Director of Sales at Science Exchange
Palo Alto, CA, US
Science Exchange is looking for a Senior Account Executive with experience selling enterprise SaaS/Software products into pharma and SMB biotech companies.
The ideal candidate is a passionate and highly seasoned A player who is ready to enter a high growth technology company that has transformed the way Research and Development is conducted. The candidate will have a 5 - 8 year proven track record growing a pipeline of SMB opportunities, closing SaaS/Software deals and exceeding quotas by selling into executives in the biopharma, biotechnology, life sciences and/or technology markets. The individual will help execute against Science Exchange’s sales strategy by leveraging their hunter mentality, passion for growth, and technical skill sets to create business opportunities through cold and warm outreach, and through driving SQLs into closed contracts. 
Successful candidates will be able to effectively and impactfully articulate how Science Exchange’s Enterprise value propositions address real time challenges experienced by R&D, procurement, finance, and operational audiences. You will act as a strategic partner and thought leader to your internal and external stakeholders.You have a unique opportunity to enter as an individual contributor, demonstrate value in the ability to grow revenues, and potentially slate into a Sales Management position in the near term. This role reports into the VP of Business Development and requires strong technical skill sets and an ability to demonstrate key features of our platform to potential decision makers, driving deals into close. Passion for disruptive technology and desire to make an impact in the life sciences space is a must. 
We are creating groundbreaking B2B enterprise software solutions that are used to streamline research outsourcing and enabling breakthrough scientific discoveries. Science Exchange has raised $60M from top tier investors including Y Combinator, Union Square Ventures, Maverick Ventures, and Norwest Venture Partners. Our Co-founders Dr. Elizbeth Iorns and Dan Knox are well seasoned entrepreneurs who bring expansive passion and experience to our business. We are an open and diverse organization that puts our talented employees at the forefront of achieving our mission. 

Roles & Responsibilities

    • Setting and executing an aggressive customer acquisition strategy in order to achieve high revenue growth targets
    • Driving SaaS deals to close - Enterprise SMB and Fortune 500
    • Maintaining a robust opportunity pipeline, including qualifying, validating, and assessing opportunities with new prospects, and identifying and analyzing new strategic opportunities with existing clients
    • Prospecting for new opportunities e.g. networking, cold and warm outreach, lead generation, relationship building at all levels of the prospect organizations (especially executive level decision makers), lead follow-up, with an end goal of closing deals
    • Closely collaborating with other functions of the company; particularly sales, marketing, customer support, product and finance to deliver flawlessly for potential Science Exchange customers
    • Impactfully communicating Science Exchange’s unique capabilities to prospects and clients, including preparing and delivering client presentations and demos
    • Representing Science Exchange at conferences and industry networking events
    • Providing leadership to the team on best practices in software sales

Qualifications & Requirements

    • 5-8+ years SaaS sales experience, preferably selling multiple enterprise software offerings into life sciences businesses
    • Demonstrated ability to consistently close sales, generate revenues and exceed aggressive quotas
    • Demonstrated ability to perform well in a highly dynamic, ambiguous, rapidly changing environment
    • Ability to understand the software’s capabilities and demonstrate its functionality
    • Amazing prospect and customer executive networking skills
    • Strong verbal and written communication skills; able to effectively communicate in the at the C-level
    • Excellent analytical skills; Solid understanding of drug discovery and development
    • Adaptability, flexibility, and resiliency
    • Demonstrated ability to work creatively in a fast-paced environment
    • Attention to detail and ability to work simultaneously on multiple priorities
    • Training in a sales training methodology, such as Challenger, a strong plus
    • Background in science or science-related field or education a strong plus
    • Extensive travel required ~50%
    • Based in Palo Alto, CA
Science Exchange is a fast-growing company on a mission to enable breakthrough scientific research. We connect researchers and service providers through our online marketplace and promote scientific collaboration that will help improve the quality and efficiency of research. Our headquarters are in Palo Alto, California, but we are a truly global company with employees all over the U.S., Europe, and Asia/Pacific. Our talented and passionate team includes developers, designers, marketers, and scientists that are charged with bringing intellectual rigor and creativity to every decision we make. We have a radically candid culture in which we hold each other to high expectations. Ready to join us?

Heidi Burns

Community Manager

Heidi joined WIN in February 2016 as Head of Community. Prior to WIN, Heidi founded Project Happy Hearts and has held positions at DocuSign, Eventbrite and H.Bloom. She studied business at Cal Poly San Luis Obispo and has her Masters in Social Entrepreneurship from University of Southern California, Marshall School of Business. As a Southern California native she enjoys spending her spare time at the beach and rooting for the Lakers.

Patrick Blute

Community Manager

Patrick Blute is from Cape Cod, Massachusetts. Before studying Sustainable Development at Columbia University, Patrick was a travel show host touring in over 54 countries. He has worked with companies such as Switch Communications, BackOffice Associates, National Geographic, and as a theatre producer in New York. He is an active alumni of the Coca-Cola Scholars Foundation and passionate about content creation, event management, and public speaking. Patrick is extremely excited to work in the intersection of technology and culture.

Jonathan Pines


jp Before joining WIN, Jonathan co-founded GiftRocket (Y Combinator W11) and was a Software Engineer at Facebook. He is also an active angel investor. Jonathan studied math at Stanford and CS at Harvard. He enjoys thinking about interesting ideas and helping founders make them happen.

Kevin Webb


kw Having grown up and been educated in Silicon Valley, Kevin has had little choice but to become completely dependent on the Internet. He studied Human Biology at Stanford, and has worked at companies such as Dash Navigation (acquired by RIM) and FunnyOrDie, as well as the Santa Clara County Public Health Department and the American Museum of Natural History in New York. Kevin’s background lies primarily in writing, web design, and social marketing, and when he’s not working on WIN, he’s generally spending time with friends or writing field shows for the Stanford Band.

Jeremy Schneider


jJeremy Schneider joined WIN as a Senior Associate in January, 2011. Prior to WIN, Jeremy was a Senior Associate Consultant at Bain & Company in San Francisco, where he focused on technology companies and worked in the Private Equity Group. He graduated Summa Cum Laude, Phi Beta Kappa from Dartmouth College, where he majored in History. He has a Master’s degree in Economic and Social History from The University of Oxford, where he was a Clarendon Scholar. Jeremy grew up in the Bay Area and is thrilled to have the opportunity to work closely with entrepreneurs and to immerse himself in the world of start-ups.

Michael Neril

Co-Founder and Affiliate

Michael has worked with technology startups for 15 years as an advisor, investor, co-founder or operator.   Michael is a co-foundmner of Webb Investment Network (“WIN”), which he launched in 2010. As Managing Director, Michael led all investment activities for the firm, focused largely on enterprise cloud applications, marketplaces, and mobile marketing platforms, investing in over 50 companies across these sectors. Prior to WIN, Michael worked at LiveOps, a cloud-based contact center and labor marketplace, where he ran business development for its next-generation virtual work marketplace.  While there, he also incubated and ran the fastest growing product line within the Company. Michael joined LiveOps after it acquired the second of two technology startups which he co-founded called Ooreka, a virtual work marketplace.  Michael started his career as an investment banker in ING Barings’ Technology Group where he primarily advised venture-backed startups on M&A and corporate finance activities. Michael is also a mentor at several startup accelerators. Michael earned a BA in International Relations from Tufts University.  

Maynard Webb


mw Maynard Webb is a 30-year veteran of the technology industry. An active leader in the technology and business community, Maynard serves as a board member, investor, philanthropist and mentor to young entrepreneurs. As the founder of the Webb Investment Network (WIN), a seed investment firm dedicated to nurturing entrepreneurs, Maynard brings his experience developing and leading high-growth companies. WIN provides its portfolio companies with mentorship and on-demand access to an affiliate network of over 80 industry experts.

Irene Webb


“iw” Irene has been involved in the tech world since 1982. After graduating Rutgers with a degree in statistics, and forecasting sales for Breck and Pine Sol products at American Cyanamid, she went on to earn her MBA from East Carolina University. Eager to begin her tech career outside of her home state of New Jersey, she took a programming job (and later finance roles) with IBM in Boca Raton, Florida where she first met Maynard. Irene later worked at Thomas Conrad and then Quantum Corp before taking leave to focus on her family. She came out of retirement in 2010 to manage WIN's finances. When not managing WIN's budget, Irene enjoys traveling and playing golf.

Katie So’Oto

Executive Assistant

“ks” Katie comes to WIN with years of administrative experience from her prior roles at Tellme, (a Microsoft subsidiary), Russell Reynolds Associates and most recently Sofinnova Ventures. She brings a wonderful, positive attitude and service oriented approach to her role. Katie is a bay area native and lives in Redwood City with her husband and four boys.

Dena Porter

Business Operations Manager

WINteamHeadshotsDPDena brings more than a decade of ‘behind-the-scenes’ productivity and organizational knowledge to the fast-flowing stream of information and infrastructure at WIN. She has held positions in Silicon Valley start-ups fusionOne and Baynote and has teamed with Maynard for years at eBay, LiveOps and now WIN. Dena is fascinated by all things technology keeping her in tune with WIN’s existing and prospective portfolio companies.