Role Description This is a business-critical, customer-facing role for a scientifically credible commercial operator who can engage confidently with senior discovery scientists, informatics leaders, and innovation stakeholders. You will work closely with the VP of Sales and the wider commercial team, acting as the scientific and technical authority throughout strategic sales engagements. You will help customers solve complex scientific challenges by aligning our platform to their business priorities and technical environments, advising them about systems architecture, whilst demonstrating the measurable commercial and R&D value of our products. Operating at the intersection of drug discovery, AI, biomedical data, and enterprise pre-sales, you will act as a trusted advisor during complex commercial engagements while helping shape customer strategy, product direction, and market expansion. If you combine scientific depth, technical expertise, and commercial sharpness - and thrive in consultative sales environments - this is a rare opportunity to directly influence company growth and industry innovation. Key Responsibilities - Partner closely with the rest of the commercial team to architect, consult on, and help close high-value strategic opportunities across global pharma and biotech accounts. - Act as the scientific lead throughout the sales cycle, ensuring customer challenges are fully understood and mapped to compelling solution outcomes. - Join customer meetings as a trusted advisor, helping build credibility, overcome objections, and accelerate decision-making. - Lead RFP and RFI responses, and write technical proposals, response documents, and statements of work for strategic opportunities. - Own the trial conversion outcome alongside the Account Executive (trial conversation after 3 months). Trial conversion rate is the primary commercial KPI for this role. - Run discovery workshops and tailored demos with prospects to surface scientific pain points, articulate platform fit, and agree formal success criteria for the trial period. - Map stakeholders within target accounts (champion, economic buyer, technical evaluator, end users) and ensure the right people are engaged at the right stage of the deal cycle. - Own the formal Pre-sales → Customer Success handover artefact at contract signature, covering documented success criteria, agreed use cases, data plan, stakeholder map, decision process at trial conversion, and any known risk flags. - Share market learnings to support Biorelate’s expansion and growth strategies within existing accounts. - Influence buying decisions through compelling scientific storytelling, ROI-led value propositions, and consultative engagement. - Represent Biorelate at industry conferences, customer events, and scientific meetings - as a participant, demo lead, and where appropriate as a speaker or panellist. - Conduct customer site visits for high-value enterprise engagements where on-site presence is a meaningful unlock for trust, depth of scoping, or stakeholder access. - Work in close partnership with the Forward Deployed Engineer to ensure solutions are effectively embedded with customers. - Serve as the senior scientific authority in customer conversations, building trust with R&D, bioinformatics, and data science stakeholders. - Develop a deep understanding of customer research bottlenecks, data challenges, and discovery priorities, translating these into high-value solutions. - Deliver executive-level presentations, workshops, and demonstrations tailored to scientific, technical, and commercial audiences. - Contribute to sales enablement: maintain demo libraries, build battle cards, capture win/loss learnings, and share insights internally to raise the technical standard of the wider commercial team. - Articulate the value of graph-based approaches and knowledge graphs alongside retrieval-augmented generation (RAG) architectures. - Whiteboard technical architectures and workflows with prospects, exploring innovative ways of working within large enterprise pharma organisations. - Design scientifically robust and commercially compelling solutions using graph technologies, AI/ML, and advanced analytics. - Collaborate with customer technical teams on graph analytics, semantic enrichment, and AI-enabled discovery workflows. - Feed market insight back into Product to strengthen competitiveness and accelerate roadmap priorities. Qualifications - Technical Strength Benefits - We offer competitive salaries, enhanced family leave, and significant opportunities for professional development. - Genuine Flexibility: We are a fully remote business with colleagues across the globe. Manage your schedule, avoid commuting, and do your best work from home. - Cutting-Edge Technology: Work with the latest tools and technologies while helping solve some of the most important challenges in life sciences.