Outliers and outperformers wanted

Outliers and outperformers wanted

Uncork Capital-backed companies are building kick-ass teams in engineering, marketing, sales, operations and more.

Uncork Capital-backed companies are building kick-ass teams in engineering, marketing, sales, operations and more.

National Account Director (Pharma)



Sales & Business Development
Mountain View, CA, USA
Posted on Saturday, January 20, 2024

Company Description

DNAnexus is a leading provider of secure, scalable, and intuitive biomedical data analysis software and bioinformatics applications for the life sciences and healthcare communities. The company actively manages and supports more than 80 petabytes of complex genomic, multi-omic, and clinical datasets on behalf of a growing network of collaborations with large-scale biobanks, as well as leading pharmaceutical, clinical diagnostic, academic research, and government organizations. Over 40,000 scientists across 48 countries are now using the highly collaborative, cloud-based, end-to-end platform to gain data-driven insights that can advance scientific discovery, accelerate precision medicine, and improve patient care.

Job Description

The National Account Director - Pharma (a field-based, individual contributor role) will be responsible for sales activity related to the successful outreach, development, and closure of DNAnexus business focused on accelerating translational research involving genomic and phenotypic/clinical data within the assigned geographic territory and named accounts. Focus will be placed on generating new business while growing and maintaining existing customer accounts. Current research and development, or clinical trial knowledge and expertise are preferred.

Role Responsibilities

  • Work collaboratively with science, channels, and marketing to build, and execute, a successful business plan for your assigned territory
  • Maintain and grow the forecast projections for existing business
  • Identify and close new business opportunities in a timely manner
  • As the National Account Director, you will ensure that all of DNAnexus’ touch points and activities associated with a specific account are meeting customer expectations
  • Closely manage software trials and pilots through the establishment of mutually agreed upon success criteria that will result in a contract when successful
  • Contact via web-conference, telephone, email and in-person (*once safe/when required) current and prospective customers on a consistent and systematic basis to develop and bring to closure software license orders (net new and renewal business)
  • Engage and support channel partners at the field level
  • Coordinate attendance of current and prospective customers to web-based events and trade shows to drive knowledge, adoption and usage of the platform
  • Develop and maintain a 4x pipeline to quota of well qualified opportunities to meet and exceed all assigned business objectives and performance requirements on a quarterly and annual basis
  • Travel when necessary to develop and bring to closure business with new and existing customers
  • Demonstrate command of the DNAnexus product portfolio in-person, phone, or via web-conference


Preferred Requirements

  • Demonstrated sales and performance over achievement
  • Relevant precision medicine and/or informatics sales experience in the life sciences industry
  • Working knowledge of genomics, pharmaceutical research in general, and the analysis of sequencing data
  • Understanding of the clinical trial process along with current contacts a strong bonus
  • Sales experience and proven ability to negotiate contract terms
  • Aptitude for understanding and communicating scientific concepts, applications and methods.
  • Self-starter with a sense of urgency with regard to the handling and management of multiple sales tasks in a results oriented, technical selling environment
  • Meet and exceed assigned sales objectives & goals related to activity and opportunity development
  • Self-motivated with the ability to work independently while under guidance from manager
  • Excellent listening, written, and oral communication skills for all business levels
  • Accurate, timely, and complete data collection, entry and reporting skills
  • Working knowledge and use of Salesforce.com or related CRM, Google Workspace or Microsoft Office software suite
  • Ability to work in teams and be a team player that is driven by individual performance and contribution
  • Ability to travel up to 50% at times or as the job requires

Preferred Experience and Education

  • 5+ years direct selling experience of selling solutions into the research and discovery, and informatics domains within Life Sciences and/or Clinical Research.
  • Knowledge of the clinical trial marketplace would be beneficial
  • BA/BS in business or related degree area with experience in genetics/genomics. It would be a plus if the candidate has an advanced degree in genetics, molecular biology, or similar area of study with lab experience in genetics or equivalent experience.

Salary and Other Compensation:

The annual starting OTE is between $200,000- 300,000. Factors which may affect starting pay within this range may include geography/market, skills, education, experience and other qualifications of the successful candidate.


The Company offers the following benefits for this position, subject to applicable eligibility requirements: medical insurance, dental insurance, vision insurance, 401(k) retirement plan, life insurance, long-term disability insurance, short-term disability insurance, flexible paid time off, 12 weeks of paid parental leave, and national holidays paid.

Additional Information

Headquartered in Mountain View, California, with over 220 team members across the United States and Europe, DNAnexus is experiencing rapid growth and market adoption. With the support of leading investors including Google Ventures and Blackstone, and trusted by hundreds of the world's biomedical leaders, the company is at the innovative forefront with our precision health data cloud to drive scientific breakthroughs. If you are interested in joining our team, please apply today!