Staff / Senior Applied Scientist, GenAI & ML Systems

Location: Wilmington, MA (US) - Fulltime Onsite 

About the Role

We are hiring a Staff / Senior Applied Scientist to lead the design and deployment of production-grade GenAI and ML systems with a strong emphasis on being hands-on. You will personally build, iterate, and ship systems focused on LLM/SLM optimization for agentic, multi-agent architectures in cloud environments.

This role is ideal for someone with deep expertise in one or more areas of LLM/SLM optimization for agent-based systems, and hands-on experience in designing, implementing, and operating large-scale multi-agent systems in the cloud.

Key Responsibilities

• Hands-on ownership of building and shipping multi-agent systems (planner/executor, tool-using agents, supervisor patterns, routing, role-based agents) from prototype to production.

• Write production-quality code for agent orchestration, tool integration, memory/state design, and context management.

• Lead context engineering strategies for multi-agent coordination: prompt design, state persistence, agent handoffs, grounding, constraints, and safety controls.

• Hands-on fine-tune and deploy SLM models for production usage: dataset creation, training workflows, evaluation, and inference serving.

• Build Advanced RAG pipelines end-to-end, including semantic search, embeddings, hybrid retrieval, and cross-encoder reranking.

• Implement evaluation frameworks for multi-agent systems covering quality, latency, cost, robustness, and failure mode detection.

• Collaborate with platform and product engineering to ensure solutions are cloud-native, secure, observable, and scalable (monitoring, logging, CI/CD).

• Optimize for cost and latency via model routing, caching, compression strategies, and inference efficiency improvements.

• Mentor peers through code reviews, architecture sessions, and hands-on technical leadership.

Required Knowledge & Experience

• Context engineering for complex multi-agent systems
  (prompt orchestration, tool calling, memory/state design, routing, constraint handling)

• Fine-tuning of SLMs and delivering them to production
  (training strategies, validation, deployment, monitoring, rollback readiness)

• Experience with Advanced RAG, semantic search, embeddings, and cross-encoders
  (retrieval tuning, chunking strategies, query rewriting/planning, reranking)

• Ability to translate ambiguous requirements into concrete architectures, metrics, and deliverables

• Hands-on inference optimization experience: quantization, distillation, batching, caching, model routing, speculative decoding

• Experience building retrieval systems at scale using vector DBs and search stacks

• Comfort working across the full lifecycle: research → prototype → A/B test → production hardening

Preferred Qualifications

• Familiarity with enterprise constraints: privacy, security, data governance, permissions, auditability

• Experience designing and running GenAI observability: traces, prompt/versioning, tool call logging, feedback loops

• Strong ability to implement production-quality systems in Python (and/or adjacent backend languages)

• Proven experience deploying GenAI/ML systems in cloud environments (AWS/Azure/GCP)

• Experience with scalable inference and service operations: containers, APIs, observability, reliability practices

• MS/PhD in CS/ML/NLP/Stats (or equivalent applied experience building production systems)

Role Overview

The Account Manager is responsible for owning, retaining, and expanding a portfolio of TraceLink Enterprise customers within an assigned territory. This role is accountable for driving net revenue growth through renewals, upsell, and expansion by executing TraceLink’s enterprise sales methodology, value framework, and defined sales process.

You will operate as a trusted advisor to C‑suite and senior business leaders, aligning customer strategic priorities to TraceLink’s solutions and differentiated value. Success in this role requires strong account planning, disciplined opportunity management, and close collaboration with Marketing, Business Development (ISR), and Solutions Consulting.

Responsibilities:

Account Ownership & Growth Strategy

• Own a defined portfolio of Enterprise accounts with full accountability for retention, expansion, and revenue growth

• Develop and execute account‑level growth strategies aligned with customer business objectives, TraceLink’s value framework, and regional sales priorities

• Build and maintain trusted executive relationships with economic buyers, decision‑makers, and key influencers

• Act as the primary point of contact and quarterback for the customer relationship

Sales Methodology & Process Execution

• Lead opportunities through TraceLink’s end‑to‑end enterprise sales process, from discovery to close

• Conduct customer‑centric discovery to identify business problems, value drivers, and success criteria

• Translate customer needs into clear value‑based proposals tied to measurable outcomes

• Partner with Solutions Consultants to deliver compelling value‑led demonstrations and presentations

• Drive effective deal qualification, opportunity progression, forecasting, and close plans

Renewals, Expansion & Retention

• Proactively manage renewals and contract extensions, ensuring high retention rates

• Identify and execute upsell and cross‑sell opportunities within existing accounts

• Address customer risks, requests, and escalations in partnership with Customer Success and Support

• Ensure customers realize and articulate ongoing value from TraceLink solutions

Demand Generation & Pipeline Management

• Create and execute a Demand Generation plan for your account base in collaboration with SDRs and Marketing

• Actively participate in and lead targeted outbound and inbound demand generation activities

• Maintain a healthy, well‑qualified pipeline aligned to quarterly and annual revenue targets

• Accurately manage and document pipeline, opportunities, and forecasts in Salesforce

Collaboration & Feedback Loop

• Work cross‑functionally with Sales, Marketing, SDRs, Solutions Consulting, and Customer Success

• Share customer insights, market feedback, and competitive intelligence with internal stakeholders

• Contribute to continuous improvement of TraceLink’s sales strategy and execution

What Success Looks Like

• Consistent achievement (or overachievement) of quarterly and annual revenue targets

• High customer retention and expansion rates

• Strong forecast accuracy and pipeline hygiene

• Clear evidence of value‑based selling and executive‑level engagement

• Trusted internal collaborator and external customer partner

Qualifications

Experience & Skills

• 4-6+ years of B2B sales experience, preferably in Enterprise SaaS or Cloud software

• Proven success managing complex, multi‑stakeholder sales cycles

• Demonstrated experience executing a structured sales methodology across the full sales lifecycle

• Strong ability to conduct value‑based discovery, handle objections, and close enterprise deals

• Experience owning renewals and expansion within existing customer accounts

• Proficiency with CRM tools such as Salesforce

• This is an on-site role based in Wilmington, MA headquarters

Business & Communication

• Strong business acumen with the ability to engage credibly at executive level

• Excellent verbal, written, and presentation skills

Attributes

• Highly proactive, self‑driven, and results‑oriented

• Comfortable working autonomously within a fast‑paced, evolving environment

• Team‑oriented mindset with strong collaboration skills

• Customer‑first mentality with a focus on long‑term value creation

Position Overview

The Director of Account Executives, US will lead and scale a high‑performing team of Account Executives responsible for driving new logo acquisition as well as net revenue retention and expansion across TraceLink’s US customer base. This role is dual focused on landing new logo prospects as customers, and also deepening customer value through multi‑product adoption, renewals, and strategic expansion, with an emphasis on TraceLink’s rapidly evolving supply chain platform.

Reporting to the VP of US Sales, you will play a critical leadership role on go‑to‑market strategy, aligning closely with Product, Marketing, Customer Success, and Sales Operations to ensure customers realize measurable business outcomes from TraceLink’s solutions. As TraceLink continues to expand beyond Track & Trace into broader digital supply chain, network, and analytics capabilities, this role requires a strategic, adaptable leader with a strong growth mindset and experience selling platform‑based SaaS solutions.

Key Responsibilities

• Lead, coach, and develop a team of 6–8 Account Executives focused on either new logo acquisition or renewals, expansion, and cross‑sell/up‑sell within Enterprise & Mid‑Market.

• Own and execute the US account expansion strategy, driving increased adoption of TraceLink’s platform across multiple products and use cases.

• Partner closely with Product, Product Marketing, and Customer Success to translate product innovation into compelling customer value propositions.

• Establish executive‑level relationships within customer and prospect organizations, positioning TraceLink as a strategic supply chain partner, not just a point solution.

• Ensure disciplined account planning, including whitespace analysis, value hypothesis development, and multi‑year growth plans for top accounts.

• Drive accurate forecasting, pipeline management, and QBR execution, with clear visibility into new logo acquisition, renewal and expansion health.

• Support complex sales cycles including RFPs, renewals, platform expansions, and enterprise negotiations.

• Enable the team to sell outcomes and ROI, particularly around supply chain digitalization, network‑based solutions, compliance, and predictive insights.

• Represent TraceLink at industry events, customer meetings, and executive briefings to reinforce thought leadership and customer trust.

• Build and sustain a high‑performance, inclusive team culture that prioritizes accountability, learning, and professional growth.

• Continuously refine sales processes and methodologies to support product‑led growth and evolving GTM motions.

Skills and Qualifications

• 10+ years of experience in enterprise software or SaaS sales, with a strong emphasis on account management, expansion, and renewals.

• 3+ years of sales leadership experience, managing and developing quota‑carrying Account Executives.

• Proven success driving new logo acquisition, net revenue retention and multi‑product expansion within an existing customer base.

• Experience selling platform or portfolio‑based solutions in complex industries.

• Strong executive presence with the ability to communicate complex technical and business concepts to C‑suite, Supply Chain, IT, Compliance, Finance, and Procurement leaders.

• Highly analytical and strategic, with the ability to navigate ambiguity and unblock both customer and internal challenges.

• Excellent written and verbal communication skills, including executive presentations, RFP responses, and internal alignment documents.

• Comfortable operating autonomously while balancing multiple priorities in a fast‑evolving environment.

• Willingness and ability to travel as needed (primarily US‑based).

• In‑office position required.

• Bachelor’s degree or equivalent practical experience.

Senior Sales Executive - MINT

Company overview:

TraceLink’s software solutions and Opus Platform help the pharmaceutical industry digitize their supply chain and enable greater compliance, visibility, and decision making. It reduces disruption to the supply of medicines to patients who need them, anywhere in the world.

Founded in 2009 with the simple mission of protecting patients, today Tracelink has 8 offices, over 800 employees and more than 1300 customers in over 60 countries around the world. Our expanding product suite continues to protect patients and now also enhances multi-enterprise collaboration through innovative new applications such as MINT.

Tracelink is recognized as an industry leader by Gartner and IDC, and for having a great company culture by Comparably.

As part of Tracelink's North America Sales Team, you will be responsible for selling our MINT solution.

Responsibilities

• Aggressively engage with multiple contacts (from the shop floor to the C-Suite) and network with strategic prospects via telephone, email, web, and in-person meetings to educate and drive them through a value-driven sales process.

• Collaborate with the sales team, sales management, and executive management to define sales strategies and account plans.

• Execute customer-centric meetings, presentations, and product demonstrations, virtually and in person, with key decision-makers and influencers.

• Develop high-impact proposals with Solution Consulting partners that articulate TraceLink’s differentiated solution, market leadership, and unique value as a partner.

• Manage and support all aspects of the close process.

• Build and execute a sales plan to achieve revenue targets quarterly and annually.

• Manage and document the sales pipeline, including forecasts, prospect details, current opportunities, and future planned activities.

• Work collaboratively with other team members to share information, expertise, and market feedback.

• Work with the A&C leadership to develop and nurture partner relationships, facilitating and fostering stronger sales engagements with prospects and allowing scale at pace.

• Curate value engineering exercises align with the customer’s "north star" narrative, articulating TraceLink's business value in the customer's language.

• Facilitate/lay the foundations for six-digit enterprise ARR transactions.

Qualifications

• 6-10 years of experience with enterprise solution selling, including iPaaS, Integration Solutions, ERP, WMS, MRP, or other related software.

• Previous sales experience in a SaaS and/or Cloud software environment.

• Experience selling supply chain management solutions is advantagous.

• Experience selling in one of the following areas is highly beneficial: pharma/life sciences, healthcare, contract manufacturing, or supply chain.

• Outstanding verbal, written, organizational, and interpersonal skills.

• Sales experience in, or in-depth knowledge of, enterprise software and services.

• Ability to work both independently and as part of the TraceLink team.

• Demonstrated understanding of and success in the sales lifecycle: prospecting, qualifying, overcoming objections, and closing sales.