Key Account Executive

Faro Health aims to improve lives by helping life sciences companies design optimal clinical trials. Our AI powered software platform optimizes and orchestrates complex clinical development by providing powerful insights about trial design and outcomes. Faro empowers researchers to design more intelligent trials, reducing development costs and reaching milestones faster with better patient experiences.

Faro is a mission driven company seeking world class people who share our passion for improving drug availability and patient outcomes through better clinical trial design. The company prides itself on its vibrant, inclusive, and growth mindset oriented culture. Faro offers competitive compensation and benefits, generous vacation and parental leave, flexible working hours. The company is a hybrid workplace where San Diego employees work from their homes as well as in our lovely main headquarters enjoying a gym, outdoor lawn work area, and food hall. Remote employees work from home and visit the main office for group events and in-person collaboration.

We are seeking a Key Account Executive to combine their sales expertise with industry knowledge and relationship management skills to help our clients maximize the value of our solutions, ultimately driving Faro’s market share and revenue growth. Responsibilities include new sales growth and the support and development of our Key Large Enterprise Accounts—some of the largest life science and biotechnology companies globally, representing a significant portion of Faro’s total addressable market.

Requirements

Duties and Responsibilities: 

Client Management

• Relationships: Develop long-term relationships with clients, focusing on strategic engagement across complex buying teams. We are playing the long game, and relationships matter most. 
• Primary Contact: Serve as the main liaison between clients and internal teams, ensuring clear communication of client needs.
• Reporting: Regularly update stakeholders on account status and performance metrics to inform strategic decisions.
• Feedback: Gather insights from clients to guide product development, ensuring our offerings remain competitive.

Solutions 

• Consultative Sales: Act as trusted advisors by understanding the unique challenges clients face in clinical trial design and development.
• Industry Trends: Stay informed about developments in life sciences and clinical development to anticipate client needs effectively.

Collaboration

• Work collaboratively across cross-functional teams; success in sales at Faro is a collective team effort.

Revenue Growth

• Manage a balanced quota focused on new logo sales, customer expansion (up-sells, cross-sells), and renewals.
• Negotiate terms and finalize agreements that maximize profitability while ensuring client satisfaction.

Sales Management 

• Embrace a growth mindset; personal development is as important as achieving sales targets.
• Enjoy autonomy balanced with accountability; you own your outcomes.
• Maintain rigorous best practices in forecasting, territory management, and account reviews. We run the business with rigor and discipline.

Qualifications:

• 10+ years of combined experience in sales, account management, and consulting services.
• 3+ years focused on account management within large life science, biotech, and/or pharmaceutical companies.
• Proven ability to cultivate executive relationships across various business functions within life science, biotech and/or pharma companies.
• Strong negotiation skills with a track record of closing large multimillion-dollar contracts.
• Ability to articulate complex value propositions to executive-level clients.
• Willingness to travel as necessary for client engagements.
• Excellent team player with demonstrated track record of success in a cross-functional team environment. 
• Consistent commitment to delivering on team goals with a sense of shared urgency.
• Preferred locations: California, Wisconsin, North Carolina, Virginia, Pennsylvania, Massachusetts. Other areas would be considered based on candidate experience.

Skills and Competencies:

• Strong communication and presentation skills
• Strong organizational, motivational, and leadership skills - hunter mentality
• Strong attention to details and ability to triage and aid in resolution of escalations
• Team player with ability to work independently; ability to adjust to changing priorities
• Strong emotional intelligence, interpersonal and communication skills, both verbal and written
• Strong business planning and problem solving skills
• Goal-oriented
• Ability to project and maintain a professional and positive attitude

Benefits

Salary

• Base salary range for this position is $150,000 to $250,000
• This role is eligible for variable compensation, with a target range of 80-120% of base salary. On Target Earnings (OTE) = Base Salary + Variable Compensation
• Individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training

Equity

• In addition to this position's salary (listed above), equity will be a major component of the total compensation for this position. We aim to offer higher-than-average equity compensation for a company of our size, and communicate equity amounts at the time of offer issuance.

Benefits

• Health Care Plan (Medical, Dental & Vision)
• Retirement Plan (401k)
• Stock Option Plan
• Life Insurance (Basic)
• Short Term and Long Term Disability
• Paid Time Off (Flexible Vacation Policy, Sick & Public Holidays)
• Training & Development
• Work from Home, Office or Hybrid