Role Description We are seeking a highly motivated Account Executive, SMB to join our commercial team. In this role, you will focus on generating new business opportunities 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, focusing 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 a 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. Qualifications - 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 startups and biotechs in the drug development space is preferred. - Demonstrate familiarity with the regulatory landscape, drug development processes, and adoption of SaaS product adoption software adoption in life sciences is a plus. - Strong verbal and written communication skills, with the ability to engage and influence senior-level decision-makers in complex industries. - Proven ability to engage prospects, qualify leads, and create compelling opportunities to move prospects through the sales funnel. - Comfortable working with CRM systems, email automation tools, and other sales enablement platforms. - Highly motivated, organized, and able to work independently to meet or exceed sales targets. - 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. Benefits - The opportunity to work at a modern, cutting-edge healthcare technology company devoted to meaningful positive impact on human life. - Competitive salary ($120,000 to $140,000) and a quota-based variable compensation structure with performance-based incentives (OTE $240,000 to $280,000) plus equity. - Comprehensive health, dental, and vision insurance. - 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: San Francisco, San Diego, Los Angeles, Seattle, Portland, Denver; with flexibility to work remote.

• KPI is seeking an experienced Account Executive, who is innovative, collaborative, and motivated. • The Account Executive is responsible for retaining and growing the KPI customer base. • This roll will work collaboratively with Concepting and Estimating, Solutions, Engineering, LTS to define the best solution for the client. • Develop and execute KPI sales strategy to penetrate new, and grow existing, accounts. • Drive revenue retention/growth, account profitability, and customer satisfaction/loyalty. • Collaboratively work with All departments to deliver full KPI solution. • Work with clients to develop a complete understanding of the customer’s needs, pain points, organizational and decision-making structure/ buying criteria. • Perform customer presentations articulating the value proposition of KPI’s solution/products/service offerings. • Pursue long-term account strategies focused on maximizing both KPI profits and Customer ROI.

Role Description We’re hiring our first AEs at Pogo to help us scale our B2B enterprise business from $XM ARR to $XXM ARR. You'll own the full sales cycle from prospecting to expansion. - Lead generation & engagement: Get Pogo in front of the right people by building relationships with prospects across outbound email, calls, conferences, and dinners. Stay on top of inbound and referral leads and keep pipeline moving. - Qualification & closing: Lead discovery, demos, and follow-up conversations to understand prospect needs and close new business. Build compelling ROI cases and navigate contract negotiations to get deals over the line. - Consultative selling with trials & POCs: Own the trial experience end-to-end, coordinating with other Pogo team members to ensure every project is successful and accelerates the path to closing a subscription. - Renewals & expansion: Own the renewal cycle for your accounts and actively identify upsell and cross-sell opportunities. Build deep relationships with existing clients to understand their evolving needs and grow revenue within the base. - Process & feedback: Help build and improve the sales playbook as we scale. Bring structured learnings back to the team and contribute to a culture of rapid iteration on what's working. - Travel: Up to 3-5 days a month. - Cross-team collaboration: Work closely with GTM, Engineering and Product team members to make sure new clients are set up for success from day one. Partner with the founding team on strategic deals and revenue priorities. Qualifications - Likely 3-10 years of sales experience, including selling to enterprise customers end-to-end. - You're a hunter. You're energized by building pipeline from scratch and you don't wait for leads to come to you. - You're a strong communicator who can earn credibility quickly with senior stakeholders and translate a product demo into a compelling business case. - You're hands-on and resourceful. You do whatever it takes to get a deal across the line. - You take ownership of your number. You know where you stand at all times and you're always working the problem. - You're a fast learner who picks up new products, industries, and buyer personas quickly. - You use AI tools to work smarter and to do better research, better outreach, better prep. Requirements - Bonus: You can tell stories with data. - Bonus: You have sold insights or data analytics products. Benefits - Help build the GTM motion from the ground up. You won’t just be joining a sales team - you’ll help define how we sell, who we sell to, and what great looks like as we scale. - Sell a product customers genuinely want. We’re seeing strong inbound interest from the largest consumer brands in the world, and you’ll work closely with prospects who are excited about using Pogo's products to accelerate consumer insights, sales, marketing, etc. - Work directly with the founders and product team. As one of our first AEs, you’ll have a direct line into company strategy, pricing, positioning, and roadmap decisions. Customer feedback from your conversations will shape both the product and the business. - Operate with fast feedback loops. We move quickly, iterate constantly, and care deeply about learning. You’ll be able to test messaging, refine outreach, and influence product direction in days - not quarters. - Own meaningful customer relationships. From first outbound touch to closed-won and expansion opportunities, you’ll have real ownership over accounts and the ability to become a trusted partner to customers. - Join a highly product-minded team. Everyone at Pogo - from engineering to GTM - obsesses over building useful, delightful products. We care deeply about craft, customer empathy, and creating experiences people love. - Shape the culture early. As an early team member, your approach to sales, collaboration, and customer relationships will help define the culture and playbook for future hires. Why you might not be excited about us - There’s very little structure (yet). As one of our early GTM hires, you will be expected to work with your teammates, Founders, Growth team, and Marketing team to develop playbooks and build the foundations as we scale. - You’ll need to thrive in ambiguity. Enterprise sales at Pogo often means navigating new buyer personas, shaping positioning in real time, and solving problems that don’t have obvious answers. We’re looking for people who find that energizing rather than stressful. - You’ll wear a lot of hats. One day you might be prospecting, the next helping refine positioning, jumping into onboarding calls, or working with product on customer feedback. If you prefer highly specialized roles with narrow ownership, this probably won’t be the right fit. - We expect more than 9 to 5 — raw hours make an impact at our current stage. That said, we trust each team member to create a flexible work schedule that allows them to be most productive while accommodating other priorities outside of work. We also strongly encourage time off to recharge the batteries: in addition to unlimited PTO, we've implemented a minimum 20 days vacation policy.

• Orchestrate and align cross-functional teams—including solution engineering, customer success, and marketing—to deliver value-driven outcomes and achieve measurable account goals • Develop and expand multi-threaded relationships across customer organizations, engaging confidently with stakeholders at all levels, including the C-suite • Identify, qualify, and close new business opportunities within enterprise accounts, with a focus on long-term customer success and retention • Articulate the unique value of Docusign’s Agreement Cloud and IAM solutions in ways that resonate with each customer’s strategic goals and business drivers • Manage complex sales cycles, from discovery through negotiation and closure, leveraging structured deal methodologies and data-driven forecasting • Partner with internal stakeholders across the business to deliver seamless customer experiences and ensure the ongoing health of key enterprise relationships