• Building and maintaining relationships with clients • Understanding client needs and providing solutions • Driving net new sales

• Own a revenue target, working closely with Protege’s Video GM and team • Build, manage, and close a pipeline of opportunities across new and existing accounts • Balance self-generated pipeline with inbound and outbound-supported opportunities • Identify and develop opportunities where video data is required for AI model training, fine-tuning, or evaluation • Engage data science, product, and business stakeholders to understand data needs • Position Protege’s capabilities as solutions to data quality, scale, and availability challenges • Run full-cycle sales from discovery through close • Translate technical requirements into clear commercial scopes and proposals • Navigate multi-stakeholder environments including AI, legal, content, and product teams • Build a strong point of view on how video data is used in AI/ML workflows • Identify repeatable use cases and patterns within the video vertical • Contribute to go-to-market strategy and offerings • Work closely with GM, Delivery, Data Lab, and Partner teams to scope and execute solutions • Partner with Product and Commercial Ops to improve packaging, pricing, and sales motion • Collaborate with outbound/BDR teams on targeted account strategies

• Develop and maintain relationships with vendors and assigned customer base • Identifies and actively pursues new business opportunities • Perform various duties including product quotation and problem resolution • Analyze competition in territory, devise sales strategy • Continually improve sales skills and product knowledge • Document all sales activity in Customer Relationship Management tool

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.