Head of Sales, US

About TetraScience

TetraScience is the Scientific Data and AI Company building Tetra OS, the operating system for scientific intelligence. We help the world’s leading life sciences firms turn fragmented scientific data into AI-native assets and scientific workflows that accelerate discovery, development, and manufacturing. TetraScience’s growing ecosystem of strategic partners includes NVIDIA, Databricks, Thermo Fisher Scientific, Snowflake, Google, and Microsoft.

In connection with your candidacy, you will be asked to carefully review “The Tetra Way,” authored by our CEO, Patrick Grady; it is impossible to overstate the importance of this document, and you should take it literally as you decide whether our mission, culture, and expectations are right for you.
Who You Are

TetraScience is hiring an elite field operations leader to oversee the Americas. You will report directly to the CEO, work closely with the balance of the leadership team, and you will own the number for the Americas business. Full stop.

As we rapidly evolve our platform and open up new value creation paths with new SKUs and new personas, we require an uncompromising and results-driven sales leader to help us expand within our customer base and acquire new leading pharmaceutical customers. 

You will need to be a high clock speed and forward-thinking individual with a passion for selling complex and multi-persona solutions inside of Life Sciences. 

As a player you will fundamentally embody the principles of extreme ownership and have a demonstrated history of selling complex, enterprise class deals - from initial lands through to ELAs.
As a coach you will have a demonstrated history of building and leading high-performing sales teams.  

Beyond your direct reports you will have demonstrable experience in cross-functional and cross-enterprise collaboration. You will lead from the front, calling plays, setting the tempo, and ensuring your team  delivers against their numbers. You are not a passive role player. 

You will have demonstrable experience in managing the day-to-day activities of your teams and building accurate and reliable forecasts with proof of consistently exceeding annual and quarterly revenue targets. Again, you are a player-coach and not a spectator. You will travel to customers, pitch the vision, and close your own deals as well as directing and coaching a rapidly expanding team of AEs.

For the avoidance of doubt, we remain in the category creation and evangelism phase and thus you are not coming in to be an order-taker or career coach. It will require extreme self-discipline and determination as we forge a category that will fundamentally and forever change the life sciences industry.

What You Will Do 

• Develop and execute a comprehensive sales strategy to drive revenue growth and meet annual sales targets.
• Identify and pursue new business opportunities, expanding our customer base across the biopharma value chain.
• Stay up-to-date on industry trends and emerging technologies, positioning TetraScience as a thought leader in the market.
• Work closely with marketing and product teams to develop and implement go-to-market
  strategies and campaigns.
• Lead compelling presentations of TetraScience to a range of audiences from R&D IT, Informatics, Scientists and Data Scientists to Directors, VPs, CDOs and Digital Transformation Executives.
• Leverage and coordinate cross-functional teams, when necessary (Legal, Engineering,
  Marketing, Product), to efficiently navigate complex sales cycles.
• Aligning to the sales strategy, you will define and implement plans for the assigned accounts to achieve sales objectives.
• Maintain ongoing relationships with existing customers, ensuring high levels of customer satisfaction and retention.
• Manage sales forecasting and reporting and regularly update senior leadership on progress toward targets.
• Build and manage a high-performance sales team, setting clear targets and objectives to ensure individual and team success.
• You will coach your team to develop in their careers and inspire your team to do the best work of their life but will be completely comfortable inspecting and directing alongside coaching.
• Employ analytical skills and the ability to generate insights from data.

What You Have Done

• 10+ years selling to the life sciences R&D software and data market
• Of that 10 years; 3-5 years in a sales management role (Regional or District Manager perhaps) 
• Significantly curious about the scientific data problems of the pharma industry - you will have interfaced with and influenced VPs and above, in both scientific and IT functions
• Some experience in leading a team of account executives but also still hands on with deals every day
• Worked in startup environments
• Sold to and led successful teams in the Top 100 Pharma cohort (not biotech)
• Sold large and complex enterprise deals - $ millions to tens of millions in ARR per deal
• Created and scaled the highest performing teams in your orgs meeting quota every quarter without fail
• Clear evidence of pushing the broader team to direct product marketing efforts to grow your business
• Clear evidence of having expanded accounts through protracted, gritty, forward deployed engagement of a broader set of account teams

• Evidenced strong leadership skills while navigating difficult periods with your team 
• Operated effectively in a fast-paced, team environment - completely comfortable working in a “win as a team” environment

• 100% employer-paid benefits for all eligible employees and immediate family members.
• Unlimited paid time off (PTO).
• 401K.
• Flexible working arrangements - Remote work + office as needed.
• Company paid Life Insurance, LTD/STD.