Account Executive, SMB - East - AI Platform for BioTech & Pharma

As an Account Executive (SMB), you will sell a generative AI SaaS platform for regulatory document creation and workflow management to small biotech startups running 6 or fewer clinical trials. You will be selling primarily to Heads of Regulatory Affairs, Heads of Drug Development, CMOs, and Heads of AI for Regulatory at lean, fast-moving organizations where approximately 2 stakeholders make decisions. There are two separate openings: one covering SMB West (all states west of the Mississippi River) and one covering SMB East (all states east of the Mississippi River). Both roles are fully remote and report directly to the VP of Sales. The base salary is $120,000 - $140,000 USD, plus commissions.COMPENSATION & BENEFITS$120,000 - $140,000 USD base salary, plus commissionsYear 1 OTE: $240,000 - $280,000 USD (base salary doubled at quota)Uncapped commission - accelerators apply for overachievement; no ceiling on earningsCommission paid monthlyStock optionsCompany-paid health, dental, and vision benefitsOneMedical, TalkSpace, and Teladoc included401K matchingLaptop providedClear career advancement path - direct route to Senior AE or Mid-Market AE as the company scalesTHE COMPANY & CULTUREOur client is a venture capital-backed, early-stage SaaS company experiencing 100-200% annual revenue growth. Headquartered in San Francisco, CA, with a team of 35 employees company-wide. The company provides a generative AI platform that creates, reviews, and edits regulatory documents throughout the biotech and pharmaceutical drug development lifecycle. Clients use the platform to shorten regulatory submission timelines, reduce resource requirements for complex filings, and produce higher-fidelity regulatory documents --- addressing a compliance-driven, mission-critical workflow where errors carry significant consequences.OFFICE LOCATION & SALES TERRITORYHead Office: San Francisco, CaliforniaWork arrangement: Fully remoteEast territory: All states east of the Mississippi River - key biotech hubs include Boston, New York / NJ, Philadelphia, Raleigh-Durham, and ChicagoCandidate must be located within their assigned territoryClient-facing work: in-person prospect and customer meetings within territory; up to 50% overnight travel required for meetings, trade shows, and industry eventsDriver's licence required - field visits to client locations expectedHours: Monday to Friday, standard business hours; no required evening or weekend client commitments EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS2 to 3 years of B2B sales experience with an emphasis on SaaS software sales - documented quota-carrying AE or full-cycle sales experience required; business development-only and services-only backgrounds are not a fitLife sciences industry background highly desirable - biotech, pharma, CRO, healthcare IT, or regulatory technology; must be able to hold a credible conversation about pharmaceutical drug development and regulatory filing processes with senior buyersExperience selling to VP and Director-level buyers and C-suite executives at biotech or pharma organizationsFamiliarity with MEDDIC or a comparable structured sales methodology preferredMust be located within the assigned territoryMust be willing to travel up to 50% within the territoryDriver's licence requiredBachelor's degree in Life Sciences, Business, or a related field requiredKnowledge of FDA, EMA, or ICH regulatory guidelines is a plus but not required TECHNICAL SKILLSCRM: HubSpot preferred; Salesforce or Tableau also acceptableSales engagement tools: Salesloft or equivalent sequencing platformProspecting and enrichment tools: LinkedIn Sales Navigator, ZoomInfo, WIZA, or similarStandard proficiency in Microsoft Office requiredGenuine comfort with AI and automation tools in day-to-day sales workflow THE PRODUCT / SERVICE / SOLUTIONGenerative AI SaaS platform for creating, reviewing, and editing regulatory documents used in biotech and pharmaceutical drug developmentPlatform shortens regulatory submission timelines, reduces resource requirements, and improves document fidelity across the drug approval processParticularly valuable for small biotech startups where regulatory speed and lean resources are critical to clinical timelinesSold as a software license (SaaS) PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)Small biotech startup companies running 6 or fewer clinical trials - lean organizations where speed and resources are at a premiumGeographic focus: SMB West (all states west of the Mississippi) or SMB East (all states east of the Mississippi), depending on the rolePrimary decision-makers: Head of Regulatory Affairs, Head of Drug Development, CMO, Head of AI for RegulatoryDeals typically involve approximately 2 decision-makers per transaction SALES CYCLE / ORDER VALUE / ACCOUNT SIZEAverage deal size: $30,000 to $100,000Average sales cycle: approximately 90 daysSelling is primarily conducted by phone and video; in-person meetings occur but this is not a face-to-face-heavy role COMPETITIVE ADVANTAGESPurpose-built generative AI platform for regulatory document workflows - not a generic AI tool adapted for life sciences useDirectly addresses the most costly and time-sensitive constraint in drug development: regulatory submission timelinesDemonstrated results with blue-chip clients, including Takeda and Parexel - credibility that translates to smaller biotech buyersPE-backed with aggressive investment in product development and go-to-market growthLow turnover culture and experienced, mentorship-focused VP Sales leadership TYPICAL DAY & DUTIES100% New Business DevelopmentOn a typical day, you will be conducting high-volume outbound prospecting via phone, email, LinkedIn, and video to small biotech startups across your territory; running qualification calls, product demos, and closing conversations; managing a fast-moving pipeline of 90-day deals in HubSpot CRM; and collaborating with the Marketing team on outbound campaign strategy. This role rewards high daily activity and tight pipeline discipline - deal velocity is higher than mid-market, and the best performers thrive on the pace. LEADSApproximately 75% self-generated through outbound prospecting - phone, email, LinkedIn Sales Navigator, and enrichment toolsApproximately 25% from marketing campaigns, list-based targets, webinars, and industry events OVERNIGHT TRAVELUp to 50% overnight travel requiredTravel is for in-person prospect and customer meetings, trade shows, conferences, and industry events within assigned territory SUPPORT & TRAININGDirect reporting relationship with the VP of Sales - 30+ years of sales leadership experience, MEDDIC-focused coaching, Work Hard Play Hard philosophyCollaborative team of 8 existing AEs; culture of information sharing and peer-to-peer learningFull product and regulatory domain onboarding provided - industry knowledge is highly desirable but Weave Bio will train on the platformPartnership with Marketing Director on outbound campaign strategy and territory coverage WHY YOU SHOULD APPLYUncapped earnings with high deal velocity - shorter 90-day cycles mean faster commission checks; the current top performer company-wide reached $370,000+ OTE in their first yearOpen territory with no existing account load - the entire SMB biotech market in your half of the country is yours to buildClear career path to Senior AE or Mid-Market AE - as Weave Bio scales, strong performers move up; this is an early-entry opportunity at a company in aggressive growth modeMission-driven product - you are selling technology that accelerates the path to life-saving drugs reaching patients; that matters to your buyers, and it will matter to youStrong, low-turnover culture under an experienced VP Sales who invests in coaching and developing the people on his teamEqual Opportunity EmployerJust Sales Jobs and our clients are equal opportunity employers. We do not discriminate. All candidates are evaluated solely on performance merit and organizational fit.Not the Right Fit? We May Have Other Roles for You.