Role Description - Desenvolver estratégias de prospecção e abertura de novos clientes enterprise. - Gerenciar carteira de contas estratégicas, com foco em expansão de negócios. - Conduzir negociações complexas de alto valor, envolvendo múltiplos stakeholders. - Realizar diagnóstico das necessidades do cliente e propor soluções customizadas. - Elaborar propostas comerciais e acompanhar o ciclo completo de vendas (pré e pós-venda). - Manter relacionamento de nível executivo (C-Level) com clientes estratégicos. - Acompanhar indicadores de performance (KPIs) e resultados de vendas. - Trabalhar em conjunto com áreas internas (marketing, produto, operações, customer success) para garantir a entrega de valor ao cliente. - Monitorar tendências de mercado e movimentações da concorrência. Qualifications - Ensino Médio Completo, Superior completo em Administração, Engenharia, Economia, Marketing ou áreas correlatas. Requirements - Atuação comprovada em vendas complexas (B2B), preferencialmente em tecnologia, serviços industriais ou soluções corporativas. - Gestão de contas estratégicas. - Técnicas de vendas consultivas (Solution Selling, SPIN Selling, Challenger Sales, etc.). - Negociação de contratos de alto valor. - Gestão de pipeline em CRM (Salesforce, HubSpot, Dynamics ou similares). Benefits

Role Description We are seeking an Account Executive to manage the full sales cycle — from discovery through close. You will work with mid-market and enterprise buyers to solve real problems and grow our customer base. - Run discovery calls, product demonstrations, and negotiations. - Manage a pipeline of 20–40 active opportunities at any time. - Collaborate with SDRs, solutions engineers, and customer success. - Accurately forecast revenue and update CRM regularly. - Build trusted relationships with decision-makers and champions. Qualifications - 3+ years of B2B sales experience with a consistent track record. - Experience selling SaaS or technology solutions. - Strong consultative selling and negotiation skills. - Proficiency with Salesforce or similar CRM. - Self-directed and comfortable working remotely. Company Description

Lumenci is seeking a Video Codec Engineer / Consultant to lead high-impact work at the intersection of video compression technology and IP litigation. This role is ideal for engineers with hands-on experience in modern video codecs (AV1, HEVC/H.265, VVC, H.264/AVC) and a strong foundation in video compression, rate–distortion optimization, and HDR workflows who are excited to apply their expertise in complex legal and strategic environments. About Lumenci Founded in 2018, Lumenci is a premier intellectual property consulting firm specializing in patent litigation, expert witness testimony, and patent monetization for leading corporations and global law firms operating across the software, telecommunications, semiconductor, and emerging technology sectors. A key part of Lumenci’s model is the integration of deep technical expertise with litigation strategy. Our teams support high-stakes disputes by developing technical narratives, performing rigorous analysis, and partnering with world-class expert witnesses whose testimony shapes case outcomes in courts and arbitration forums worldwide. Headquartered in Austin, Texas, with offices in San Francisco, New York, and Gurugram, India, Lumenci delivers end-to-end support spanning technical analysis, expert strategy, valuation, and monetization execution. Our differentiated approach, which includes combining engineering depth, litigation experience, and operational rigor, has resulted in long-term partnerships with leading law firms and technology companies navigating complex IP disputes.Lumenci is backed by VSS Capital Partners (“VSS”) and Century Equity Partners (“CEP”). VSS is a private equity firm dedicated to investing in tech-enabled business services, healthcare and education companies. Since 1987, VSS has managed eight private capital funds with aggregate committed capital of nearly $4 billion across 103 platform companies and over 600 add-on acquisitions. VSS’s investment in Lumenci was from VSS Structured Capital IV, L.P. (“VSS SC IV”), a $530 million fund which had its final closing in December 2022. CEP is a private equity firm headquartered in Boston, MA, that partners with companies seeking investments to support growth or fund acquisitions, partial buyout or recapitalization opportunities. How We Work at Lumenci Solve for the Customer: Lumenci is a customer-first company, focused on creating long-term relationships with our clients. Customers include internal employees and candidates who are part of the recruitment process. Quality, Ownership, and Accountability: We are passionate about results and take full ownership of our work. We are performance-oriented and driven by excellence. Collaboration: We encourage collaboration over competition, work in small teams, and believe that teams do better than individuals. Growth Mindset: We are adaptable to the changing requirements and needs of a dynamic high-growth company and encourage each other to take diverse initiatives and develop new competencies. Role Type and Work Arrangement - Employment Type: Full-time, exempt - Work Arrangement: Remote, US-based - Location: Candidates may be located anywhere in the United States, subject to being legally authorized to work in the United States without sponsorship. - This role may require approximately 40% domestic travel for client meetings, expert meetings, source code reviews, depositions/trials, and conferences. Responsibilities - Lead a team of Associate Consultants on client projects involving video compression and video delivery technologies. - Own delivery of patent analysis and IP monetization research related to video codecs and video processing, including technology due diligence, claim charting/infringement analysis, prior art searching, market research, and target scouting. - Analyze, reverse engineer, and test implementations of video codecs and related pipelines (e.g., AV1, HEVC, HDR workflows) using industry-standard tools and/or custom-built tools. - Design and execute test benches to evaluate codec behavior, compression efficiency, rate–distortion performance, and standards compliance. - Review specifications and reference software for video coding standards (e.g., AV1, H.264/AVC, H.265/HEVC, VVC) and map technical details to patent claims and accused products. - Support Expert Witnesses and attorneys on IP litigation matters, including technical analysis for reports, source code review, and preparation for depositions, hearings, and trial. - Establish and cultivate relationships with existing and prospective clients, and serve as a subject-matter advocate for Lumenci’s video/media technology capabilities. - Identify and develop relationships with specialized labs or partners for video codec product testing and reverse engineering services. - Collaborate with Lumenci’s product teams to advise on requirements, testing, and roadmap for technology platforms related to video analysis, reverse engineering, and IP analytics. - Showcase thought leadership in video compression and IP (e.g., blogs, whitepapers, research summaries, internal training). - Collaborate across the organization with in-person and distributed global teams; attend internal and external meetings, workshops, conferences, source code reviews, depositions, and trials as needed. Minimum Requirements - Bachelor’s degree in Electrical Engineering, Computer Science, or a closely related field. - 3–5 years of hands-on experience working with modern video codecs in an R&D, engineering, standards, or video quality role (e.g., AV1, HEVC/H.265, VVC, VP9), including implementing, integrating, or optimizing codecs. - Strong understanding of video compression fundamentals (e.g., motion estimation, transform coding, prediction, rate control, entropy coding) and HDR video concepts (e.g., PQ/HLG, color spaces, tone mapping). - Experience reading and working from codec specifications or reference implementations for one or more standards (such as AV1, H.264/AVC, H.265/HEVC, VVC). - Demonstrated proficiency in one or more relevant programming/scripting languages (e.g., C/C++, Python, MATLAB) for building tools, automating tests, or analyzing codec behavior. - Ability to clearly explain complex technical topics in writing and verbally to both technical and non-technical audiences. - Strong analytical skills, attention to detail, and the ability to manage multiple projects and deadlines. - Approximately 40% domestic travel (for client meetings, expert meetings, source code reviews, depositions/trials, conferences). - Work-from-home flexibility. Preferred Qualifications - Experience supporting IP litigation, licensing, standards‑essential patent work, or patent monetization related to video compression or media technologies. - Familiarity with common tools and workflows for video quality assessment, bitstream analysis, and debugging (e.g., ffmpeg, VMAF/PSNR/SSIM workflows, codec test models). - Experience interacting with standardization activities or patent pools related to video codecs (e.g., MPEG, AOMedia, patent pools for HEVC/AV1). - Prior work with HDR pipelines (capture, processing, and display), color management, and media delivery (e.g., HLS/DASH). Why you will love working for Lumenci: - Be Part of a Global Team: Joining Lumenci means joining a diverse and globally distributed team. You'll collaborate with talented individuals from different backgrounds and cultures, bringing unique perspectives to every project. - Growth and Development Opportunities: At Lumenci, we believe in recognizing and rewarding merit. We offer opportunities for merit-based promotions, allowing you to advance your career based on your performance, contributions, and dedication. We are committed to supporting your professional growth and development, providing the resources and mentorship needed to excel in your role and take on new challenges. Benefits & Total Rewards - Comprehensive Health & Well-being: We offer robust medical, dental, and vision insurance options that include significant company contributions toward employee premiums to support the health of our "Luminaries" and their families. - Retirement Strategy: Lumenci provides a 401(k) program with a competitive employer-matching contribution, enabling employees to build long-term financial security. - Performance-Based Incentives: Our total cash compensation includes a variable pay component designed to reward both individual achievements (KRAs) and overall company success. - Time Off & Leaves: We prioritize work-life harmony through a balanced leave policy that includes accrued Paid Time Off (PTO), designated company holidays, and additional "floating" holidays for personal or cultural significance. - Holistic Wellness Support: Beyond standard medical care, we provide dedicated Wellness Leave to address both physical health and emotional well-being, as well as paid leave for significant life events like bereavement and parental bonding. - Culture of Autonomy & Growth: Employees benefit from a flexible, remote-first work environment that favors autonomy and provides structured support for ongoing professional development and career advancement. Compensation & Pay Transparency - The expected total annual compensation range for this role is $100,000–$150,000 USD, which may include base compensation and other eligible incentive components. - Actual compensation will depend on skills, experience, and work location. For candidates in jurisdictions that require pay range disclosures, Lumenci will provide a good‑faith compensation range for the candidate’s location as part of the job posting or during the interview process, consistent with applicable law. Salary History: In compliance with applicable laws, Lumenci does not request, require, or rely on an applicant’s prior salary history when determining a starting salary or during any part of the hiring process. Equal Opportunity Employer: Lumenci is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status. Accommodations: If you require reasonable accommodation in completing this application or participating in the interview process, please let your recruiter know. Employment Relationship: Nothing in this job description creates or is intended to create a contract of employment for any specific period of time. Employment with Lumenci, if offered, is on an at-will basis and may be terminated by either the employee or Lumenci at any time, with or without cause and with or without notice, subject to applicable law. - Must be legally authorized to work in the United States without sponsorship.

Work Schedule Standard (Mon-Fri) Environmental Conditions Office Job Description Thermo Fisher Scientific, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life - enabling our customers to make the world healthier, cleaner and safer. We provide our teams with the resources needed to achieve individual career goals while taking science a step beyond through research, development and delivery of life-changing therapies. With clinical trials conducted in 100+ countries and ongoing development of novel frameworks for clinical research through our PPD clinical research portfolio, our work spans laboratory, digital and decentralized clinical trial services. Your determination to deliver quality and accuracy will improve health outcomes that people and communities depend on – now and in the future. As part of the continued growth of our commercial organization, we are seeking a Senior / Executive Account Director, Business Development – Mid-Sized Pharma (EMEA Accounts) to strengthen and expand strategic relationships within our mid-sized pharmaceutical client portfolio across EMEA. Summarized Purpose This role is focused on managing and growing a defined set of mid-sized pharmaceutical accounts—typically organizations with ~$200M+ in annual revenue, active development pipelines, and dedicated R&D budgets. Unlike territory-driven roles, the emphasis is on account development, long-term relationship management, and expanding existing partnerships. Secures and grows business for PPD through consultative, relationship-driven engagement with key decision-makers and influencers. Positions PPD as a preferred partner for outsourced clinical development services by aligning solutions to client strategies. Leads the full sales cycle for opportunities within assigned accounts, from identification and qualification through proposal development, negotiation, and close. This role is location-flexible within EMEA. Essential Functions: - Develops and executes strategic account plans to drive growth within assigned mid-sized pharma clients across EMEA. - Builds and maintains strong, long-term client relationships, identifying opportunities to expand partnerships and increase share of wallet. - Leads the full opportunity management process within accounts, including RFP strategy, proposal development, client presentations, negotiation, and contract close. - Contributes to overall team revenue objectives (approximately $0.5M annually at team level) through effective account development and opportunity conversion. - Maintains accurate account plans, pipeline, and client activity within CRM systems. - Collaborates cross-functionally with Operations, Finance, and Marketing to develop tailored, competitive client solutions. - Monitors client satisfaction, proactively addressing feedback and identifying opportunities for continued growth. - May mentor or support junior team members as appropriate to level. Education - Bachelor's degree or equivalent and relevant formal academic / vocational qualification. - Previous experience that provides the knowledge, skills, and abilities to perform the job (typically 5–8+ years for senior level, with flexibility depending on experience and level alignment), or equivalent combination of education, training, and experience. - Years of experience are a guideline and not the sole determining factor in level or hiring decisions. Knowledge, Skills, Abilities - Strong sales, account management, or business development background within the pharmaceutical/biotech industry. - Proven experience managing and growing strategic client accounts, with a track record of expanding business within existing relationships. - Demonstrated ability to manage complex sales cycles, including internal coordination, proposal development, and contract negotiation. - Strong relationship management and influencing skills, with the ability to engage senior stakeholders. - Good understanding of the clinical development landscape and outsourcing models (e.g., full-service, FSP). - Proficiency in CRM systems and Microsoft Office tools. Work Environment Thermo Fisher Scientific values the health and wellbeing of our employees. We support and encourage individuals to create a healthy and balanced environment where they can thrive. Below are the working environment requirements for this role: Ability to communicate effectively with diverse stakeholders in a clear and professional manner. Ability to work in a standard office environment and use common office technology. Ability to manage multiple priorities and perform effectively in a target-driven environment. Willingness and ability to travel as required to support client engagement across EMEA. What we offer: At PPD Clinical Research Services we hire the best, develop ourselves and each other, and recognise the power of being one team. We understand that you will want to grow both professionally and personally throughout your career, and therefore at PPD you will benefit from an award-winning learning and development programme, ensuring you reach your potential. As well as being rewarded a competitive salary, we have an extensive benefits package based around the health and well-being of our employees. We have a flexible working culture, where PPD Clinical Research Services truly value a work-life balance. We’ve grown sustainably year on year but continue to offer a collaborative environment, with teams of colleagues eager to share expertise and have fun together. We are a global organisation but with a local feel. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory with PPD, part of Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued. Apply today! http://jobs.thermofisher.com #LI-AS3