Senior Technical Account Manager

Are you looking for an opportunity to make a difference? At Mesa Labs we’re passionate about protecting the vulnerable by enabling scientific breakthroughs, ensuring product integrity, increasing patient and worker safety, and improving quality of life around the world.

This is a remote position with the preferred location being on the East Coast.

At Mesa Labs we offer competitive wages, including potential bonus opportunities, equity awards, commission, and a comprehensive benefits package based on the position.

Base Compensation Range: $71,500 – $84,500
*In addition, you qualify for:

• Annual equity award of $10,000
• Commission target of $38,500 - $45,500

Outstanding Benefits and Perks
We are proud to offer a variety of benefits that meet the diverse needs of our employees:

• Eligible for benefits the first day of the month after you start
• Tiered Medical, Dental and Vision Insurance options, Health savings (HSA), healthcare & dependent care flexible spending (FSA) accounts
• Company paid short term and long-term disability (unless covered by a state disability plan)
• Company paid life insurance and AD&D

• Flexible Time Off Policy

• Paid sick leave of 48 hours per calendar year
• Eligible employees may receive four (4) weeks paid Care Giver leave after 1 year of service or in accordance with state leave laws
• 401(k) plan that provides a 4% Safe Harbor company match on a 4% employee contribution that begins on Day 1
• Employee Wellness and Financial Assistance Resources through Cigna and NY Life
• Nine (9) paid company holidays per year

This position supports Mesa's SDC business.  Our Sterilization and Disinfection Control division manufactures and sells biological and chemical indicators that assess the effectiveness of sterilization and disinfection processes for pharmaceutical, healthcare, and dental industries.

Job Summary

The Senior Technical Account Manager is responsible for managing, nurturing, and growing relationships with high-value and strategic clients within the life sciences sector. These clients may include large pharmaceutical companies, biotechnology firms, healthcare institutions, or research organizations. This role requires a deep understanding of client needs and the life sciences industry, along with the ability to develop and deliver tailored solutions. Drives long-term account growth, customer satisfaction, and revenue generation, while ensuring compliance with industry regulations and standards.

Duties/Responsibilities

Account Management & Relationship Building:

• Manage a portfolio of high-value, strategic accounts within the life sciences sector, including pharmaceutical, biotech, and healthcare organizations. Focus on building long-term partnerships based on trust and value.
• Collaborate with clients to understand their unique business challenges, regulatory needs, and strategic goals. Use this insight to propose solutions that address both immediate and long-term objectives.
• Leverage a deep understanding of life science products, services, and industry trends to provide consultative support to clients. Develop customized solutions that meet clients' technical, operational, and regulatory needs.
• Build and maintain strong relationships with key decision-makers and stakeholders at various levels within client organizations. Act as a trusted advisor, offering strategic insights to help clients achieve their business goals.

Revenue Growth & Account Expansion:

• Proactively identify and pursue new opportunities to expand relationships with existing key accounts. Increase revenue through upselling, cross-selling, and driving the adoption of new products or services.
• Meet or exceed annual sales targets for assigned accounts, including revenue growth and profitability goals. Take responsibility for the full sales cycle, from initial engagement through closing and post-sale support.
• Lead negotiations for long-term contracts, renewals, and pricing agreements with strategic accounts. Ensure that terms align with company goals and that both parties benefit from the arrangement.
• Provide accurate and timely sales forecasts, tracking progress toward goals and identifying potential risks. Regularly report on account health, sales performance, and key milestones to senior leadership.

Customer Success & Satisfaction:

• Ensure the highest levels of customer satisfaction by delivering exceptional service and addressing client concerns promptly. Monitor account health and take proactive steps to resolve potential issues that could affect retention.
• Address and resolve complex client issues or challenges, working closely with internal teams such as customer support, technical services, and product management to find effective solutions.
• Represent the client’s interests within the company, ensuring that products and services are tailored to meet their needs and exceed their expectations.
• Track the success of solutions implemented with clients, assessing impact and adjusting where necessary to ensure continued client satisfaction and product success.

Cross-Functional Leadership & Collaboration:

• Work closely with product management, marketing, regulatory, and customer success teams to ensure that client requirements are met and that solutions are delivered efficiently and effectively.
• Serve as a subject matter expert for clients and internal teams on life science products and services, staying up to date with new technologies, regulatory changes, and market trends.
• Provide guidance and mentorship to junior account managers and sales team members. Share best practices and help foster a collaborative team environment focused on achieving sales and customer satisfaction goals.

Market Intelligence & Competitive Analysis:

• Stay informed about industry trends, emerging technologies, and changes in regulations that may impact clients. Use this knowledge to anticipate client needs and proactively suggest solutions.
• Continuously monitor and analyze competitors’ offerings, pricing strategies, and market positioning. Use competitive intelligence to refine the company’s value propositions and ensure a competitive edge in the marketplace.
• Gather feedback from clients on products and services to share with internal teams for continuous improvement and innovation.

Sales Operations & Administration:

• Maintain accurate and up-to-date records of all client interactions, sales activities, and account information in the CRM system (e.g., Salesforce). Document the entire sales process, from lead generation to deal closure and post-sale support.
• Contribute to the development of sales strategies and account plans for key clients, aligning them with broader business objectives. Identify key drivers for success and areas for improvement.
• Ensure all account activities are in compliance with relevant regulatory requirements, including FDA, EMA, ISO, and GxP standards. Maintain high standards of ethics and integrity in all interactions with clients.

Experience/Education

• Bachelor’s degree in a life science or engineering discipline (e.g., biology, microbiology, chemistry, biomedical engineering) or closely related field; advanced degree a plus.
• 5+ years of field sales experience in life sciences, biopharma, clinical, healthcare, or other regulated markets; experience selling technical solutions preferred. 

Knowledge & Skillsets Required

• Strong ability to apply a consultative sales approach, identifying client needs and providing customized solutions that add value to the business.
• Proven success in building and maintaining long-term relationships with senior-level executives and decision-makers within large, complex organizations.
• Expertise in negotiating complex contracts, pricing, and service agreements, ensuring mutually beneficial outcomes.
• Ability to address complex client challenges, think strategically, and provide innovative solutions that drive customer satisfaction.
• Ability to work effectively with multiple internal teams, including product management, customer success, marketing, and regulatory compliance, to meet client needs and achieve company goals.
• Ability to lead, mentor, and inspire junior team members, contributing to their professional development and the success of the broader sales team.
• Excellent verbal and written communication skills, with the ability to present ideas clearly and persuasively to both internal and external stakeholders.
• Strong organizational skills and the ability to manage multiple high-priority accounts and initiatives simultaneously.
• Experience with CRM tools (e.g., Salesforce) to track opportunities, manage accounts, and report on progress.

Physical Demands:

• Sitting: Only when in the office or at home at computer.

• Standing or walking: Frequently during client’s interactions.

• Using computers: Typing and using the computer.

• Lifting: Moderate lifting, up to 15 pounds.

• Repetitive motions

Environmental Conditions:

• Workspace: Climate control (air conditioning or heating) to ensure comfort.

• Lighting: Artificial to natural lighting when traveling

• Noise Levels: May vary depending on environment.

• Ergonomics: Home setup with necessary lighting and noise control.

Mesa Labs is an Equal Employment Opportunity Employer.

Mesa Labs prohibits unlawful discrimination and harassment against applicants or employees based on age, race, sex, color, religion, creed, national origin or ancestry, disability, military status, sexual orientation, or any other status protected by applicable state or local law.  Please note that Mesa Labs conducts criminal background checks upon offer acceptance.