This role is open to candidates based in LATAM, Africa, and Eastern Europe. Please note that as this role supports U.S.-based clients, candidates must be available to work during U.S. business hours aligned with the client’s time zone. Our client is an established, accredited contract microbiology laboratory that has been helping manufacturers ensure product safety, quality, and regulatory compliance for decades.

The organization partners with companies across pharmaceutical, cosmetics, medical device, food and beverage, personal care, disinfectant, consumer product, and other regulated industries by providing specialized microbiological testing services supported by scientific expertise and competitive turnaround times.

Role Overview As an Account Executive, you will own the full sales cycle for new business opportunities, from initial discovery through contract negotiation and close. This is a consultative sales role focused on helping manufacturers identify microbiological testing solutions that align with their product development, quality, and regulatory requirements. You will work closely with the Sales Manager, laboratory scientists, and marketing team to convert inbound opportunities while proactively developing new outbound pipeline.

This role requires someone who can build credibility with technical buyers, understand complex customer requirements, and guide prospects toward the appropriate testing solutions.

Location Fully

Remote | Monday–Friday, 9:00 AM–5:00 PM CST Key Responsibilities Full-Cycle Sales Own the complete sales process from initial discovery and qualification through proposal development, negotiation, and close.

Respond to and manage inbound opportunities generated through marketing and SEO initiatives.

Prospect targeted accounts across pharmaceutical, cosmetics, medical device, food and beverage, personal care, and consumer product industries.

Conduct discovery conversations to understand customer testing requirements, regulatory needs, and business objectives.

Prepare proposals and quotes in collaboration with internal laboratory teams.

Negotiate contracts and convert qualified opportunities into new business.

Consultative

Selling & Client Solutions Translate customer challenges and requirements into appropriate microbiological testing solutions.

Educate prospects on available testing capabilities, processes, and turnaround times.

Collaborate with internal microbiologists to accurately scope prospective projects.

Build credibility with technical stakeholders and serve as a trusted advisor throughout the buying process.

Develop long-term relationships by taking a consultative rather than transactional approach to sales.

Pipeline

Development & Prospecting Build and maintain a healthy pipeline through a combination of inbound lead conversion and proactive outbound prospecting.

Research prospective accounts and identify relevant decision-makers within regulated manufacturing organizations.

Maintain consistent follow-up with prospects throughout longer or more complex buying processes.

Identify new business opportunities across target industries and accounts. CRM & Sales Performance Maintain accurate and complete opportunity records within HubSpot.

Track sales activities, opportunities, and pipeline progression.

Forecast pipeline and provide visibility into expected sales activity and revenue.

Monitor relevant KPIs and individual sales performance.

Provide market and prospect feedback to marketing, sales leadership, and other internal stakeholders.

Qualifications Experience 4+ years of B2B sales experience.

Experience managing the full sales cycle from prospecting and discovery through negotiation and close.

Experience selling technical services, laboratory services, scientific products, CRO/CDMO services, regulatory consulting, or similar complex solutions.

Experience selling into pharmaceutical, cosmetics, medical device, food, personal care, or other regulated manufacturing industries is preferred.

A background in life sciences, biology, chemistry, or microbiology is a plus.

An existing professional network within regulated manufacturing industries is a plus.

Skills Demonstrates strong consultative selling abilities and can uncover customer needs, understand complex requirements, and recommend appropriate solutions rather than relying on transactional sales approaches.

Communicates confidently with technical buyers and can build credibility while discussing scientific, product development, and regulatory requirements.

Has strong full-cycle sales capabilities, including prospecting, discovery, proposal development, objection handling, negotiation, and closing.

Has hands-on experience using HubSpot to maintain opportunitie