Account Executive - Qx

About the role

MasterControl is looking for a motivated Account Executive to join our Quality Excellence (Qx) team. This isn't a generic software sales role; you'll be selling solutions that help life sciences and regulated-industry companies improve quality. That means Document Control, CAPA, Training Management, Audit Management, and the rest of MasterControl's quality and manufacturing excellence suite. You'll be building real relationships with quality and regulatory leaders who have serious problems to solve and showing them exactly how MasterControl helps them solve those problems.

Responsibilities

• Proactively identify and develop new business opportunities with prospective clients across regulated industries, including early-stage biotechs pursuing their first regulatory submission and established manufacturers seeking to modernize their quality management systems.
• Cultivate and maintain strong, trust-based relationships with key decision-makers and stakeholders, including Quality Directors, VPs of Regulatory Affairs, QA Managers, and executive leadership.
• Design and deliver tailored sales presentations and product demonstrations that speak directly to the client's regulatory environment.
• Manage the full sales cycle - from proposal development and procurement navigation to contract negotiation and deal closure - while consistently meeting and exceeding revenue targets.
• Maintain accurate and up-to-date records of all pipeline activity, sales engagements, and account information within the CRM system.
• Provide management with clear, consistent updates on deal progression, account health, potential risks, and resource needs to support timely and informed decision-making.
• Partner with Implementation, Customer Success, and internal quality subject matter experts to facilitate a seamless customer onboarding experience and drive long-term satisfaction and retention.
• Maintain a strong pulse on industry developments, including regulatory guidance updates, emerging quality trends, and the competitive landscape, leveraging that knowledge to identify new opportunities and deliver meaningful value to clients.

Requirements

• 3+ years of B2B software sales experience, with a strong preference for candidates who have sold into life sciences, pharmaceutical, medical device, manufacturing, or other regulated industries.
• Demonstrated history of consistently meeting and exceeding sales quotas in a complex, consultative sales environment.
• Prior experience with or working knowledge of Quality Management Systems (QMS) or electronic QMS (eQMS) platforms, with a solid understanding of core quality processes including Document Control, CAPA, Training Management, Audit Management, Change Control, and Nonconformance Management.
• Working knowledge of the regulatory frameworks and quality standards applicable to regulated industries.
• Exceptional negotiation, presentation, and communication skills, with the ability to engage credibly with quality and regulatory professionals and effectively translate complex compliance concepts into clear business value for a variety of audiences.
• Strong organizational and time management skills, with the ability to independently manage a large territory, prioritize competing demands, and maintain a high level of attention to detail across all accounts.
• Proficiency in Salesforce or a comparable CRM platform, as well as Microsoft Office Suite.
• Bachelor's degree in Life Sciences, Engineering, Business Administration, or a related field. Relevant professional experience within a regulated industry will be considered in lieu of degree requirements.
• PHYSICAL DEMANDS AND WORKING CONDITIONS
• Ability to work in an office or remote environment with regular travel to client sites, industry conferences, and trade shows.
• Ability to operate a computer and work at a desk for extended periods.
• About MasterControl:
• Why Work Here?
• #WhyWorkAnywhereElse?
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