Director of Strategic Accounts

Job description

The company

At Invert, we are on a mission to dramatically reduce the dollar and time cost of using biology to manufacture ~everything. Our customers use bioprocessing to do things like: produce new therapies to combat disease, create new biomaterials to solve the environmental crisis, and manufacture essential chemicals cleanly. We provide them with tools to automate the design, execution, and analysis of all that amazing work!

The Invert team is comprised of creative and talented engineers, data scientists, biologists, and more, and we are supported by amazing investors. We value diversity and welcome individuals from all backgrounds to join our remote-first, collaborative environment.

The role

• You will cultivate new relationships on behalf of Invert by leveraging your extensive ”rolodex” (network) and identify opportunities to expand Invert’s presence in the biotech & Pharma sector.

• We are looking for someone who can implement long-term sales strategies, effectively communicate with both internal and external stakeholders, collaborate with product teams to align on technical and business requirements, create value in competitive situations, lead commercial negotiations, and successfully close deals

• Cultivate and maintain strategic relationships with C-level executives, adeptly navigating complex organizational structures and fostering alignment among diverse stakeholder groups

• Design and implement long-term sales strategies aimed at driving significant revenue growth for Invert

• Develop and execute effective outbound strategies to create and nurture potential business opportunities, ensuring a robust sales pipeline

• Lead the development of deal strategies and manage commercial negotiations for large, complex organizations, ensuring mutually beneficial outcomes

• Build and strengthen relationships with executive stakeholders within your assigned accounts, positioning Invert as a trusted partner

• Take charge of account mapping and orchestrate strategic meetings with relevant external stakeholders to enhance customer relationships and drive engagement

• Actively lead and contribute to team projects aimed at refining our sales processes and shaping a positive, results-driven sales culture at Invert

Your Experience

• We’re looking for someone who meets the minimum requirements to be considered for the role

• 10+ years of sales experience, with a proven track record of successfully selling either bioprocessing products or working in bioprocessing environments.

• Proven experience selling value-based solutions, focused on solving customer pain points rather than feature selling, translating product capabilities into measurable customer outcomes

• Experience leading value-based sales cycles, aligning solutions to customer ROI and strategic goals

• Act as a trusted advisor, leveraging an extensive network of connections to facilitate access to senior decision-makers and unlock new opportunities for collaboration

• Expertise in developing and executing comprehensive account plans that span multiple business units within complex organizations, ensuring alignment and maximizing opportunities

• Natural ability to collaborate effectively with a wide range of stakeholders, both internally and externally, fostering strong working relationships

• Highly developed presentation skills, particularly adept at delivering compelling in-person presentations to multiple stakeholders to convey value and drive engagement

• Proven capability to lead complex negotiations, navigating bespoke commercial agreements to achieve favorable outcomes for all parties involved

• Ability to operate in a highly ambiguous and fast-paced environment

Competencies

• Adaptable: Resilient in the face of changing priorities

• Ambitious: Intrinsically motivated, driven to succeed

• Communicates effectively: Ensures that the right information gets to the right people at the right time

• Mentors effectively: Educates and empowers others

• Takes ownership: Takes accountability, prioritizes team success

• Trustworthy: Acts in the company’s best interests

The package

• High-growth startup with impactful work

• Fully remote, distributed across US and European timezones

• Competitive salary, equity, and benefits

• New laptop, monitor, and accessories of your choice

• Frequent team offsites

• Unlimited PTO

The interview process

The interview process consists of the four stages described below. Candidates are assessed between each of these stages. The hiring manager is responsible for communicating decisions and next steps throughout the process. We aim to complete all stages within two weeks.

1. Discovery: A 30-minute conversation with the hiring manager to determine whether there is mutual interest in moving forward.

2. Competencies: Two 60-minute interviews with two different employees to assess non-technical competencies.

3. Sales Case Study: A 60-minute presentation on a recent deal you closed from source → close.

4. Recruiter Screen: Covering logistics and motivations.

5. References and Founder Chat: Three 15-minute conversations between the hiring manager and previous colleagues to gather external input. Simultaneously, a 30-minute meet-and-greet with one or both of the founders (depending on whether they have already participated in previous interviews).