Account Executive (£90k - £100k base x 2 OTE) in Cardiff

We are working exclusively with our client to find a Hybrid Account Executive based in London.

About: Our client is an AI-powered SaaS platform helping toxicologists at pharma and bio-tech organisations to assess drug target safety risk earlier and faster by removing the grunt work of data collection and prioritisation - allowing experts to focus on decision making. The platform is helping clients save thousands of hours, reduce dependency on animal trials and reduce clinical safety failures. With strong early traction, recent funding, Founder-led sales success and notable clients, they now seek a Founding Account Executive to help drive new business acquisition.

Key Highlights:

• Founded by scientific and technology experts with deep experience building software for the life sciences industry.
• Established 18 months ago and already scaled to an 8-person team.
• Achieved strong traction through founder-led sales, signing 6 clients - including 3 of the top 10 global pharmaceutical companies.
• Generating £350k ARR, with average deal sizes ranging from £30k to £110k.
• Manageable deal cycles spanning 1 to 12 months.
• Proven lead generation strategy leveraging networking events, advisor introductions, and targeted cold outreach.
• Recently raised £2.9m from notable investors.
• 15% conversion rate from demo to close - aiming to get this to 30%.
• Clear ROI for customers - saving toxicologists time, reducing animal testing, and lowering clinical safety failures.
• Strong competitive position versus consultancies (slow and costly) and generic software providers (lacking domain depth).
• Significant opportunity to expand account value through cross-selling and upselling across the drug discovery lifecycle.
• Plans to increase their product portfolio and build on initial product market fit.

Founding Account Executive role offering genuine ownership and responsibility. Work hand-in-hand with the founding team to design and execute a scalable sales system. Realistic annual quota of £600k ARR. £90k–£100k base salary x2 OTE, meaningful equity, hybrid working (Spitalfields office), and additional benefits.

Role:

• Full ownership of pipeline development across multiple channels, including direct outbound, partnerships, and networking events - targeting pharmaceutical and bio-tech companies globally.
• Act as a consultative partner to prospects and clients by developing deep product knowledge and understanding how it supports toxicologists in their day-to-day work, while also being able to zoom out and have value-driven, strategic conversations with business leaders.
• Actively going on-site with clients to build personal relationships and engross yourself in the day-to-day business.
• Manage the full sales cycle from demo to close, leveraging structured frameworks such as MEDDPICC.
• Effectively engage and manage stakeholders to advance deals, working with personas such as Executive Directors of Non-Clinical Safety, Chief Scientific Officers, and Senior Toxicologists.
• Build and nurture strong client relationships to identify cross-sell and upsell opportunities.
• Collaborate with internal teams to ensure customer needs are met both pre- and post-sale.
• Contribute to the development of scalable sales processes, playbooks, and documentation as part of the company’s broader growth strategy.

Requirements:

• Proven track record of closing SaaS deals in complex, multi-stakeholder environments.
• Track record of closing deals in the 5-to-6 figure range.
• Experience selling into scientific audiences within pharma and biotech organisations.
• Comfortable operating in a scaling environment where structures and processes are still being built.
• Confident managing multi-threaded sales and navigating long deal cycles (average ~6 months).
• Strong commercial acumen - able to defend value and avoid discounting traps.
• Familiarity with sales methodologies such as MEDDICC, Challenger, or SPIN, with the ability to build repeatable processes.
• Excellent communication skills, capable of conveying complex propositions to both technical and non-technical audiences.
• Self-starter mindset with the ability to thrive amid ambiguity and change.
• Fast learner with genuine curiosity for the life sciences space and a drive to exceed targets.

Benefits:

• Salary from £90k - £110k base x 2 OTE.
• Hybrid working.
• Competitive equity.
• Highly supportive company culture.
• Health insurance through Aviva.
• Christmas office closures.
• Annual personal development budget.
• 25 days + bank holidays.