Mission – Why we exist, what we do, and why we need you
SpotMe/Onomi exists to make pharma and event engagement work better. We give life sciences teams one solution to run their in-person and virtual engagements while capturing every interaction in their CRM. By making events easier to manage and measure, we help pharma create better experiences for healthcare professionals, at a lower cost. Our solution turns complex congress engagements, webinars, standalone meetings, advisory boards and field-led meetings into meaningful connections that drive results for commercial and medical teams.We are looking for an account executive to close new and expansion opportunities ($30k-$2m deals) with our Onomi event-powered omnichannel solution that helps life sciences companies close the HCP engagement gap.
This new role reports to the CEO and the VP Business Development and you will:
- [20%] Secure discovery meetings with engaged/hot leads on target accounts with personalized messaging for the commercial excellence, omnichannel, medical, and IT buying personas in life sciences.
- [20%] Move from meeting to discovery with calls, presentations and demos pinpointing status quo and what a to-be solution could look like; develop a shared understanding of the pain points and the budget volume/area for a solution.
- [20%] Progress opportunities to scoping and contract stages by rallying all stakeholders from commercial to IT, creating over-clarity with a business case and workflows document, painting a clear picture of how the technical solution will fit into the existing stack, addressing all objections upfront and navigating procurement and information security.
- [20%] Build expansion from initial TA/franchise/regional deal by connecting champions with the extended buying center.
- [10%] Travel to meet in-person with prospects, customers and partners, at industry tradeshows and events or onsite at their offices.
- [10%] Report on sales activities (CRM updates, sales forecasts and pipeline calls) and prepare deal reviews to work collaboratively with leadership.
What we need from you:
In your first month, you will:
- Get to know our customers, market, software and services offering and problems we solve:
- Rehearse and practice our 2 core sales plays (what we are selling, why it's valuable, target list, persona and pain, what to ask to figure out if they need it (inbound/outbound), objection handling, content/weapons to use, how to talk about pricing, where to go with questions
- Listen to past successful calls and describe success factors
- Run mock emails/calls that convince your leadership and your peers you can do it on your own
- Get a grip on our sales process for acquiring new customers:
- Accurately label engaged lead persona, and translate it into meaningful emails that get you meetings booked and attended
- Confidently handle category entry points conversations, map these into call preparation and apply it to discovery and scoping calls
- Move 5 engaged leads to discovery stage
In your first 3 months:
- Run organized lead/opportunities pipeline weekly review calls
- Be present at one tradeshow and turn 3 booth visits into discovery calls
- Advance 5 opportunities from discovery to scope stage
- Close a first mid-size ($40k-75k ARR) deal
What you need to be great at:
- Speed, intensity and creativity despite ambiguity: you will move fast and decisively (e.g. calling hot leads within the hour, sending highly personalized pre-call emails to ensure everyone shows up, following up within an hour of any call with next steps that actually get people excited), you never drop the ball and you are consistent and creative with your execution – while dealing with constant ambiguity from the prospect/buying side.
- Technical dexterity: you inspire confidence with technology – with the tools that you use for your sales activities, with your understanding of our products and its components, and how it integrates with the broader life sciences HCP engagement stack.
- Depth and attention to details: there is "science" in life sciences, and our customers demand meaning and details, you don't get intoxicated by the overall industry jargon, you can break down business, engagement and technology concepts in a way that makes sense and that is relevant for what they want to achieve, and that people like so much they will forward that email to their boss; you are extremely thorough in how you describe the solution and carefully address all possible objections upfront.
- Comfortable with the apparent slow sales motion in life sciences: your energy level remains unchanged 6 months into a deal, and yet, you have learned how to avoid specific hoops; you embrace long deal cycles by mobilizing the entire buying center early on.
What we are most curious about:
- How do you know the SMEs inside the company and how do you get them to help you with moving opportunities forward?
- What are 2-3 tactics you have used to get more replies and meetings with your cold/engaged leads?
- What is your opinion on how to confidently address enterprise B2B SaaS pricing with your prospect? What are the mistakes you have seen/made, and what seems to work?
- How do you build rapport/relationships with prospects – in a way that is non-trivial?
SpotMe recruits, compensates, and promotes regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, parental status, or veteran status.
