• Own full-cycle enterprise sales, from outbound to close, and drive net-new logo acquisition across your region. • Build and maintain a 3x–4x qualified pipeline by running a disciplined outbound motion and self-sourcing at least 30 percent of opportunities. • Lead a consultative, workflow-driven sales process that uncovers operator pain and maps it to Pallet's use cases. • Advance 5–7 enterprise deals to late stage in your first six months while building champions and executive alignment across COO, CIO, VP Ops, and VP IT stakeholders. • Build CFO-ready business cases and run structured evaluations: discovery, workflow mapping, pilot scoping, and ROI modeling that convert to Pallet. • Document deal patterns, repeatable use cases, and expansion opportunities to inform GTM strategy and drive growth within existing accounts.

• Own full-cycle enterprise sales, from outbound to close, and drive net-new logo acquisition across your region. • Build and maintain a 3x–4x qualified pipeline by running a disciplined outbound motion and self-sourcing at least 30 percent of opportunities. • Lead a consultative, workflow-driven sales process that uncovers operator pain and maps it to Pallet's use cases. • Advance 5–7 enterprise deals to late stage in your first six months while building champions and executive alignment across COO, CIO, VP Ops, and VP IT stakeholders. • Build CFO-ready business cases and run structured evaluations: discovery, workflow mapping, pilot scoping, and ROI modeling that convert to Pallet. • Document deal patterns, repeatable use cases, and expansion opportunities to inform GTM strategy and drive growth within existing accounts.

• Generate new business by identifying, targeting, and prospecting into net-new accounts to build a strong, self-sourced pipeline • Develop and execute strategic account plans for both new and existing accounts, with a focus on land-and-expand opportunities • Build and maintain relationships with stakeholders across all levels of an organization, from individual contributors to executive leadership • Lead the full sales cycle, from initial outreach and discovery through negotiation and close • Drive a coordinated sales approach by effectively leveraging internal teams (e.g., solutions engineering, customer success, marketing, BDRs) and external partners • Deeply understand customer business objectives and organizational structures to identify opportunities and position solutions effectively • Proactively research target accounts and document insights to inform outreach and sales strategy • Maintain accurate pipeline management and forecasting within CRM tools (e.g., Salesforce) • Partner with Customer Success to support account growth, retention, and expansion opportunities over time • Conduct regular business reviews and strategic conversations with customers to uncover additional opportunities and drive long-term value

Why Weave Exists At Weave, our mission is to evolve how therapeutic knowledge is captured, transformed, and communicated throughout drug development. We do this by equipping human experts with AI instruments to enable drugs to be brought to patients as rapidly, safely, and inexpensively as possible. The Weave Platform streamlines regulatory workflows from start to finish by intelligently, creatively, and effectively infusing every step with AI. Together with our customers, Weave is designing and building the AI workbench for the entire therapeutic lifecycle. The Role & Your Mission We are seeking a highly motivated Account Executive, Mid-Market to join our commercial team. In this role, you will focus on generating new business opportunities in the Southeast region with pharmaceutical companies, biotechs and CROs in the drug development industry offering a transformational solution for regulatory content generation and workflow management. Your work will help drive the adoption of our AI-powered platform, enabling clients to streamline regulatory processes, ensure compliance, and accelerate time to market. Your day-to-day efforts will also drive brand awareness, enable key partnerships and collaborations, and support the company’s hyper growth in a fast-paced evolving market. What You'll Own - Lead Generation & Prospecting: Research, identify and target potential clients within the target market segment, with a focus on executives, leaders in regulatory strategy and operations, medical writers and drivers of technology innovation across the industry. - Outbound Outreach: Partner with Weave’s Marketing team to develop and execute outbound campaigns via phone, email, and social to engage with prospects, build relationships, and drive interest and demand for the Weave offering. - Sales Qualification: Engage with prospects to understand relevant challenges and determine how our platform can address their needs and/or improve their processes. Proactively introduce new contacts to Weave, map stakeholders and budgeting processes, and learn about competitive engagements. - Pipeline Management: Effectively manage a robust sales pipeline, driving the sales process from initial engagement to close. Work with leadership on points of negotiation, draft and present contracts, and maintain relationships to drive long-term, high value partnerships. - Product Knowledge: Work closely with our Product team to maintain a deep knowledge of our capabilities, features, benefits, and near-term roadmap priorities. Collaborate around customer onboarding & implementation ensuring positive experience from contract signing to platform use - building trust with prospects/customers and ensuring the trust is maintained as the customer experience matures. - CRM Utilization: Accurately track and update lead interactions, qualification status, and pipeline information in CRM tools (HubSpot, Tableau, Salesforce, etc.). - Event Participation: Represent the company at industry events, trade shows, and conferences. Drive prospect and customer attendance for Weave podcasts, webinars, user groups, and speaking forums. - Industry Research & Insights: Stay current with relevant trends, regulations, and challenges, ensuring a solid understanding of how our platform can address evolving customer needs and remain differentiated from other offerings in the marketplace. - Metrics & Reporting: Meet or exceed monthly and quarterly targets for bookings, engagements, conversions, etc. Regularly report progress to leadership. What You’ll Bring - Experience: 3-5 years of experience in business development or sales with an emphasis on software sales within life sciences, pharmaceutical, biotechnology, or clinical research industries. Experience selling directly to start ups and biotechs in the drug development space is preferred. - Industry Knowledge: Demonstrate familiarity with the regulatory landscape, drug development processes, and adoption of SaaS product adoption software adoption in life sciences is a plus. - Communication Skills: Strong verbal and written communication skills, with the ability to engage and influence senior-level decision-makers in complex industries. - Sales Acumen: Proven ability to engage prospects, qualify leads, and create compelling opportunities to move prospects through the sales funnel. - Tech-Savvy: Comfortable working with CRM systems, email automation tools, and other sales enablement platforms. - Self-Starter: Highly motivated, organized, and able to work independently to meet or exceed sales targets. - Interest in AI & Automation: Passion for innovative technologies, particularly AI and automation, and how they can transform business processes. - Bachelor's degree in Life Sciences, Business or a related field is required. - Experience with SaaS or document management solutions is required. - Documented contract sales experience is required. - Knowledge of FDA, EMA, ICH guidelines, or other regulatory bodies is a plus. - Previous exposure to the biotech, pharmaceutical, or clinical research industry is highly desirable. - Up to 50% travel for prospect/customer meetings, trade shows and events What We Offer 🎯 The opportunity to work at a modern, cutting-edge healthcare technology company devoted to meaningful positive impact on human life. Collaboration, velocity, and customer obsession are our baseline, demonstrations of craftsmanship and ROI are celebrated. 🏆 Competitive salary ($140,000 to $170,000) and a quota-based variable compensation structure with performance-based incentives plus equity. 🧬 Comprehensive health, dental and vision insurance 🏝️ Take care of you and yours: generous PTO, parental leave, OneMedical, TalkSpace, Teladoc. 🚀 Career development opportunities within a company entering a growth phase. 🌎 This position can be based in any of the following metropolitan areas: Raleigh/RTP, Atlanta, Austin or Miami; with flexibility to work remote. Equal Opportunity Employer: We are committed to creating a diverse environment and are proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.