Enterprise Account Executive in Edinburgh

About MasterControl: MasterControl Inc. is a leading provider of cloud-based quality and compliance software for life sciences and other regulated industries. Our mission is the same as that of our customers to bring life-changing products to more people sooner. The MasterControl Platform helps organizations digitize, automate and connect quality and compliance processes across the regulated product development life cycle. Over 1,000 companies worldwide rely on MasterControl solutions to achieve new levels of operational excellence across product development, clinical trials, regulatory affairs, quality management, supply chain, manufacturing and postmarket surveillance.

SUMMARY

We’re seeking a high-performing Enterprise Account Executive with deep experience in selling complex digital transformation solutions to the pharmaceutical and biologics manufacturing sectors. This isn’t a transactional SaaS role. It’s a strategic, consultative position where you’ll help the world’s most advanced life sciences organizations digitize mission-critical operations like batch record execution, quality management, and lab documentation — unlocking speed, compliance, and scalability in a highly regulated environment.

RESPONSIBILITIES

• Work in an Enterprise Pod together with an Enterprise Account Manager to close new and expansion business.
• Own and execute complex enterprise sales cycles (12–24+ months) across global pharma accounts, CDMOs, and CGT innovators.
• Build, manage, and expand multi-stakeholder relationships across Manufacturing, Clinical R&D, production, QA/QC, GMP IT and procurement functions.
• Develop and execute account-based strategies for Tier 1–3 Pharma, MedTech, CDMOs and CGT manufacturers.
• Identify whitespace opportunities within existing pharma divisions and high-growth biopharma innovators.
• Serve as a trusted advisor on digital manufacturing trends, GxP compliance, and operational excellence.
• Drive adoption of cloud-based MES and QMS, AI and Analytics platforms through value-based, consultative selling.
• Partner with solution engineering, marketing, and customer success teams to deliver compelling business cases and ROI models.
• Contribute to strategic forecasting inputs for multi-year enterprise deals.
• Ability to orchestrate cross-functional deal teams including solution consultants, partner managers, and implementation leads.
• Lead executive-level conversations spanning Manufacturing, Quality, Regulatory Affairs, and IT to shape digital transformation roadmaps.
• Partner closely with marketing to develop personalized, 1:1 account-based strategies, aligning outreach to each account's unique needs.
• Leverage the full marketing toolkit - including content, tactics, and campaigns - to customize outbound motions, guided by deep account knowledge and buying group dynamics.
• Collaborate on high-impact, relationship-building programs like VIP events and executive roundtables, including prospect identification, personalized invitations, content input, and strategic follow up.
• Participate in regular pipeline and feedback reviews with marketing to share insights, optimize programs, and ensure continuous alignment across joint sales and marketing efforts.

QUALIFICATIONS

• 8+ years of enterprise B2B SaaS software or technology sales, ideally within life sciences, pharma manufacturing, or regulated industries.
• Deep understanding of CGT, CDMO, and biologics manufacturing workflows — from process development through commercial scale.
• Familiarity with MES, QMS, LIMS, and related digital manufacturing systems strongly preferred.
• Proven track record of closing multi-million-dollar SaaS or digital transformation deals involving long sales cycles and multiple executive stakeholders.
• Exceptional executive communication and storytelling skills.
• Ability to navigate complex procurement, legal, and regulatory environments in global pharma.
• Strategic, analytical mindset with comfort operating in ambiguous, evolving markets.
• Continuous learner — eager to stay at the forefront of digital transformation in life sciences.

PHYSICAL DEMANDS AND WORKING CONDITIONS

• Ability to work in an office environment with occasional travel to client sites.
• Ability to operate a computer and work at a desk for extended periods.