Our Mission: Helping Millions of Organizations Grow Better

Team Overview

Our Enterprise Sales team drives growth by connecting large organizations (500–5,000 employees) with HubSpot’s solutions. We balance transactional and complex deals, collaborating with internal teams to achieve shared goals.

In this role, you’ll get to: 

• Position the value of HubSpot’s software, focusing on companies primarily between 500-5000 employees
• Educate and guide prospects through the buyer’s journey to help them learn how HubSpot can grow their business
• Manage a pipeline of self-sourced leads to identify, engage, and develop relationships with potential buyers
• Dissect and qualify prospects’ business goals to determine if HubSpot can be a strategic investment for their business’ growth
• Close business with new and existing customers at or above quota level
• Partner with marketing and technology departments to execute sales strategy as the company introduces enhancements to existing solutions and/or releases new products
• Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future

We are looking for people who have:

• A minimum of 5 years managing full sales cycles (prospecting to close)
• A minimum of 3 years of SaaS sales experience
• Proven and consistent track record as a top producer in sales roles
• Experience delivering product demos to diverse audiences
• Experience in value-based selling (e.g., Challenger Sale)
• Commitment to achieving ambitious sales targets
• A positive outlook and hold themselves accountable to results
• A strong growth mindset and desire for continuous learning
• Resilience and adaptability

#LI-PZ1

Please note: This role is hired on an ongoing basis, and we are currently targeting start dates in Q2 2026 and beyond. If you choose to apply, your information will be reviewed by our team and we will reach out to you if your background aligns with available or future openings. 

As a Growth Specialist (Account Executive) on the Mid-Market sales team, you will identify, source and close good-fit prospects. Using strong consultative selling skills, you will balance contacting warm inbound leads and driving self-sourced leads for your pipeline, while also partnering closely with internal stakeholders to achieve team goals and work towards HubSpot’s mission.

In this role, you’ll get to:

• Position the value of HubSpot’s software and the Inbound methodology to medium-sized businesses 
• Educate and guide prospects through the buyer’s journey to help them learn how HubSpot can grow their business
• Identify and Prospect into good fit accounts that may or may not have HubSpot knowledge or experience
• Manage a pipeline of inbound and self-sourced leads to identify, engage, and develop relationships with potential buyers
• Dissect and qualify prospects’ business goals to determine if HubSpot can be a strategic investment for their business’ growth
• Close business with new and existing customers at or above quota level
• Partner with marketing and technology departments to execute sales strategy as the company introduces enhancements to existing solutions and/or releases new products
• Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future
• Work with and develop business development representatives who partner with you to also develop pipeline opportunities

We are looking for people who:

• Have extensive relevant full-cycle sales experience
• Have the desire and commitment to do what it takes to be successful in sales
• Can effectively communicate with internal teams while being remote and working autonomously
• Have a positive outlook, growth mindset and a strong ability to take responsibility for their successes and failures
• Have exceptional consultative selling and closing skills
• Demonstrate top tier organizational skills and a repeatable sales process
• Are Top Producers in their current role
• Have a sharp focus on their goals and a belief that their daily, weekly and monthly activities will help achieve them

Minimum qualifications for the Mid-Market Account Executive:

• 3+ years of relevant full-cycle sales experience
• Prospecting and closing net new business
  • Strong Hunter Mentality
• Cross-selling/up-selling to current customers
• Multi approach out-bounding methods to draw in new business

***Now accepting applications for start dates Q3 and beyond***

As a Small Business Account Executive at HubSpot, you will drive net-new logo acquisition and new revenue growth within the 1–50 employee segment. This is a high-velocity, full-cycle sales role focused primarily on self-sourced outbound prospecting and closing new business.

What You’ll Do:

• Own the full sales cycle across ~450 accounts, building and managing a pipeline that is 80–90% self-generated outbound
  
• Run multiple sales meetings per day, leading high-quality discovery and tailored demos, and closing within an average 30-day sales cycle
• Consistently close net-new revenue at or above quota

We’re Looking For:

• At least 1 year of recent experience where the majority of quota attainment came from full-cycle, net-new logo acquisition (not renewals or expansion)
• Proven success managing a primarily outbound pipeline
• A track record of consistently hitting or exceeding quota
• Strong consultative selling and closing skills
• High activity levels, resilience, coachability, and personal accountability

POS-32567

Application deadline: 5pm ET Friday 5/8

About the role

The Salesforce Competitive Expert is a senior, customer-facing specialist who owns HubSpot’s competitive strategy against Salesforce in our most complex, upmarket CRM evaluations and rip-and-replace motions. You’ll operate as a highly autonomous, intrapreneurial leader within PreSales, managing your own book of strategic deals while building the playbooks, assets, and enablement that help HubSpot systematically win more Salesforce competes and drive NNARR.

What you’ll do

• Act as the lead Salesforce competitive expert on qualified strategic deals—joining discovery, technical validation, and executive meetings to de-risk decisions and secure tech wins against Salesforce.
• Own and continuously evolve the Salesforce Competitive Playbook, codifying winning narratives, talk tracks, demo strategies, and “assertive selling” motions for Salesforce rip-and-replace and net-new CRM evaluations.
• Partner with Account Executives, core SEs, and implementation partners to design solution blueprints, migration paths, and TCO/ROI cases that build unshakable confidence in choosing HubSpot over Salesforce.
• Deliver scalable enablement for Sales, PreSales, and partners (training, battlecards, assets) that elevates our collective ability to compete and increases win rates on Salesforce deals.
• Serve as the central feedback loop from the field to Competitive Intelligence, Product, and Marketing, surfacing patterns from wins/losses and informing roadmap and GTM strategy.
• Proactively analyze pipelines to prioritize high-impact opportunities, manage your own bandwidth, and protect capacity in line with Expert Program guardrails.

What you’ll bring

• Deep Salesforce expertise (must-have): Extensive, hands-on Salesforce experience (e.g., Admin / Sales Cloud configuration, implementation, or architecture) with certified-level depth and the ability to “speak admin to admin.”
• HubSpot & operator credibility: Strong HubSpot CRM fluency plus real-world operator experience using HubSpot to drive business outcomes, enabling you to translate between both ecosystems with empathy and authority.
• Autonomy & business ownership: Proven track record of working independently, managing your own portfolio of complex deals, and building new processes/playbooks from scratch in ambiguous, high-stakes environments.
• Competitive, strategic mindset: You think several moves ahead, love deconstructing competitor strategies, and can reframe “Salesforce as the safe choice” into a compelling case for HubSpot through narrative, TCO, and technical validation.
• Executive presence & communication: Comfort engaging technical stakeholders and C‑level executives, simplifying complex concepts, and driving clear, confident decisions in the room.
• Innovative, system-builder orientation: You’re passionate about helping HubSpot win upmarket and naturally turn one-off deal work into reusable assets, frameworks, and enablement that scale across regions and specialties.

Your Impact at LILA

We’re seeking a Vice President / Head of Marketing focused on accelerating commercial growth and strategic partnerships. This role fuels pipeline, enables revenue, and increases partner-driven adoption across priority industry segments. Reporting line is flexible and can sit under our Chief Communication and works directly with the CEO/Founder, with day-to-day collaboration across Sales, Partnerships, Revenue, Product, and Scientific leadership. You will define and execute marketing motions that translate frontier science and technical capabilities into enterprise-ready programs that open doors, build trust, and close.

What You'll Be Building

Drive commercial demand and pipeline

• Build and run an integrated demand engine targeting senior scientific and business buyers (R&D leadership, innovation executives, technical decision-makers).
• Develop account-based marketing programs for enterprise and strategic accounts.
• Plan and optimize channel mix across digital, field events, executive programs, and partner-led efforts.
• Own reporting and iteration loops that connect marketing activity to pipeline outcomes.

Enable partnerships and ecosystem growth

• Create go-to-market motions with partners that generate qualified introductions and joint opportunities.
• Develop partner-facing materials, co-marketing kits, and joint event strategies.
• Identify and cultivate ecosystems that matter to LILA’s commercial expansion (scientific communities, industry networks, and mission-aligned institutions).

Build segment-specific positioning and sales enablement

• Translate LILA’s technical platform into clear, differentiated value propositions for priority verticals.
• Partner with Commercial leadership to define ICPs, buyer personas, and qualification narratives.
• Deliver sales enablement: pitch narratives, technical collateral, case studies, ROI framing, objection handling, and competitive context.
• Support longer enterprise sales cycles with the right proof points at each stage.

Produce content that supports revenue and credibility

• Develop high-leverage content (technical briefs, case studies, webinars, white papers, executive narratives).
• Package customer and partner outcomes into reusable assets that accelerate trust and decision-making.
• Ensure marketing outputs are consistent with LILA’s brand and narrative, in close coordination with Corporate Communications.

What success looks like (first 6–12 months)

• Clear commercial messaging and a repeatable set of sales assets for core segments.
• A measurable pipeline contribution engine tied to specific commercial targets.
• Partner co-marketing motions that produce qualified opportunities.
• A content and events strategy that materially improves credibility with enterprise scientific buyers.

What You’ll Need to Succeed

• 10+ years in B2B marketing, with senior leadership experience in high-consideration enterprise or technical markets.
• Track record of driving pipeline and revenue outcomes (demand gen, ABM, field marketing, partner marketing).
• Strong product/segment marketing instincts for complex technical products (AI, deep tech, SaaS, biotech, industrial tech).
• Ability to work fluently with technical teams and translate technical truth into buyer-relevant value.
• Experience building functions and operating systems from early stage to scale.
• Strong analytical and operational discipline, with comfort owning metrics and performance reviews.
• Collaborative leadership style with a high degree of ownership.

Bonus Points For

• Experience in vendor/partner ecosystems, or experience scaling marketing in AI-for-science contexts.
• Background in academic or research-domain communications, or with PhD communities.

About the Role

Iterative Health is redefining how clinical trials are conducted in IBD, and we’re looking for a commercial leader to help scale that impact. As Director of Life Sciences, you will drive the next chapter of Iterative Health’s growth in the biopharma and biotech ecosystem, owning and expanding relationships with our most important sponsors.

This is a high-visibility, client-facing role for a builder - someone who thrives on creating value in complex partnerships, influencing senior stakeholders, and driving outcomes that matter. You’ll be the connective tissue between sponsors and Iterative’s internal teams, ensuring we deliver on every commitment while shaping how we evolve our solutions to meet the future of clinical research.

This role is ideal for a relationship-driven commercial leader who thrives in high-growth environments and enjoys building deep, strategic partnerships in the life sciences space. 

Responsibilities

• Own Strategic Partnerships: Serve as the primary relationship lead for major biopharma and biotech sponsors — building trust, credibility, and alignment at senior and executive levels
• Drive Growth & Retention: Develop and execute account strategies that deepen partnerships, secure renewals, and expand engagement across studies, indications, and services
• Lead Account Strategy & Planning: Partner with cross-functional teams to forecast, analyze performance, and deliver joint business plans that unlock shared growth
• Ensure Operational Excellence: Work cross-functionally with internal teams (product, operations, clinical) on timelines, deliverables, and performance standards to consistently exceed sponsor expectations
• Shape Commercial Strategy: Translate sponsor insights into actionable recommendations that influence pricing, go-to-market approaches, and Iterative Health’s evolving value proposition
• Represent Iterative Health: Serve as a senior representative at industry conferences, sponsor forums, and advisory boards — positioning the company as a trusted, innovative partner in clinical research
• Monitor and Optimize Account Health: Track satisfaction and performance metrics to proactively address risks and surface new opportunities

What We’re Looking For

Required Qualifications

• 8–10+ years of experience in life sciences with a focus on enterprise account management, strategic partnerships and clinical trials.
• Proven success in managing and growing enterprise-level sponsor accounts in the biotech and biopharma space.
• Skilled in relationship management, executive-level communication, and strategic account planning.
• Strong track record of delivering against growth targets in a high-growth, fast-paced environment.
• Entrepreneurial mindset with a high level of ownership and accountability.
• Ability to collaborate effectively across internal functions and navigate cross-functional ambiguity.
  
  

Preferred Qualifications

• Deep understanding of the clinical trials and sponsor landscape.
• Prior managerial experience.
• Advanced degree in healthcare or business (MBA, MPH, PhD).

Company overview:

Flagship Labs 109, Inc. (FL109) is a privately held, early-stage technology company pioneering the use of artificial intelligence, physics and hardware to transform the way we see biology. FL109 was conceived by Flagship Pioneering, which brings the courage, long-term vision, and resources needed to realize unreasonable results. Become part of our mission-driven team and help envision the future of science.

About the Role

The Director of Sales will be responsible for driving customer acquisition, building strategic partnerships, and delivering revenue growth across our VaaS, SaaS, and platform offerings.

This is a hands-on leadership role for a commercially fluent structural biologist or technical sales leader who can operate as both strategist and executor. You will own a defined bookings target, lead end-to-end customer engagement, and act as the commercial “mini-CEO” for client relationships.

In addition to revenue ownership, you will shape FL109’s market development and outreach strategy, from identifying and cultivating prospective customers to leading participation in key industry events and creating high-impact content that builds awareness and engagement.

This is a builder role: best suited for a commercially fluent leader who thrives on creating structure, establishing customer relationships, and developing scalable business systems in an emerging market.

Key Responsibilities

Revenue & Commercial Ownership

• Own and exceed annual bookings and revenue targets for FL109’s commercial offerings.
• Build and manage a qualified pipeline from prospecting through close, leveraging CRM data to ensure forecast accuracy.
• Hold pricing and commercial terms authority within defined guardrails; manage forecasts and deal reviews with leadership.
• Negotiate and structure agreements that create long-term value for customers and for FL109.
• Partner with Finance and Operations to align delivery plans with revenue recognition and margin goals.
• Report regularly on pipeline health, deal progress, and revenue performance to leadership.

Customer Acquisition & Partnership Development

• Identify, engage, and nurture new customers across pharma, biotech, and the Flagship ecosystem.
• Develop tailored account strategies to expand adoption and drive repeat business.
• Build and maintain trusted executive-level relationships with customer stakeholders.
• Represent FL109 externally at key meetings, conferences, and industry events.

Market Development & Outreach

• Develop and oversee FL109’s external engagement strategy, including targeted outreach, event participation, and partnership visibility.
• Partner with leadership and external vendors to execute campaigns, manage event logistics, and track lead conversion.
• Develop and maintain a calendar of high-impact scientific and commercial events aligned with FL109’s growth priorities.
• Contribute to content creation and thought leadership efforts that build FL109’s brand presence across industry channels and social media.
• Manage a modest budget for event participation and outbound initiatives, prioritizing efforts with the highest commercial impact.

Customer Insight & Market Feedback

• Capture key learnings from customer and partner engagements to refine FL109’s value proposition and go-to-market approach.
• Collaborate with the Product and AI teams to share structured insights that inform product strategy and prioritization.
• Represent customer perspectives in internal discussions to ensure solutions align with market needs.

Commercial Infrastructure

• Partner with a part-time CRM consultant to finalize implementation, ensure data integrity, and establish effective reporting.
• Own the commercial use and adoption of the CRM system to drive visibility, forecasting accuracy, and pipeline health.
• Define and track key growth metrics and reporting cadence for leadership review.

Cross-Functional Collaboration

• Partner with the Client Project Manager to ensure seamless delivery and high customer satisfaction.
• Contribute to pricing, go-to-market, and commercial strategy discussions.
• Work within established templates and tools for contracting, security documentation, and proposal development, with support from internal and external resources as needed.
• Serve as the internal advocate for customer success and external excellence.

Qualifications

• 8+ years of experience in commercial, BD, or sales leadership within life sciences, platform technologies, or capital equipment markets.
• Proven record of achieving or exceeding multi-million-dollar sales targets in complex technical environments.
• Experience leading cross-functional commercial efforts in a matrixed organization.
• Deep understanding of cryo-EM or adjacent analytical technologies preferred.
• Experience with outreach, event strategy, and business development in scientific or technology-driven markets.
• Strong negotiation, forecasting, and strategic account planning skills.
• Excellent communication and executive-level presentation abilities.
• Builder mindset: resourceful, analytical, and comfortable with ambiguity in early-stage environments.

About Flagship

Flagship Pioneering is a bioplatform innovation company that invents and builds platform companies, each with the potential for multiple products that transform human health or sustainability. Since its launch in 2000, Flagship has originated and fostered more than 100 scientific ventures, resulting in generation of over 500 patents, initiation of over 50 clinical trials for novel therapeutic agents and an aggregate value of more than $90 billion. Many of the companies Flagship has founded have addressed humanity’s most urgent challenges: vaccinating billions of people against COVID-19, curing intractable diseases, improving human health, preempting illness, and feeding the world by improving the resiliency and sustainability of agriculture. Flagship has been recognized twice on FORTUNE’s “Change the World” list, an annual ranking of companies that have made a positive social and environmental impact through activities that are part of their core business strategies and has been twice named to Fast Company’s annual list of the World’s Most Innovative Companies. Learn more about Flagship at www.flagshippioneering.com.

Flagship Pioneering is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status.

At Flagship, we recognize there is no perfect candidate. If you have some of the experience listed above but not all, please apply anyway. Experience comes in many forms, skills are transferable, and passion goes a long way. We are dedicated to building diverse and inclusive teams and look forward to learning more about your unique background.

Recruitment & Staffing Agencies: Flagship Pioneering and its affiliated Flagship Lab companies (collectively, “FSP”) do not accept unsolicited resumes from any source other than candidates. The submission of unsolicited resumes by recruitment or staffing agencies to FSP or its employees is strictly prohibited unless contacted directly by Flagship Pioneering’s internal Talent Acquisition team. Any resume submitted by an agency in the absence of a signed agreement will automatically become the property of FSP, and FSP will not owe any referral or other fees with respect thereto.

The expected base salary range for the role is $100,000 to $140,000, with a target commission of $90,000 to $150,000, for a total on-target range of $230,000 to $290,000 OTE. Actual earnings will vary based on performance. Base salary for the role will depend on a number of factors, including a candidate’s qualifications, skills, competencies, and experience. Commission is earned based on defined performance metrics. Flagship Pioneering currently offers healthcare coverage, retirement benefits and a broad range of other benefits. Compensation and benefits information is based on Flagship Pioneering’s good faith estimate as of the date of publication and may be modified in the future.

Join Cartwheel to help tackle the student mental health crisis!

Cartwheel is an early-stage company building a new kind of mental health program for kids that puts schools at the center. We see our role as supporting school staff who see kids every single day. Instead of going around them, we collaborate with them. This means: 

• Earlier intervention
• Higher student and family engagement in care
• Better coordination among the trusted adults in a student’s life 

Kids shouldn't just aspire to get out of bed and drag themselves to class. They should be able to experience joy. They deserve to envision and build a life they’re excited to live. If you join Cartwheel, you’ll help make this vision a reality for millions of students across the country. We’re backed by top investors including A Street Ventures, Menlo Ventures, Reach Capital, General Catalyst, BoxGroup, and Able Partners, and we're looking for mission-driven teammates to join our team.

ABOUT THE ROLE

In 3 years, Cartwheel has grown to serve more than 325 school districts in 16 states, making us the nation’s largest mental health provider that collaborates with K-12 schools. With billions of dollars in new state and federal investments in youth mental health coming in 2026, we are supplementing our district-level sales motion with statewide partnerships with Governor’s offices, education departments, and health agencies.

As the Enterprise Customer Success Manager, you will be Cartwheel's primary point of contact with the state agency, responsible for turning a signed contract into a high-impact, expanding program. That means building the implementation plan, coordinating execution across Cartwheel's internal teams, keeping agency staff informed and confident, and clearing whatever is in the way of delivering exceptional impact. Throughout the contract period, you’ll partner closely with our Government Relations teams, which will own executive and legislative relationships and the contract renewal process.

Role type: W2, Full-Time, Salaried position
Salary range: $143,000 – $187,000 OTE (10% variable pay included) plus competitive equity package
Location: Remote
Target Start: June 2026

WHAT YOU'LL DO

Own the state agency relationship

• Be the primary Cartwheel contact for agency program directors, behavioral health leads, and operational staff — the people responsible for implementing the partnership. 
• Build a deep understanding of agency priorities, constraints, and decision-making so you can navigate complexity and keep things moving
• Develop and maintain a comprehensive contact map across agency implementers, influencers, and financial buyers — and build productive relationships across each layer
• Lead regular agency check-ins covering progress, milestone tracking, and issue resolution
• Navigate agency political dynamics, policy constraints, and interagency complexity
• Develop success stories as implementation matures to support renewal and expansion

Drive implementation

• Build and own the implementation plan for your state(s): What needs to happen, in what order, by when, and who is responsible
• Develop a district prioritization framework: Where to start, how to sequence expansion, how to pace growth against contract timelines
• Own and track the metrics that matter — utilization, district activation, contract milestone attainment — and surface risks early before they become problems
• Coordinate across internal Cartwheel teams to ensure we meet all of our impact goals and milestones. For example:
• Partner with the Government Relations team on renewal readiness and ensure they have an excellent value story to share with executive and legislative buyers
• Ensure district-level sellers and CSMs are effectively onboarding districts
• Coordinate with Operations to clear compliance, credentialing, and regulatory hurdles that slow implementation down

• Engage state-level professional associations (superintendent associations, state education agencies) to support district activation and strengthen Cartwheel's presence

Keep leadership and the team aligned

• Maintain clear, multi-quarter visibility into contract health and district-level risk
• Report out on contract health to Senior Leadership and share insights on how to improve our approach to state implementations, product innovation, or other key insights
• Identify expansion opportunities (new districts, expanded services, adjacent agency relationships) and surface them to Government Relations and internal teams to pursue

WHAT WE’RE LOOKING FOR

Required

• 7–10+ years in customer success, strategic account management, or a closely related post-sale role, with meaningful experience in government or public sector
• You're an exceptional communicator — able to translate operational complexity into clear reporting for agency partners and internal leadership
• You've built trusted relationships with state or government agency staff. Not just executives, but program officers and operational leads
• You've managed complex, multi-stakeholder account plans and can connect the dots between day-to-day execution and long-term contract health
• You understand the revenue implications of implementation decisions and take ownership of retention outcomes
• You can navigate political and bureaucratic dynamics without losing momentum
• You are comfortable interpreting data on your own and communicating insights
• You're highly organized and comfortable building structure in an environment that doesn't have all the answers yet

Preferred

• Experience in K–12 education, healthcare, or direct service businesses
• Familiarity with braided funding models (state contracts, Medicaid, grants, district fees)
• Background working alongside or within Government Relations or public affairs functions
• Experience with state procurement processes and compliance relevant to public sector
• Familiarity with ChurnZero, Gainsight, Salesforce, or HubSpot

Travel

This role requires regular travel — approximately 40% — to support state agency relationships, district engagement, and key implementation milestones, concentrated in your assigned state(s).

Please apply even if you don't meet all of the criteria. If your past experience doesn't perfectly match the job description, but you bring other relevant experience or skills, we'd still love to hear from you. You may be a great fit!

WHY YOU’LL LOVE CARTWHEEL

Our hope is that Cartwheel will be your best career decision! In addition to tackling one of the biggest challenges of our time, at a company well-positioned to do so, you'll have:

• Mission-oriented and inclusive colleagues who will go to bat for you
• Competitive compensation
• Generous PPO medical, vision, and dental/ortho coverage
• Life Insurance
• Generous paid time off, including company closure from Christmas-New Years (12/25-1/1)
• Paid holidays and sick leave
• Paid parental leave
• 401K with employer match
• Meaningful equity ownership stake in Cartwheel
• Flexible and remote role with regular in-person retreats
• Annual learning stipend
• Laptop 

After years of building an innovative POS platform for restaurateurs, Toast is expanding its offerings into other food and beverage concepts such as convenience stores, grocery stores, and bottle shops. This role will require a founder’s mindset as we grow Toast’s presence in this new vertical with a new offering: the Toast Retail platform. 

As a Retail Account Executive, you will be part of a founding team that is transforming the way convenience stores, grocery stores, and bottle shops operate. Using a consultative approach, you will prospect, build relationships, and sign up new accounts. By understanding their unique needs, you will develop a customized solution that helps their business thrive. We need your passion, sales expertise, and entrepreneurial spirit to help us build the Toast brand in an assigned geographic territory.

A day in the life (Responsibilities) 

• Use a consultative approach to prospect, build relationships, and sign up new convenience stores, grocery stores and bottle shops
• Generate lists of prospective convenience stores, grocery stores, and bottle shops and manage the entire sales cycle from initial call to close 
• Conduct demos and develop a solution that best meets the prospect’s needs 
• Partner with teams across the business to ensure that expectations set during the sales process are met in delivery 
• Leverage Salesforce (our CRM) to manage all sales activities 
• Understand the competitive landscape and determine how to best position Toast in the market

What you’ll need to thrive (Requirements)

• An entrepreneurial and feedback-driven mindset
• Strong communication, organizational, and presentation skills with the ability to sell and negotiate at all decision-making levels
• Proven track record of success in meeting and exceeding goals
• Ability to work in a fast-paced, entrepreneurial and team environment
• Self-motivated, creative, flexible, and willing to navigate ambiguity

Lives in or in proximity to market and willingness to travel 25% or more

What will help you stand out (Nonessential Skills/Nice to Haves)

• Retail operations experience

AI at Toast

At Toast, one of our company values is that we're hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture.

Our Total Rewards Philosophy
We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs. Learn more about our benefits at https://careers.toasttab.com/toast-benefits.

PhaseV is transforming clinical development through advanced AI and ML. With rapidly growing demand from top pharma, biotech companies, and CROs, we’re seeking a Senior Director of Business Development to help support and expand our commercial momentum as more sponsors adopt our platform to design and run smarter, faster trials. Our growth and impact have been recognized across the industry, with awards including the Biotech Breakthrough Award, TechCrunch 2025 Disruptors60, and CB Insights Digital Health 50, underscoring our innovation, real-world results, and leadership in applying AI and ML to modern clinical development.

This is a senior, externally facing role responsible for cultivating strategic partnerships, leading complex enterprise engagements, and helping shape our commercial approach as we continue to scale. You’ll work closely with the VP of Business Development and cross-functional leaders to ensure PhaseV’s technology and expertise reach the organizations driving the future of clinical innovation.

What You’ll Do

• Lead full-cycle enterprise engagements from strategic prospecting and stakeholder alignment through contracting and early client success.
  
  
• Build and deepen relationships with senior executives across pharma, biotech, and CROs.
  
  
• Collaborate cross-functionally with Product, Data Science, and medical leaders to align platform capabilities with client needs.
  
  
• Shape proposals, pricing, and contract structures; negotiate MSAs and SOWs with Procurement and Legal.
  
  
• Provide commercial counsel and mentorship to peers within the BD organization.
  
  
• Drive account growth and renewals by ensuring measurable value and high client satisfaction.
  
  

What You Bring

• 7+ years of enterprise business development or strategic partnerships experience in life-science software, data, or tech-enabled services.
  
  
• Proven record of closing $1M+ ACV deals with pharma sponsors or CROs, in a quota-carrying enterprise sales capacity.
  
  
• Strong understanding of clinical development workflows and the role of AI/ML in modern trial design.
  
  
• Excellent communicator with strong executive presence and cross-functional collaboration skills.
  
  
• Experienced in negotiating complex commercial agreements with Procurement and Legal.
  
  

Preferred:

• Established network and experience selling into pharma, biotech, and CRO spheres to accelerate engagement.
  
  
• Experience at AI/ML, RWE, or analytics-driven technology companies supporting clinical development.
  
  
• Advanced degree (MBA, PhD, or MD) valued but not required.
  
  
• Knowledge of innovative trial designs, site selection and monitoring, and translational and clinical research
  
  

What Success Looks Like

You strengthen and expand PhaseV’s growing presence across the biopharma ecosystem helping industry leaders design and execute more intelligent, efficient, and impactful clinical trials.

Additional Information

• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.
• Must be legally authorized to work in the United States. PhaseV is not able to sponsor or take over sponsorship for employment visas at this time.
• PhaseV is an Equal Opportunity Employer. We prohibit discrimination and harassment of any kind based on race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, genetic information, protected veteran status, or any other characteristic protected by federal, state, or local laws.
• PhaseV maintains a drug-free workplace and complies with ADA regulations as applicable.
• Competitive package including base salary, performance bonus, and additional earning potential for exceeding target, plus equity participation, comprehensive benefits, 401(k) match, and a flexible hybrid culture.
• Reports to VP of Business Development.

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