, and stage logged accurately.
Leverage tools for call review and self-coaching. Contribute to peer development.
Work closely with the GTM Engineer to test new signals, plays, and sequences. Feed insights back into the engine.
Help define the mid-market playbook: ICP refinement, qualification criteria, demo flow, objection handling, and pricing patterns that future AE hires will inherit.

2–4 years of B2B SaaS sales experience, with at least 12 months of closing experience as a full-cycle AE, AE Apprentice, or SDR-promoted-to-AE.
Proven history of hitting and beating pipeline and revenue targets.
You can run a discovery call that surfaces real pain, not a feature demo.
Hands-on with Salesforce, Gong Engage / Outreach / Salesloft, LinkedIn Sales Navigator, Apollo, or ZoomInfo.
You use Claude, ChatGPT, or equivalent daily as a force multiplier: account research, call prep, follow-up drafting, proposal generation, and competitive intel.
You can write an outbound email that does not sound like a template and does not sound like AI wrote it either.
Comfortable selling to lawyers, scientists, and regulatory professionals across multi-stakeholder committees involving regulatory, IT, procurement, and legal.
You do not need a science degree, but you genuinely want to understand what our customers do. A motivation to build expertise quickly is essential.
Comfortable operating without a playbook in a fast-moving, founding-stage environment.
Native or fluent business English plus at least one European language (French, Spanish, Italian, or German) preferred, to support effective engagement with prospects and counterparts in the region.

Growth: First-seat ownership, cutting-edge AI, and a culture that invests in learning and career development.
Culture: Diverse, agile, and mission-driven team across Canada, US, UK, EU, Singapore, Japan, and beyond.
Impact: Your work compounds across the whole sales organization. What you build today drives pipeline for the team every quarter going forward.

Founding Junior Account Executive – CET/GMT Time Zone

Key skills