(Senior) Account Executive - Pharmaceutical & Biotech

Job Description

This high-performing Account Executive has experience selling enterprise SaaS solutions to pharmaceutical and biotech companies, or adjacent industries. This is a quota-carrying position focused on closing high-value contracts (£250K+) and expanding the presence of our patient engagement platform in paediatric clinical trials.

You will be responsible for driving new business growth, managing complex sales cycles, and building strategic relationships with senior stakeholders in Pharma R&D, Medical Affairs, and Clinical Operations. You will work closely with Little Journey’s Marketing, Product, and Science teams to ensure our solutions meet the evolving needs of our clients and their trials.

This role reports into the Commercial Lead.

You can be based in our HQ in Leeds, or home based in the UK. There might be occasional travel to clients and events.

Responsibilities:

• Drive new business acquisition, meeting or exceeding an annual revenue target of £1M - £1.5M+ (depending on level) in new sales, through structuring and negotiating multi-year, multi-trial contracts, ensuring long-term partnerships
• Own the full sales cycle, from prospecting (with support from marketing and BDR) to contract negotiation and closure, ensuring seamless handoff to our delivery team for implementation.
• Engage C-suite and senior decision-makers in pharmaceutical and biotech companies through a thought-leadership approach, positioning our platform as a key solution for clinical trial engagement and patient retention.
• Navigate complex, multi-stakeholder deals with R&D, clinical operations, and procurement teams in pharma and biotech.
• Manage your pipeline within HubSpot, ensuring accuracy in forecasting and deal tracking.
• Work closely with Product, Science, and Customer Success teams, ensuring client insights shape our product roadmap and evidence strategy.
• Stay informed on industry trends, regulations, and competitor positioning, adapting sales strategies accordingly.

Measuring success

Immediately:

• Onboarding including gaining a deep knowledge of Little Journey's product suite, positioning, case studies, and differentiators.
• Build strong relationships with our internal teams and our ways of working.
• Work with the wider team to identify key strategic clients and develop account plans, especially for those we are an approved vendor for.
• Build an initial opportunity pipeline (including handover of key accounts) and demonstrate ability to build connections and deliver high quality RfP responses.

6 months:

• Deliver at least £500,000 in booked revenue
• Pipeline has matured with deals across all stages of the sales funnel
• We are undergoing vendor qualification in two further key strategic customers
• Implement process to reduce sales cycle where possible.
• Implement QBRs or equivalent with key accounts
• Regularly share customer feedback and mentor junior team members to refine playbooks/templates.

12 months:

• Hit or exceed at least £1.5M revenue target through new clients and repeat sales within key acounts
• End-to-end weighted pipeline is valued at 3 x the FY2027 predicted recognised revenue
• Repeat sales with 3 pharma customers and show route to enterprise sale.

Requirements

Non-negotiable:

• 6+ years of Enterprise sales experience, with a proven track record of selling services into pharmaceutical or biotech companies, or adjacent industries.
• Demonstrable track record of closing multiple £250K+ ACV deals
• Experience managing complex sales cycles (6-12 months, engaging and influencing different senior stakeholders with different objectives
• Proficiency in HubSpot (or equivalent CRM) and structured sales methodologies (e.g., MEDDIC, SPIN, Challenger Sales).
• Strong commercial negotiation skills, able to craft strategic, high-impact deals.

Desirable, but we can support:

• Understanding of the pharma R&D lifecycle, particularly clinical trials, patient recruitment, and digital health technologies.

Behaviours and values needed

• Results driven – You take ownership and are committed no matter how hard it gets
• Consultative and intelligent – you build trust with clients, can have intelligent and insightful conversations with them and can position our solution effectively
• Collaborative – You know that nothing great is done alone, you lift your team up and they do the same for you
• Humble and low ego – You’re a nice person that people get along with easily

Benefits

• £70 - £85K base
• Commission scheme (OTE doubles base salary)
• 28 days annual leave pro-rata (plus public holidays)
• Pension match up to 6%
• £500 annual training budget
• £200 home working budget
• £50 annual wellness budget
• Flexible working within core hours

About Little Journey

Little Journey was founded in 2018 by Dr Chris Evans and Sophie Copley. As an anaesthetic doctor and father himself, Chris witnessed first-hand the distress experienced by children and families coming to hospital for surgery. Partnering with Sophie, an expert in human-centred product design, they created a prototype version of the Little Journey app to support children undergoing elective surgery.

Since then, the business has accelerated quickly, having been adopted in more than 100 healthcare organisations worldwide. We also partner with leading organisations such as LEGO and top tier pharmaceutical companies. They provide us global access to paediatric services and clinical research, helping us reach more children. We received investment from internationally leading VC funds and are using this to scale further into other markets. Our technology is already available in 16 languages and counting!

Our teams are grouped into cross functional business units including Product, Technology, Delivery, Operations, Commercial and Science departments, and we are hiring talent across all these functions to help us achieve our mission.

Diversity & Inclusion

We encourage people from all walks of life to apply and strive to eliminate unconscious bias in our recruitment process. We do not discriminate on ethnicity, religion, sexual orientation, gender identity, veteran or parental status or disability. We encourage candidates from underrepresented groups to apply. If you need adjustments made to our application process, to help accommodate any disabilities, please do let us know on maarty.ramakers@littlejourney.health