Enterprise Account Executive

Who We Are

Vial is a hyper-scalable biotech company advancing programs into the clinic by leveraging dramatically cheaper trials and computationally designed therapeutics.

Our mission is to reimagine drug development in order to cure all human diseases. We have assembled a talented team of clinical operators, chemists, and innovative thinkers to achieve this vision.

Vial is based in San Francisco, California, and was founded by Simon Burns in October 2020. Since our founding, we have grown rapidly to a team of 100+ employees with over $100 million in funding from leading investors including General Catalyst, Box Group, and Byers Capital.

Vial is rebuilding the infrastructure to advance research. By deploying technology at every step, we are creating a more efficient future for drug discovery.

What You'll Do

As an Enterprise Account Executive, you will be responsible for driving revenue growth by identifying, developing, and closing high-value deals with biotech and pharmaceutical partners. This position focuses on net-new acquisitions. While supported by an SDR team for pipeline generation, you will be responsible for managing the entire sales cycle, from prospecting and discovery through negotiation to contract execution. Your role will be critical in bringing new business opportunities and licensing agreements to drive company growth. This role is fully remote, based anywhere in the US/Canada.

Key Responsibilities

• Drive new business growth by developing and closing large-scale (7-9 figure) deals with biotech and pharma prospects.
• Collaborate with SDRs to develop and execute a personalized and research-based prospecting strategy.
• Lead portfolio overview calls (demos) and follow-up discussions to advance licensing partnerships toward a term sheet.
• Conduct thorough discovery throughout the sales funnel to identify customer needs, buyer intent and effectively communicate Vial’s value proposition.
• Support Corporate Development on the creation of one pagers and decks to ensure proper messaging based on key learnings for engagement.
• Manage and maintain accurate contacts, opportunities, and account information within SalesForce.
• Relay insights from partnering conversations to the team to inform deal and portfolio strategies
• Be the POC for to ensure a smooth diligence process by making sure timelines are met, questions are thoroughly answered, and all necessary dataroom materials are available.
• Monitor industry trends, competitor activities, and market dynamics to inform business development strategies and identify new growth areas.
  
  

What You Will Bring

• 5+ years of experience closing large-scale B2B deals (7-9 figures) with multiple stakeholders.
• Proven track record of consistently exceeding targets in complex, high-contract value Enterprise Sales.
• History of personal and professional excellence with a commitment to continuous improvement.
• Demonstrated ability to navigate and influence C-suite decision-makers.
• Ability to travel domestically and/or internationally up to 10-20% of the time on behalf of Vial for conferences and other in-person events.
  
  

Preferred Skills

• Proven experience in applying discovery-focused and solution-based sales methodologies (i.e SPIN, Challenger, or GAP) to drive effective sales strategies.
• Proficiency with advanced CRM and sales engagement tools (i.e SalesForce, SalesNav, Outreach, ZoomInfo, GONG).
• Proven ability to build and manage pipeline and forecasting.
• You thrive in a fast-paced, ever-evolving environment, ideally with experience in a startup or high-growth company.
  
  

Why You’ll Love Working At Vial

Innate curiosity.

At our core, we embody an insatiable curiosity. Our journey into the realm of clinical trials was ignited by a firsthand understanding of the challenges involved. This innate curiosity drives us to constantly innovate, seek fresh ideas, and bring our vision of reimagining clinical trials to life.

Fostering autonomy.

Autonomy is our guiding principle. We firmly believe that when team members are entrusted with autonomy, they unleash their true potential. Our culture fosters an environment where each individual takes ownership of their domain, empowering them to make a profound impact.

The pursuit of mastery.

We are dedicated to cultivating mastery. We understand the value of honing expertise in a craft. The pursuit of mastery, coupled with a deep sense of pride in one's workmanship, fuels our unwavering commitment to tackle intricate challenges. At Vial, we foster a culture of highly autonomous professionals, each an expert in their field, collaborating on an immensely demanding endeavor together.

Move fast, stay humble.

Our strength lies in agility and humility. We firmly believe that intellectual honesty and a nimble mindset are the pillars of success. By staying adaptable and open-minded to all solutions, we tackle obstacles head-on, remaining humble in the face of adversity. This enables us to surmount the hurdles that confront us at every twist and turn.

Benefits

• Competitive Equity Compensation
• Health, Dental, and Vision Benefits
• Retirement Savings Plan with Company Matching after 90 Days of Employment
• One time, Remote Office Setup Stipend
• Paid Parental Leave
• Remote-First, Flexible Work Schedule
• Observed US & Canada Holidays
• Unlimited Vacation
  
  

We prioritize candidate safety. Please be aware that official communication will only be sent from '@vial.com' or '@tryvial.careers' addresses. Vial 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 veteran status.