Account Executive — AI-Native Commercial Sales

Excedr is a company that helps life-sciences companies access the equipment they need to advance research and bring new medicines to patients faster. They are hiring an Account Executive to manage commercial opportunities from initial conversations to funded equipment deployment, requiring strong relationship-building and deal control skills.

Responsibilities:

• Help life-sciences companies get critical equipment in place faster, enabling the research, testing, and development work that moves potential medicines closer to patients
• Own the customer journey from first conversation through funded equipment deployment
• Run structured discovery with founders, finance leaders, operators, scientific leaders, and technical stakeholders
• Understand customers’ equipment needs, purchasing processes, timelines, cash-flow constraints, financing requirements, and decision-makers
• Guide customers through a serious, multi-stakeholder buying journey and create momentum without treating an important capital decision like a transactional checkout flow
• Turn complex scientific and commercial needs into a clear path forward: what equipment is needed, why it matters now, who must approve, how the purchase will be funded, and what must happen next so the customer can keep advancing their work
• Build trust with customers making meaningful capital commitments
• Create, qualify, advance, and close opportunities across inbound, channel, partner, and self-sourced sources
• Source new business through target-account development, thoughtful outbound outreach, and rep-developed OEM, channel, and strategic-partner relationships
• Use AI agents to research accounts, identify and prioritize targets, prepare outreach, automate appropriate follow-up, and reduce administrative drag
• Apply human judgment where it matters most: discovery, stakeholder navigation, relationship development, urgency creation, negotiation, and deal control
• Coordinate effectively with internal teams to move qualified opportunities through review, documentation, and funding
• Maintain accurate opportunity records, clear next steps, mutual action plans, and source attribution
• Meet or exceed an annual performance target tied to funded customer equipment deployments
• Create a meaningful share of new qualified pipeline through self-sourced accounts and rep-developed partner relationships

Requirements:

• 3+ years in a full-cycle B2B commercial role, including SaaS, fintech, marketplaces, partnerships, business development, recruiting, or another environment involving thoughtful customer decisions
• Experience leading a non-trivial buying process; this need not be enterprise sales, but you should understand how to sell when customers care deeply about the decision and multiple stakeholders are involved
• A demonstrated ability to create pipeline and close business—not simply work assigned inbound leads
• Strong discovery, qualification, objection-handling, negotiation, and multi-stakeholder deal-management skills
• Ability to engage credibly with founders, operators, finance leaders, scientific leaders, and technical teams
• A genuine AI-first mindset: you actively use AI to research, prepare, write, prioritize, learn, and improve your work
• Curiosity and high agency: you test thoughtful ideas, share what works, and help improve the playbook instead of waiting for a perfect process
• Sound commercial judgment: you can distinguish real opportunities from noise, create appropriate urgency, and focus on the highest-value work
• Excellent written and verbal communication
• Strong operating discipline: reliable follow-through, clear notes, accurate CRM records, and consistent next steps
• Comfort being accountable for both commercial outcomes and self-sourced pipeline creation
• Equipment financing, commercial lending, leasing, fintech, or other financial-services experience
• Experience selling to life sciences, biotech, industrial technology, hardware, advanced manufacturing, climate, or other asset-intensive companies
• Experience building OEM, vendor, referral, or strategic-partner relationships
• A network of founders, operators, CFOs, scientific leaders, technical buyers, or relevant channel partners