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Accelerate discovery & diagnostics | configurable, science-aware lab informatics platform | LIMS, ELN, ELaiN, and SDC
The Role
Leads strategic sales and partnership development with pharma and biotech customers. Responsibilities include selling lab informatics products and professional services, meeting quotas, forecasting, developing account plans, presenting solutions, preparing proposals, managing customer relationships, coordinating with Customer Success, supporting lead generation, maintaining CRM records, and monitoring project status. Requires consultative enterprise software selling, life sciences market knowledge, strong communication, customer relationship management, independent work, and willingness to travel.
Summary Generated by Built In
About Sapio Sciences
Sapio Sciences is on a mission to accelerate scientific drug discovery and high-throughput clinical and diagnostics for our clients and partners. The Sapio team consists of expert and highly collaborative scientists, software developers, and professionals passionate about providing a best-in-class lab informatics platform and industry-specific solutions.
Sapio is one of the few software providers to offer a truly unified and highly configurable lab informatics platform and a broad suite of purpose-built solutions. The Sapio platform makes it easy for scientists, laboratory, and bio/informatics professionals to streamline and manage their end-to-end laboratory operations, from instrument data integration to workflow and experiment setup to sample and materials management, data management, and scientific data analysis and reporting.
Working at Sapio
At Sapio, we’re not just building lab informatics solutions. We’re creating tools made for the scientist and motivated to make the world a better place.
We understand that lab informatics is about more than managing data or connecting workflows. It’s about making life easier for the scientist and making scientific progress faster for everyone. Our platform delivers the levels of configurability, usability and insight that scientists have only ever dreamed of.
We’re a team of scientists, developers and innovators who question convention and stay focused on what matters most - advancing drug discovery science. We challenge the status quo and respond to the needs at the heart of science with powerful solutions that are simple to use, effortless to evolve and downright easy to love.
As part of the Sapio team, you’ll work in a collaborative and forward-thinking environment where your ideas are valued, your growth matters and your work makes a difference. We’re proud to partner with leading labs around the world, from ambitious start-ups to global organisations, who trust Sapio to support discovery, development and diagnostics with industry-first science-aware solutions.
About the role
Experienced commercial talent responsible for leading Sapio teams and activities to develop strategic partnerships with pharma and biotech by consultatively positioning Sapio solutions to solve critical business challenges. Ideal candidates will have a strong understanding of laboratory informatics offerings and the Life Sciences market.
What you'll be doing
- Responsible for new and repeat sales of Sapio products and professional services to assigned prospects and accounts.
- Meeting established sales quotas.
- Accurately forecast customer business commitments.
- Have a good working knowledge of Sapio’s products and professional service offerings and capabilities. Understand the features and benefits and vale proposition of our products.
- Build relationships with prospects with the aim of ensuring they remain aware of Sapio’s direction and that Sapio stays aligned to their current and emerging needs.
- Sell consultatively and make recommendations on the various Sapio product configuration choices and professional service alternatives.
- Arrange meetings with sales prospects and deliver presentations conveying
- Communicate the customer's goals and represent the customer's requirements to Sapio colleagues.
- Manage creation of timely customer proposals and quotations as needed to secure business.
- Adhere to and manage the sales process while developing the strategy for key customers.
- Create Account Plans and Opportunities Plans that orchestrate Sapio activities from outbound campaigns to deal closure.
- Collaborate with Customer Success Management to plan and execute to development of lasting partnerships with ideal Sapio clients.
- Support lead generation activities including marketing campaigns, events, territory plan development and direct outbound activities.
What we are looking for:
- Proven sales experience in life science/pharmaceutical or clinical industry, including traditional account management responsibilities, ideally with experience with LIMS/ELN solutions.
- Proven ability and track record of achieving sales quotas.
- Ability to travel to global and regional customer accounts as required
- Proven ability to incept and cultivate high-calibre customer relationships
- Experienced with a CRM and professional adherence to company standards
- Self-motivated, goal-oriented, and consistent work approach.
- Self-disciplined. Able to work independently.
- Strong prioritization skills and excellent work ethic.
- Ability to succeed from remote, non-supervised locations.
- Deliver Company presentations exceptionally.
- Excellent verbal and written communication skills.
- Proactive and a good team player.
- Plan and execute responsibilities with minimal direction.
- Maintain accurate records in Sapio’s CRM of regional sales and prospecting activities, including sales calls, presentations, closed sales, and follow-up activities, including regular management status and call reports.
- Responsible for active, timely, visible, and ongoing customer communications and occasional conflict resolution.
- Be familiar with account-related legal documents.
- Monitor Sapio projects to maintain a continuous knowledge of project status in order to identify potential issues.
It's a bonus if you have the following:
- Scientific domain understanding in areas across Discovery, Research, Development, Clinical and Manufacturing.
- An appreciation for the AI landscape disrupting the current lab environment.
- Familiarity with Value Engineering frameworks and business case creation aligned with selling Enterprise software.
- Awareness of the competitive landscape and key differentiators
- AI skills in incorporating tooling to improve both the effectiveness and efficiency of their own and their team’s work.
What we offer:
- A competitive salary and benefits package
- Flexibility to work remotely, with opportunities to travel
- A comprehensive onboarding and training programme
- Ongoing opportunities for professional growth and development
- A collaborative, inclusive and supportive work environment.
Skills Required
- Proven sales experience in life science, pharmaceutical, or clinical industries, ideally with LIMS or ELN solutions
- Track record of achieving sales quotas
- Ability to travel to global and regional customer accounts as required
- Ability to establish and cultivate high-caliber customer relationships
- Experience using a CRM and adhering to company standards
- Self-motivated, goal-oriented, consistent, and self-disciplined work approach
- Ability to work independently and succeed remotely without direct supervision
- Strong prioritization skills and excellent work ethic
- Ability to deliver company presentations exceptionally
- Excellent verbal and written communication skills
- Proactive team-player approach
- Ability to plan and execute responsibilities with minimal direction
- Ability to maintain accurate CRM records for sales and prospecting activities
- Ability to manage ongoing customer communications and occasional conflict resolution
- Familiarity with account-related legal documents
- Ability to monitor project status and identify potential issues
- Scientific domain understanding across discovery, research, development, clinical, and manufacturing
- Understanding of AI applications in laboratory environments
- Familiarity with Value Engineering frameworks and enterprise software business-case development
- Awareness of competitive landscapes and product differentiators
- AI skills for improving individual and team effectiveness and efficiency
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The Company
What We Do
Sapio Sciences' mission is to improve lives by accelerating discovery, and because science is complex, Sapio makes technology simple. Sapio is a global business offering an all-in-one science-aware (TM) lab informatics platform combining cloud-based LIMS, ELN, and scientific data solutions. Sapio serves some of the largest global and specialist brands, including biopharma, CRO/CDMOs and clinical diagnostic labs across NGS genomic sequencing, bioanalysis, bioprocessing, stability, clinical, histopathology, drug research, and in vivo studies. Customers love Sapio's platform because it is robust, scalable, and with no-code configuration, can quickly adapt to meet unique needs.
