Strategic Account Executive (f/m/d)

Overview

IDBS is a dynamic and innovative company providing purpose-built software solutions to address data management challenges across the BioPharma lifecycle and supply chain. With more than 30 years in life science informatics, we deliver a portfolio of knowledge management technologies to streamline data capture, analysis, reporting and sharing to accelerate the next generation of therapies. Our cloud-native and analytics-centric platforms enable researchers, developers and manufacturers to access critical data and insights to make faster, smarter decisions.

IDBS serves thousands of users across hundreds of organizations worldwide. Our predominant customer base is Life Sciences and includes 23 of the top 25 pharmaceutical companies and more than 250 small and medium-sized pharma and BioPharma companies, CROs, CDMOs and CMOs. IDBS is part of Danaher; together we accelerate discovery, development and delivery of solutions that safeguard and improve human health.

This is a remote position based in Germany and requires easy access and travel to target accounts and customers in the DACH and Nordics regions.

What you’ll be doing

• Forge executive relationships and deliver growth in IDBS’s key customers and targets. Deliver world-class commercial planning and execution, aligned to company strategy while maintaining rigour in daily management and reporting.
• Drive in-person engagement with key stakeholders within existing and target accounts. Build relationships and influence strategy for both short-term and long-term growth.
• Lead cross-functional teams to win and expand customer accounts, acting as the owner of the account strategy and driving execution through SFDC (Salesforce).
• Drive new logo acquisition and ARR expansion in a portfolio of targeted top-tier accounts. Deliver accurate forecasting and on-time delivery of new business bookings aligned to company plans.

What success looks like in this role

• Proven track record of closing new enterprise SaaS deals (>$1M ARR).
• Typically 8+ years of senior sales experience with the ability to create opportunities and momentum in complex sales cycles (12–18 months).
• Proven track record of engaging C-Suite decision makers to close multi-million-dollar SaaS deals and influence customer strategy and decision making.
• Demonstrated ability to deliver against annual, quarterly and monthly SaaS sales targets across a mix of new-logo and cross-sell/up-sell opportunities; capable of balancing short-term results with mid-to-long-term strategic plans.
• Good understanding of challenges and opportunities across the R&D or manufacturing lifecycle within the BioPharma and CDMO markets.

Nice to have

• Pharmaceutical and life sciences sales experience.
• Experience with the Challenger sales methodology to recruit and grow large strategic accounts.
• Scientific or scientific sales background in Biology, Biochemistry, Molecular Biology, Chemistry, or Process Engineering.

Join our winning team today. Together, we’ll accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life.