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As a Founding Account Executive, you will sell cleanroom testing and lab equipment maintenance services directly to pharmaceutical manufacturers, hospital networks, aerospace facilities, and semiconductor manufacturers across the United States. You will be selling primarily to facility managers, compliance officers, operations directors, and procurement leads at regulated end-user facilities. You will inherit a healthy inbound lead flow from day one, built by the VP of Sales, while simultaneously standing up your own outbound prospecting engine. This is a newly created position reporting directly to the VP of Sales. The base salary is $125,000 USD, plus uncapped commission.

COMPENSATION & BENEFITS

• • $125,000 USD base salary
• • Year 1 OTE: $250,000 USD
• • Uncapped commission
• • 401(k) with company matching
• • Company-paid health benefits
• • Stock options available
• • Unlimited vacation

THE COMPANY & CULTURE

Our client was founded approximately 45 years ago and is a privately held, partnership-owned facility services firm currently experiencing rapid expansion, with annual revenue growth exceeding 200%. Headquartered in Plymouth, Minnesota, they specialize in cleanroom testing and lab equipment maintenance for scientifically regulated environments. Their services are regulation-mandated — clients operating in pharmaceutical manufacturing, medical device production, sterile compounding, hospital networks, aerospace, and semiconductor manufacturing are required by regulation to purchase these services; the sales challenge is not creating demand, but winning the business. The company carries a 40% win rate, which validates the strength of their delivery and brand. Key clients include major pharmaceutical manufacturers. The culture is high-performance, metrics-driven, and accountability-focused. The AE must be self-sufficient and able to build their own processes without relying on a dedicated marketing team or SDR support.

OFFICE LOCATION & SALES TERRITORY

• • Head office: Plymouth, Minnesota
• • Work arrangement: Fully remote — work from home
• • Sales territory: United States — national coverage, no geographic restrictions
• • Open to all US time zones
• • Day-to-day selling is conducted by phone and Zoom — no regular on-site client visits required
• • Overnight travel: None required
• • Hours: Monday to Friday, 40 hours per week

EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS

• • 3–8 years of B2B sales experience required
• • Demonstrated track record of top 10–20% performance within a structured sales organization of 10 or more reps — must be able to clearly articulate quota, attainment percentage, and ranking versus peers
• • Demonstrated ability to manage both SMB/mid-market and enterprise-level deals — either within one role or across sequential positions (e.g., a mid-market AE who was promoted into an enterprise role)
• • Demonstrated success in high-volume outbound prospecting environments; must be comfortable generating their own pipeline without relying on an SDR team or marketing-supplied leads
• • Experience building a pipeline from scratch — new territory, new product, or new market
• • Startup or early-stage company experience is strongly preferred — candidates who have built their own outreach sequences, call lists, and campaign materials without dedicated marketing support will have a significant advantage
• • Inside sales or phone-based selling experience strongly preferred
• • Comfortable operating fully remotely and independently with minimal oversight
• • Industry experience is not required — the company provides full product training in 2–3 weeks

TECHNICAL SKILLS

• • HubSpot CRM — Basic to Intermediate (asset)
• • Microsoft Office — Basic (Word, Excel, PowerPoint)
• • Online video conferencing tools — Basic (Zoom or equivalent)

THE PRODUCT / SERVICE / SOLUTION

• • Cleanroom testing services for regulated environments
• • Lab equipment maintenance services
• • Services are sold directly to regulated end-user facilities — not through contractors or channel partners

PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)

• • Pharmaceutical manufacturers
• • Hospital networks and health systems
• • Aerospace and defence facilities
• • Semiconductor manufacturers
• • Medical device manufacturers
• • Sterile compounding pharmacies
• • Primary decision-makers: facility managers, compliance officers, operations and quality directors, and procurement leads
• • Customer companies range from mid-market to enterprise scale across regulated industries

SALES CYCLE / ORDER VALUE / ACCOUNT SIZE

• • Average sales cycle: 1–3 months
• • High-velocity deal flow across multiple concurrent opportunities at different stages — ranging from SMB and mid-market accounts to enterprise-level engagements
• • Clients are regulation-mandated buyers — demand is established; the sales focus is execution, positioning, and relationship-building

COMPETITIVE ADVANTAGES

• • Regulation-mandated service — clients must buy; the AE is competing for the business, not creating the need
• • 40% win rate — strong market validation of service delivery and brand reputation
• • Established relationships with major pharmaceutical clients
• • Healthy inbound lead flow from day one — the VP of Sales has built a warm pipeline the AE will inherit and convert immediately
• • 45 years of operating history combined with 200%+ annual revenue growth
• • Founding role with full territory ownership and direct influence on sales strategy

TYPICAL DAY & DUTIES

• • 75% Inbound pipeline management and conversion (Year 1)
• • 25% New outbound business development — standing up the company’s outbound prospecting function from scratch (Year 1)
• • In Year 2, inbound percentage decreases, and account management of closed accounts increases
• On a typical day, you will be managing and converting warm inbound inquiries from regulated end-user facilities, making outbound calls and sending prospecting emails to new target accounts, building your own outreach sequences and call lists, logging all activity in HubSpot CRM, and collaborating with the VP of Sales on discovery calls and pipeline strategy.

LEADS

• • 75% warm inbound leads — an existing inbound pipeline built by the VP of Sales; the AE takes ownership of this flow from day one
• • 25% self-generated outbound — the AE will prospect independently into new hospital networks, pharma manufacturers, aerospace facilities, and semiconductor accounts
• • No SDR team or dedicated marketing support is available; the AE is expected to build their own outreach infrastructure

OVERNIGHT TRAVEL

• • None required — 0% overnight travel
• • All selling is conducted by phone and Zoom

SUPPORT & TRAINING

• • Full product and service training provided — no industry background required
• • Product training completed within approximately 2–3 weeks of start date
• • Direct coaching and collaboration with the VP of Sales, who has prior startup founding AE experience
• • The AE will co-build the sales playbook alongside leadership — there is no pre-built process to follow; this is an opportunity to shape the function

WHY YOU SHOULD APPLY

• • High earning potential — $250,000 OTE with uncapped commission and a clear path to $300,000 or more for top performers
• • Regulation-mandated service with strong, proven demand — clients must buy, you choose who wins the business
• • Founding role with full national territory ownership and direct access to leadership
• • Opportunity to build the outbound sales function from the ground up and leave a lasting impact on the company’s growth trajectory

Equal Opportunity Employer

Just Sales Jobs and our clients are equal opportunity employers. We do not discriminate. All candidates are evaluated solely on performance merit and organizational fit.

Not the Right Fit? We May Have Other Roles for You.

If this particular role isn’t the right match, we encourage you to browse our other open positions at https://justsalesjobs.ca/jobs-opening/ and apply for any that interest you. Our recruiters review every resume we receive — and if we have another role that could be a great fit for your background, we will reach out to you directly.

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