Sr. Account Executive

About LighthouseAI:
LighthouseAI, a Pharma Solutions company, provides pharmaceutical state licensing software and services to pharmaceutical manufacturers, wholesale distributors, logistics companies, and pharmacies.

The LighthouseAI product suite includes LighthouseAI Intelligence®, which uses artificial intelligence to automate compliance requirement research, and LighthouseAI Management® which enables maintenance.

LighthouseAI will create a stress-free and streamlined state licensing experience with support from our expert industry veterans and professional solutions.

Position Overview:
As an Account Executive, you will play a key role in driving the growth of our business by selling our state licensing software and services to companies in the pharmaceutical supply chain (i.e manufacturers, wholesalers, 3PLs, and pharmacies). You will be responsible for managing the entire sales process from prospecting to closing. Your success will be measured by your ability to meet and exceed sales targets.

This is a full-time remote position.
Working hours: Monday-Friday 8am-4:30pm ET

Essential Duties and Responsibilities:

• Performance Targets: Consistently meet or exceed sales targets, including revenue, lead generation, and customer acquisition.
• Territory planning: Sets account and territory plans to exceed sales quota on an annual, quarterly, monthly basis
• Lead Generation & Prospecting: Identify and qualify new leads through various channels including cold calling, cold emailing, networking, and attending industry events.
• Discovery: conduct world-class discovery meetings to gather all the customer information you need to convince a customer they should buy our software and services.
• Product Knowledge & Demonstrations: Understand our state licensing software and services thoroughly and be able to effectively present, demonstrate, and articulate the value to prospective clients.
• Sales Process Management: Manage the entire sales cycle from initial contact to contract negotiation and close. Document your progress in our CRM using MEDDICC qualification criteria.
• Market Intelligence: Stay up-to-date with industry trends, competitors, and regulatory changes to proactively position our products and services as the best solution for clients.
• Collaboration: Work cross-functionally with marketing, customer success, and product teams to ensure customer satisfaction and continued business growth.

Work Experience & Qualifications:

• Proven Track Record: Demonstrated success in achieving and exceeding sales quotas such as finishing a fiscal year as #1 or in the top 10%.
• Experience: 5+ years of SaaS sales experience with products priced at >$10,000 annually, preferably with a focus on the pharmaceutical, healthcare, or regulatory sectors (though, not required). Experience with state licensing or compliance solutions is a plus.
• Sales Skills: Strong sales acumen, a student of sales methodology.
• Communication: Elite communication skills, with the ability to tailor messaging to different audiences.
• Self-Motivated: Highly driven and goal-oriented, with the ability to work independently and manage your own pipeline.
• Tech Savvy: Comfortable using CRM systems and other sales tools to track leads, opportunities, and performance.
• Education: Bachelor’s degree in Business, Marketing, Life Sciences, or a related field is preferred.
• Previous Salesforce experience is highly preferred!
• Must have keen attention to detail and possess proper phone and email etiquette.
• Ability to stay organized while effectively prioritizing multiple projects at once.
• High attention to detail when completing projects.
• Strong time management skills to complete projects by deadlines.
• Self-motivated individual who takes ownership of their projects.
• Administrative skills (basic Microsoft Word skills and Google Drive required).
• Maintain excellent verbal, writing, and language skills.

Compensation & Benefits:

• Annual On-target Earnings (OTE): $140,000 - $200,000 (base salary is 50% of OTE)
• Health, Dental, Vision Insurance
• STD, LTD, Life Insurance
• 401(k)