Strategic Account Manager, Contract Services (CRO & CDMO) - Sapio Sciences

About Sapio Sciences

Sapio Sciences is on a mission to accelerate scientific drug discovery and high-throughput clinical and diagnostics for our clients and partners. The Sapio team consists of expert and highly collaborative scientists, software developers, and professionals passionate about providing a best-in-class lab informatics platform and industry-specific solutions.

Sapio is one of the few software providers to offer a truly unified and highly configurable lab informatics platform and a broad suite of purpose-built solutions. The Sapio platform makes it easy for scientists, laboratory, and bio/informatics professionals to streamline and manage their end-to-end laboratory operations, from instrument data integration to workflow and experiment setup to sample and materials management, data management, and scientific data analysis and reporting.

About The Role

Contract research and manufacturing organizations run on data, and many still rely on tools that slow them down. As a Strategic Account Manager at Sapio, you’ll help CROs and CDMOs, along with pharma and biotech companies, change that.

You’ll lead long-term partnerships with these organizations. That means learning how each one operates, finding its biggest business problems, and showing how Sapio’s lab informatics platform solves them. You’ll own the full cycle, from first outreach through closing deals and growing accounts. You’ll work closely with Marketing, Solutions Consulting and Customer Success along the way.

What You’ll Do

• Win new business and grow existing accounts by selling Sapio software and professional services to your assigned prospects and customers
• Meet and exceed your sales targets, and forecast your pipeline accurately
• Sell consultatively: get to know each customer’s goals, then recommend the right mix of Sapio products, configurations and services
• Build account and opportunity plans that bring Sapio’s teams together, from outbound campaigns through to closing
• Run discovery meetings and deliver compelling presentations and demos
• Represent your customers inside Sapio, making sure their needs shape our solutions
• Lead timely, high-quality proposals and quotes
• Partner with Customer Success to turn new customers into lasting relationships
• Help shape how Sapio positions itself in the contract services market, drawing on what you learn from customers
• Support lead generation through campaigns, events, territory planning and direct outreach
• Keep our CRM up to date with your activity, pipeline and account status

What You Bring

• 5+ years of enterprise software sales in life sciences, with a track record of hitting quota
• Hands-on experience selling to CROs, CDMOs or pharma, including a solid understanding of how contract service providers operate, what drives their business and what technology they need
• A consultative selling style and a talent for building trusted, senior-level relationships
• Strong presentation, writing and communication skills
• The discipline to manage your own time and priorities while working remotely
• A proactive, team-first approach and comfort working with minimal direction
• Experience using a CRM and following a structured sales process
• Willingness to travel to customer sites, both regionally and internationally, as needed
• Based on the East Coast of the United States (required)

Nice to Have

• Experience selling LIMS or ELN solutions
• Scientific knowledge across discovery, research, development, clinical or manufacturing
• An existing network in the CRO/CDMO industry and familiarity with contract services workflows and data needs
• Understanding of the different CRO and CDMO segments (e.g., preclinical/toxicology, bioanalytical, central labs, bioprocessing, fill-finish) and how their buying processes differ
• Experience building business cases or using value-engineering frameworks for enterprise software
• Knowledge of the competitive landscape and Sapio’s differentiators
• Curiosity about how AI is changing the lab, and experience using AI tools to work smarter

Compensation & Work Environment

• Base Salary: $150,000–$170,000
• Variable Compensation: 50/50 base-to-variable split, for on-target earnings (OTE) of about $320,000
• Location: Remote (based on the East Coast of the United States)