• Identifying and pursuing new business opportunities within specific verticals or territories • Moving beyond pitching features to act as a trusted advisor • Navigating large organizations by building relationships across different "silos" • Leading the development of compelling proposals and negotiating detailed contracts • Maintaining precise records in CRM systems • Consistently meeting or surpassing quarterly and annual revenue objectives • Maintaining a robust sales funnel • Mastering a repeatable sales process • Partnering with marketing to refine lead quality • Senior executives often mentor junior team members

• Own and drive a strategic sales plan for a defined territory of larger RIAs, Multi-Family Offices, and Family Offices, targeting accounts with $1.5B in AUM • Lead the full sales cycle end-to-end - from targeted prospecting and executive engagement through contract negotiation and close • Build and manage relationships at the C-suite and board level, including Chief Investment Officers, CEOs, COOs, and Managing Partners • Develop and execute multi-threaded account strategies that align Addepar’s platform capabilities to each prospect’s operational, regulatory, and growth priorities • Partner with Pre-Sales, Services, and Product to architect and present tailored solutions that address complex client requirements • Maintain rigorous pipeline hygiene and deliver accurate forecasts to senior leadership, using Salesforce as a system of record • Negotiate and close multi-year contracts, navigating legal, compliance, and procurement processes with sophisticated financial institutions • Represent Addepar at industry events, conferences, and executive forums (40-50% travel expected) • Contribute to the continuous improvement of Addepar’s GTM strategy by bringing market intelligence and best practices from the field

Title: Executive Accountt Director, BD - GMP Key Accounts (Biopharma) - Remote, Ireland - Remote, Denmark - Remote, Milano, Italy - Remote, Portugal - Remote, Netherlands Full time As an Executive Account Director, BD at Thermo Fisher Scientific, you will contribute to business growth through strategic sales activities in our clinical research services division. You will build and maintain relationships by positioning PPD as a preferred provider for clinical development work, engaging with decision-makers at both existing and new clinical sponsors. Working collaboratively, you will develop and implement comprehensive sales strategies, evaluate opportunities, and create customized solutions that meet client needs while achieving company objectives. You will serve as the primary point of contact throughout the sales cycle, coordinating with clinical development teams to ensure successful implementation. This role offers the opportunity to contribute to global healthcare by helping advance the delivery of life-changing therapies to patients. REQUIREMENTS: • Masters Degree plus 12 years of experience in pharmaceutical/biotech sales, preferably in clinical research or laboratory services - Knowledge of EMEA CMC Drug Development market and Biopharma customers • Preferred Fields of Study: business, life sciences, or related field • Demonstrated success developing and maintaining relationships with mid to senior-level contacts • Proven experience in complex solution selling and contract negotiations • Excellence in RFP response development, proposal writing, and presentation delivery • Strong understanding of clinical trial processes and drug development • Strong interpersonal and communication skills for engaging with diverse stakeholders • Ability to collaborate effectively with Operations, Finance, Marketing and other internal teams • Proficiency with CRM systems and Microsoft Office suite • Strong analytical and strategic thinking capabilities • Ability to work independently • Strong project management and organizational skills • Ability to travel up to 50% of time • Additional language skills beneficial • Experience with bioanalytical labs, GMP testing, or specific therapeutic areas as required for specialized positions

• Handle in-bound inquiries and place out-bound follow-up calls to educators seeking life insurance solutions. • Develop trust-based relationships, educating clients on owning life insurance products. • Meet or exceed sales targets and activity metrics through consultative, needs-based selling. • Maintain compliance with regulatory requirements and company quality standards. • Accurately document interactions in CRM systems and stay informed on industry updates and product enhancements.