Senior Account Manager – Biopharma Strategy, Partnerships

Role Overview

• Drive revenue growth by strategically positioning CST’s portfolio within RUO, clinical, translational, and regulated laboratory environments, aligning solutions with customer compliance and validation requirements.
• Manage and expand current and new key accounts across biopharma, CROs, clinical labs, and diagnostic organizations, utilizing a consultative, solution-based approach tailored to regulated workflows.
• Develop and execute comprehensive account plans that incorporate regulatory considerations, validation needs, and clinical application requirements.
• Identify and engage key stakeholders including clinical scientists, QA/QC, regulatory affairs, and laboratory leadership to support product adoption and long-term partnerships.
• Accurately forecast sales and maintain pipeline visibility, ensuring alignment with regulated procurement cycles and project timelines.
• Drive cross-selling and upselling opportunities by introducing validated, compliance-ready solutions that support clinical and diagnostic use cases.
• Partner with internal stakeholders to develop proposals, pricing strategies, and contracts that align with regulated purchasing processes and documentation requirements.
• Build and maintain strategic relationships with clinical investigators, translational scientists, lab directors, QA/QC leaders, and regulatory stakeholders.
• Serve as a trusted advisor by providing insights into product validation, assay reproducibility, documentation standards, and compliance considerations (e.g., GxP, CLIA, CAP where applicable).
• Support customers in navigating product selection for clinical and regulated applications, ensuring alignment with their internal validation and quality standards.
• Deliver a high-quality customer experience by anticipating needs, ensuring timely responses, and maintaining consistent engagement across regulated environments.
• Collaborate with internal technical experts to deliver application support, validation guidance, and training tailored to clinical workflows.
• Partner closely with Sales, Product Management, Marketing, R&D, Quality, Regulatory, Legal, and Finance teams to support compliant commercialization and customer engagement strategies.
• Act as the voice of the customer, providing insights related to clinical use cases, regulatory expectations, and quality requirements to inform product development and positioning.
• Monitor and analyze trends in clinical research, diagnostics, regulatory landscapes, and translational science, sharing insights to shape commercial and product strategies.
• Maintain accurate account records, contracts, and documentation in compliance with internal policies and external regulatory standards.

Requirements

• Bachelor’s degree in Life Sciences or related field (advanced degree preferred).
• 5+ years of experience in life science sales with a strong emphasis on clinical, or regulated environments (biopharma, CROs, clinical labs).
• Demonstrated experience working within or selling into GxP-regulated environments (e.g., GLP, GMP, GCP) and familiarity with clinical validation requirements.
• Practical experience with antibody-based applications relevant to clinical workflows (e.g., IHC, Flow Cytometry, ELISA, High Content Imaging).
• Proven ability to sell complex products / scientific solutions.
• Strong understanding of drug development, translational research, and/or diagnostic laboratory processes.
• Proven ability to navigate complex stakeholder environments, including QA/QC and regulatory functions.
• Excellent communication, presentation, and organizational skills.
• Proficiency with CRM systems (e.g., Salesforce) and Microsoft Office tools.
• Demonstrated ability to achieve and exceed revenue targets. Ability to travel regularly within the assigned territory, with occasional domestic/international travel.

Tech Stack

• Google Cloud Platform

Benefits

• Medical (BCBS) and Dental (Delta Dental) plans paid at 90%
• Vision Insurance
• Life Insurance, Short and Long Term Disability
• Flexible Spending accounts
• 401(k) Plan with 6% match
• Tuition Reimbursement
• Generous PTO package
• Parental Leave
• Pet Insurance
• Employee Assistance Program
• Onsite Subsidized Cafeteria
• Free Parking