National Account Director, Biopharmaceutical Industry

The National Account Director (NAD) for the biopharmaceutical industry is a field-based, individual contributor role. The role will be responsible for sales activity related to the successful outreach, development, and closure of DNAnexus platform solutions, which form part of the technology stack supporting research, development and other activities involving genomic and phenotypic/clinical data. The Account Director is assigned a territory of named accounts, and their focus will be on generating new business while growing and serving existing customers. Experience in strategic selling across the biopharmaceutical life cycle including positioning solutions to technical and business stakeholders is a mandatory requirement. A working understanding of R&D processes, translational and/or clinical trials, medical affairs and commercial functions, are a prerequisite for success.  

Role Responsibilities

• Work collaboratively with DNAnexus’ solution science, channels, and marketing organizations to build, and execute, a successful business plan for the assigned territory
• Actively engage assigned biopharmaceutical industry accounts and meet with key stakeholders to generate sufficient pipeline of new opportunities
• Maintain and grow the forecast projections for existing business
• Identify and close new business opportunities in a timely manner
• As the National Account Director, you will ensure that all of DNAnexus’ touch points and activities are meeting customer expectations
• Closely manage software trials and pilots through the establishment of mutually agreed upon success criteria that will result in a contract when successful
• Contact via web-conference, telephone, email and in-person current and prospective customers on a consistent and systematic basis to develop and bring to closure software license orders (net new and renewal business)
• Engage and support solution partners at the account level
• Coordinate attendance of current and prospective customers to DNAnexus events and trade shows to drive knowledge, adoption and usage of the platform
• Develop and maintain a 3x pipeline to quota of well qualified opportunities to meet and exceed all assigned revenue objectives and performance requirements on a quarterly and annual basis
• Travel when necessary to develop and bring to closure business with new and existing customers
• Demonstrate command of the DNAnexus product portfolio in-person, phone, or via web-conference

• 10+ years of demonstrated strategic sales experience with life sciences companies in the pharmaceutical and biotech industries
• Substantial network of established senior buyer contacts, both in the IT department and functional group leadership
• Relevant precision medicine, informatics, enterprise platform (e.g. secure data management, research collaboration and workflow) sales experience in healthcare and life sciences
• Working knowledge of medical research and clinical functions in general, and the analysis and use of omics data (e.g. biomarker discovery, clinical trial protocol and design, patient stratification, etc.)
• Proven ability to negotiate contract terms and close complex sales
• Aptitude for understanding and communicating regulatory, technical and scientific concepts, applications and methods.
• Self-starter with a sense of urgency with regard to the handling and management of multiple sales tasks in a results oriented, technical selling environment
• Meet and exceed assigned sales objectives & goals related to activity and opportunity development
• Self-motivated with the ability to work both collaboratively and independently while under guidance from management
• Excellent listening, written, and oral communication skills for all business levels
• Accurate, timely, and complete data collection, entry and reporting skills
• Working knowledge and use of Salesforce.com, Google Workspace or Microsoft Office software suite
• Ability to work in teams and be a team player that is driven by individual performance and contribution
• Ability to travel domestically, to both clients, and conferences as the job requires

Educational Background

• MBA or related scientific masters-level degree. Plus if the candidate has an advanced degree in genetics, data science, molecular biology, or similar area of study, including lab experience in genetics or other ‘omics
• PhD or MD’s with enterprise sales skills are highly desirable and will be prioritized. 

Salary and Other Compensation:

The annual starting OTE is between $280,000- 300,000.  Factors which may affect starting pay within this range may include geography/market, skills, education, experience and other qualifications of the successful candidate.

Benefits:

The Company offers the following benefits for this position, subject to applicable eligibility requirements: medical insurance, dental insurance, vision insurance, 401(k) retirement plan, life insurance, long-term disability insurance, short-term disability insurance, flexible paid time off, 12 weeks of paid parental leave, and national holidays paid.

Headquartered in Mountain View, California, with over 220 team members across the United States and Europe, DNAnexus is experiencing rapid growth and market adoption. With the support of leading investors including Google Ventures and Blackstone, and trusted by hundreds of the world's biomedical leaders,  the company is at the innovative forefront with our precision health data cloud to drive scientific breakthroughs.   If you are interested in joining our team, please apply today!