Account Executive - Life Sciences
About the role
The Life Sciences industry is at a pivotal intersection of patient outcomes and experience management. Qualtrics is poised to be the organization that ushers in the next level of maturity in the category of Experience Management (XM) for the world’s leading Pharmaceutical, MedTech, and many other Life Sciences organizations. This is a rare opportunity to lead the acceleration of a high-priority vertical in the enterprise XM category.
Responsibilities
- Strategic Orchestration: View your territory as a business. Effectively quarterback a cross-functional team, leveraging dedicated Industry Scientists, Engineers, and Operations Experts to structure and close complex deals.
- Vertical Fluency: Move beyond features and functions to align XM with critical C-level initiatives such as improving clinical trial retention, boosting patient adherence, and optimizing field force effectiveness.
- Operational Rigor: Treat sales as a science, utilizing methodologies (MEDDIC) to forecast accurately and build a sustainable 4x pipeline.
- Exceed quota and acquire clients. Demonstrate strong negotiating skills. Sell a complex platform: Qualtrics Experience Management platform to large, strategic accounts.
Qualifications
- Bachelor’s degree or higher.
- Validated Winner: A consistent track record of exceeding quotas (President’s Club, Top 10% rankings) in a closing role.
- SaaS Acumen: 3+ years of full-cycle sales experience with deep familiarity of sales methodologies (MEDDIC/MEDDPICC) and Salesforce hygiene.
- Intellectual Curiosity: A drive to understand the complex regulatory and commercial context of the Life Sciences sector.
Preferred Qualifications
- Domain Expertise: 1+ years of sales experience, specifically selling into Life Sciences verticals.
- Big Deal Experience: Proven history of closing 6-figure deals and navigating complex, multi-stakeholder procurement cycles.
- Network: Existing relationships with key decision-makers in the Life Sciences space.
Things You’ll Do
- Acquire and Expand: Drive revenue growth by landing new strategic logos and expanding our footprint within existing Global 2000 Life Sciences accounts.
- Executive Alignment: Cultivate trusted advisor relationships with the C-Suite to elevate XM from a tool to a platform that builds strategic advantages for our customers.
- Complex Negotiation: Lead commercial negotiations for multi-year enterprise agreements, skillfully navigating the procurement, legal, and security landscapes typical of the industry.
- Develop and maintain in-depth knowledge of Qualtrics’ solution offerings.
- Finger on the Pulse: Act as the voice of the customer back to our Product teams, directly influencing the future development of how the Qualtrics XM Platform is deployed in Life Sciences and where market trends are headed.
- Develop and maintain positive relationships with other functional areas internally at Qualtrics, e.g. Professional Services, Implementation, Subject Matter Experts, etc., to ensure a collaborative approach to secure large enterprise engagements.
What We’re Looking For
On Your Resume Core Qualifications (The Foundation): Bachelor’s degree or higher. Validated Winner: A consistent track record of exceeding quotas (President’s Club, Top 10% rankings) in a closing role. SaaS Acumen: 3+ years of full-cycle sales experience with deep familiarity of sales methodologies (MEDDIC/MEDDPICC) and Salesforce hygiene. Intellectual Curiosity: A drive to understand the complex regulatory and commercial context of the Life Sciences sector.
Preferred Qualifications (For Strategic/Senior Consideration): Domain Expertise: 1+ years of sales experience, specifically selling into Life Sciences verticals. Big Deal Experience: Proven history of closing 6-figure deals and navigating complex, multi-stakeholder procurement cycles. Network: Existing relationships with key decision-makers in the Life Sciences space.