Founding Account Executive

Title: Founding Account Executive Location: San Francisco / Remote (US) ### **About Artos:** At Artos, we build tools that help biopharma companies create and manage their R&D documentation in a fraction of the time. If you’re looking to join a team whose mission is to fundamentally change the way that drug development gets done, we’d love to talk to you. **The Role:** We are hiring Artos’s first dedicated salesperson. This is not a traditional Senior Account Executive role. You will not inherit a mature sales organization, established commission culture, or finished playbook. You will help build them. The role is approximately: - **60% selling:** Own opportunities from pipeline creation through close. - **25% system-building:** Develop the sales process, messaging, qualification standards, and playbook for future hires. - **15% pricing and strategy:** Partner with the founders on pricing, packaging, segmentation, and go-to-market strategy. We are looking for an architect-minded seller—someone who can close revenue now while building the foundation for Account Executives two, three, and four. **What You’ll Do:** - Own the full sales cycle across enterprise and mid-market life sciences accounts. - Generate your own pipeline while working inbound and founder-generated opportunities. - Run discovery, product evaluations, business-case development, procurement, negotiation, and close. - Build credibility with regulatory, medical, scientific, operational, and executive stakeholders. - Sell a new category to evidence-driven buyers who are appropriately skeptical of AI claims. - Compete effectively against internal development and consultancy-led alternatives by communicating total cost, maintenance burden, implementation risk, and speed to value. - Multi-thread relationships across each account so opportunities are not dependent on a single champion. - Build and document Artos’s sales playbook, including messaging, qualification, objection handling, stage definitions, forecasting, and CRM practices. - Help shape pricing, packaging, pilot structures, and the transition from founder-led selling to a scalable sales organization. - Protect customer outcomes by refusing to sell commitments Artos cannot successfully deploy. **What We’re Looking For:** - Experience personally owning and closing complex enterprise deals, ideally $250,000+ in annual contract value with four- to twelve-month sales cycles. - Experience selling a new product, category, or technical approach into a skeptical market. - A track record of personally sourcing pipeline, not only closing opportunities generated by others. - Experience selling into life sciences, healthcare, or another highly regulated industry. - Credibility with scientific, regulatory, and risk-conscious buyers. - A builder’s mindset and evidence that you have created sales processes, messaging, playbooks, or operating systems—not just followed them. - Strong CRM discipline, honest qualification, and forecasts you can defend. - Consultative selling skills and the ability to communicate with executives, functional leaders, technical teams, and procurement. - Multi-threading as a natural part of how you manage accounts. - Comfort working closely with founders in active sales opportunities. - Willingness to remain highly hands-on rather than immediately moving into management. **Helpful, but Not Required:** - Experience selling AI, machine learning, data, or other technically complex products. - Familiarity with regulatory operations, medical writing, clinical, quality, or submission-related workflows. - Experience selling both enterprise and mid-market offerings. - Experience as the first or second seller at an early-stage startup. - Experience hiring or mentoring other sellers. - An established network within pharmaceutical or biotechnology companies. **Why Artos:** You will have direct influence over revenue, pricing, product strategy, customer experience, and the future sales organization. This is an opportunity to do more than carry a number. You will help define how Artos brings a new category of technology to life sciences and build the commercial foundation the company will scale from. **Other Information:** Very comfortable working in a fast-paced and intense startup environment Willing to work in-person in our office in Mission Bay 4-5 days/week Likes matcha KitKats, believes every LLM prompt is just Schrödinger’s cat waiting to be observed, and knows too many random facts about the Mongol postal system