Enterprise Account Executive - Life Sciences

Basetwo · Remote · US

Base: Not disclosed
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 8d ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 1h agoon Basetwo's careers page

Apply on Basetwo →

The job

What you'd do: Find and win new customers at big US drug makers, selling AI tools to their product development and manufacturing teams. You'll build most of your own prospect list, and travel up to 25%, mostly within the US.
Who you'd sell to: Pharma product development and MSAT teams · Pharmaceutical manufacturing · big companiesIn their words: “Own new business acquisition in the US pharmaceutical sector, targeting Product Development (PD),and Manufacturing, Science & Technology (MSAT).”
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Pipeline: Mostly self-sourced. Great if you like outbound, rough if you don't.
Time on market: Open 7 days.
Company hiring: 2 sales roles open, hiring at a steady pace.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
5.
What are the base and the OTE for this role?
No point investing hours before you know the number.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Going for your first AE role? Get the free interview kit → 24 questions, what good and bad answers sound like, and an offer comparison sheet.

Got an offer from Basetwo? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

About Basetwo Basetwo is a fast-growing Toronto-based AI startup transforming pharmaceutical manufacturing. Our platform empowers enterprise pharma companies to accelerate innovation, optimize operations, and make manufacturing smarter and more resilient. Backed by top-tier investors from Boston, New York, and the Bay Area, we work with some of the largest pharmaceutical manufacturers in North America, providing their teams with next-generation AI tools to improve efficiency, reduce costs, and minimize cycle time. Role Overview We’re seeking a founding Life Sciences Enterprise Account Executive to focus exclusively on the pharmaceutical sector in the US. This is a highly visible role collaborating directly with the founding team, offering the opportunity to shape our go-to-market strategy and build strong, executive-level relationships at top pharma companies. You will own end-to-end enterprise sales – from prospecting and building your pipeline to closing multi-year contracts with high-value accounts. This role combines strategic thinking, relationship-building, and hands-on execution. What You’ll Do - Own new business acquisition in the US pharmaceutical sector, targeting Product Development (PD),and Manufacturing, Science & Technology (MSAT). - Build a robust pipeline of net-new enterprise pharma accounts, leveraging research, referrals, and marketing support. - Conduct discovery calls, demos, and executive presentations, tailoring solutions to client needs. - Work closely with the founding team to develop accurate sales forecasts and identify opportunities for revenue growth. - Travel as needed (up to 25%), primarily within the US, with occasional Europe trips for strategic accounts. - Attend conferences, webinars, and industry events to build Basetwo’s market presence. - Partner with Sales Engineers and marketing to support pilots, POCs, and campaigns. - Maintain accurate records in Hubspot or other CRM tools; regularly report on pipeline and performance. What Success Looks Like (First 90 Days) - Established pipeline in target US pharma accounts - Completed discovery meetings with key PD/Mfg stakeholders - Closed first opportunity or advanced multiple deals to proposal/contracting stage - Delivered clear insights on target territories, accounts, and buyer personas to inform go-to-market strategy Requirements Must-Have Skills & Experience - Proven enterprise SaaS sales experience in pharma, ideally selling into PD, Manufacturing, or R&D teams - Strong track record of building and maintaining executive-level relationships - Experience managing long sales cycles and large ACV deals - Excellent presentation, negotiation, and written communication skills - Comfort working in a fast-growing, high-impact startup environment - Willingness to travel up to 25% (US-focused with potential travel to Europe) Nice-to-Have - Background at pharma software or adjacent vendors - Experience running pilots, POCs, or land-and-expand motions - Familiarity with AI-driven software solutions for manufacturing or R&D Benefits Why Join Basetwo - Be a founding AE shaping Basetwo’s enterprise go-to-market strategy in pharma - Close high-impact deals with top-tier pharmaceutical companies - Work directly with the founders, gaining visibility and influence across the company - Competitive compensation with performance-based upside - Opportunity for equity and long-term growth

Apply →