Founding Account Executive - Europe (m/f/d) in Hamburg

Our vision

The Pharos Labs GmbH build Regulaido, an AI platform for medical writing, regulatory documentation, and market access. Pharma and biotech teams use it to draft HTA dossiers, CTD modules and systematic literature reviews, with every statement traceable back to its source document and page.
Regulaido has been in productive use since 2025. Our customers include regulatory affairs and market access teams, CROs, pharma, and biotech. We are ISO/IEC 27001:2022 certified and hosted in Germany. We need you to expand our commercial function in Europe.
You will build our new business funnel for European mid-size pharma, from first touch to signed contract. Not a seat in an existing machine: you decide which segments to target, which messages work, which events we attend. Moreover, you will work in a tight tag team with our managing director. He brings the technological background and profound product knowledge. You own the pipeline, the process, and the close.

Your mission

• Run your own outbound across LinkedIn, email,phoneand conferences. You do not wait for marketing to fill your calendar, though we will support you where we can.
• Qualify,demoand run discovery workshops on the customer's own documents, which is our strongest conversion mechanism.
• Navigate the buying committee in a regulatedorganization: medical writing leads, regulatory affairs, IT security, data protection, procurement.
• Convert pilots into annual platform contracts, then grow them seat by seat and team by team.
• Build the commercial infrastructure as you go: CRM, sequences, qualification criteria, forecast. Whatever you build becomes the playbook for everyone after you.
• Bring what you learn back into the product. Our roadmap moves on customerinput, and yours will count.

What the deals look like: Enterprise sales with a sales cycle of roughly a quarter. Department-level deals reach six-figure annual contract values, and the expansion path inside a mid-size pharma company can go beyond that.

Your profile

• You havecarriedaquota in B2B software salestomid-sizeor largeenterprisesandconsistently hit it.
• You have built something from a blank page before, not only worked inside a defined process.
• You are comfortable owning outbound and reaching senior decision makers cold.
• You can hold a credible conversation with a director-level buyer about their workflow rather than reciting features.
• You are excited to travel regularly to in-person events and conferencesacross Europe.
• Fluency in German and English, both spoken and written.Our core market is DACH, where buyers discuss AMNOG, G-BA andIQWiGsubmissions in German, and we are expanding from there across Europe.
• Life sciences, marketaccessor regulatory exposure is a strong plus, not a requirement. We can teach you the domain. We cannot teach you how to sell.

Why us?

• Solid base salary plus uncapped commission on new business and upsell
• Genuine ownership of the commercial function in a company that has product,proofand certification already in place.
• A small, motivatedteam of founders,engineers, and marketeerswho ship fastandbuild what our customers need.
• Two office days per week inSternschanze, Hamburg. The rest is up to you.
• Subsidized company pension scheme.