About Us:
Datacor is the leading provider of software solutions, including ERP, CRM, Asset Tracking, Simulation and Formulation, to the process manufacturing space. We are on a mission to better equip the industry with software solutions and move it forward by building thoughtful, intuitive products that solve our customers’ most difficult problems.
We are passionate about serving our customers and helping them use data as a competitive advantage. Our customers make products that extend and sustain lives by sanitizing, fertilizing, beautifying, cleaning, and recycling the world we live in. We at Datacor help our customers make those products you use every day more safely, cost effectively and more efficiently through our technology platforms and applications.
The Role:
We are looking for an experienced, results-driven Senior Account Executive to lead complex, high-value enterprise sales for Informetric Systems. In this role, you will be pivotal in expanding Informetric Systems’ footprint within critical, high-growth markets — pharmaceutical and life sciences manufacturing. You will shape the company’s growth trajectory by bringing in new enterprise customers, deepening relationships within existing accounts, and ensuring long-term value realization.
The ideal candidate will bring a strong track record selling to large enterprises — preferably in pharmaceutical or life sciences manufacturing — and thrive in long sales cycles that require strategic selling, deep industry knowledge, and cross-functional coordination.
Responsibilities:
- New-logo enterprise sales: Proactively target and engage large pharmaceutical and life sciences manufacturing companies; drive full sales cycles from initial outreach to contract close.
- Account expansion / upsell: Identify and pursue growth opportunities within existing enterprise accounts — cross-sell additional modules or services, drive enterprise-wide deployments, and support long-term expansion strategies.
- Strategic account planning: Build and execute comprehensive account plans, including stakeholder mapping, competitive positioning, business case development, and multi-year growth strategies.
- Executive-level navigation: Build and maintain relationships with senior executives, C-level stakeholders, procurement teams, and technical decision-makers at target accounts.
- Cross-functional coordination: Work closely with solution engineering, implementation resources, product management, customer success, and legal/finance teams to deliver proposals, manage RFP/RFI responses, and close deals.
- Contract negotiation and closing: Lead complex negotiations with enterprise procurement/legal teams to structure deals that meet both customer requirements and company business objectives.
- Forecasting & pipeline management: Maintain accurate sales forecasts, pipeline metrics, and activity tracking; provide regular updates and input to sales leadership for revenue planning.
- Market & industry insight: Stay current on pharmaceutical and life sciences manufacturing trends, regulatory drivers, and competitive landscape; feed insights back to product and marketing for positioning and roadmap planning.
- Thought leadership & representation: Represent Informetric Systems in industry conferences, client briefings, and executive presentations as required.
Required Qualifications:
- 7+ years of enterprise B2B sales experience, with a proven record of success selling to large, complex organizations (preferably pharmaceutical or life sciences manufacturing).
- Demonstrated track record of closing high-value deals (> $500K+) and managing long sales cycles (6–18 months or more).
- Experience selling enterprise software solutions, ideally related to manufacturing, ERP, supply chain, compliance, or regulatory systems.
- Deep understanding of the buying dynamics in large enterprises — procurement process, stakeholder complexity, compliance/regulation requirements, and enterprise-grade security and vendor evaluation.
- Strong strategic thinking, consultative selling skills, and ability to build a compelling business case (ROI, TCO, compliance benefits) for senior-level stakeholders.
- Excellent communication, presentation, negotiation, and executive-level relationship management skills.
- Proficiency with CRM and sales enablement tools (e.g., Salesforce), and familiarity with sales methodologies appropriate for enterprise deals (e.g., MEDDIC, Challenger).
- Ability to travel up to 50% in a calendar year to meet with clients, attend industry events, and engage prospects in-person or virtually.
Preferred Qualifications:
- Prior experience selling to pharmaceutical, biotech, or life sciences manufacturing companies.
- Knowledge of regulatory compliance requirements relevant to life sciences (cGMP, track & trace, supply-chain traceability, audit/compliance workflows).
- Previous success in both new-logo acquisition and expansion (upsell, cross-sell) within large accounts.
- Background or interest in enterprise software, manufacturing systems, or supply-chain / operations management solutions.
