Sales & Business Development
Posted on Thursday, October 26, 2023
Biobot Analytics is seeking an accomplished Sales Professional with a strong preference for candidates who embody a startup mindset. We are looking for an individual with a diverse skill set who excels in both internal and external collaboration. Our ideal candidate is adaptable and possesses problem-solving acumen, while maintaining a strong focus on execution and a drive to generate new business.
Experience in selling Data as a Service (DAAS) or Software as a Service (SAAS) to the public sector, specifically state and local government, or expertise in selling data solutions to healthcare enterprises, healthcare providers, and residential facilities (including healthcare systems, hospitals, skilled nursing facilities, long-term care facilities, military bases, universities, retirement communities, and state Department of Corrections) is highly preferred. Such experience will not only enhance your performance in this role but also expedite your onboarding and productivity.
As a valued member of our US-based Growth team, working in a remote capacity, you will have the exciting opportunity to be assigned a specific vertical and/or region within the country. Your key responsibilities will revolve around proactively identifying and cultivating opportunities, and shepherding these opportunities through the entire sales process, from initial identification to successful closure. You will benefit from dedicated support provided by our performance marketing team that will assist in lead generation, along with the post-sale customer experience team.
Essential Duties and Responsibilities:
- Market Research: Conduct comprehensive research within your designated vertical and/or region. Identify the correct contacts and multiple entry points for sales opportunities.
- Collaborative Strategy: Work closely with cross-functional teams, including Marketing and Product, to refine our ideal customer profile. This collaboration will help target and position our value proposition effectively, generating new interest in our products.
- Pipeline Development: Rapidly establish a robust pipeline of qualified opportunities. Progress these opportunities through the sales process efficiently while ensuring accurate forecasting
- Pipeline Management: Maintain a healthy and accurate pipeline, and be prepared to provide quarterly forecasts. Conduct deal-specific and account plan reviews as part of your reporting duties
- Value Proposition Presentation: Skillfully position and present our data subscriptions, including local/county-level wastewater data and national subscriptions covering respiratory illnesses (COVID, Flu, RSV). Target departments of public health, healthcare systems, hospitals, universities, retirement communities, long-term care facilities, and other relevant entities
- Wastewater Intelligence Programs: Effectively promote wastewater intelligence programs that provide real-time consumption data on high-risk substances such as fentanyl, cocaine, methamphetamine, xylazine, and an expanding list of other substances and treatment drugs (e.g., naloxone, methadone, buprenorphine)
- Account Growth: Collaborate closely with the Account Management and Customer Experience team to ensure the retention of existing accounts and explore opportunities for expanding with new products.
Education and Work Experience:
- Sales Experience: A track record of over 10 years, demonstrating successful sales of Data as a Service (DAAS) or Software as a Service (SAAS).
- Preferred Vertical Expertise: Familiarity with selling into the public sector, particularly state and local government, and/or a background in selling to healthcare enterprises, healthcare providers, and residential/congregate living facilities such as universities, long-term care, and skilled nursing facilities, is highly desirable
- RFP and Procurement Expertise: Proven experience in navigating and responding to Requests for Proposals (RFPs) and a solid understanding of complex contract and procurement processes. Familiarity with government funding mechanisms like ELC (Emerging Infections Program Epidemiology and Laboratory Capacity) funding and Opioid Abatement Funding is advantageous.
- Sector Knowledge: An excellent grasp of business, healthcare, and/or public health concepts is preferable to excel in this role.
- Formal Education: A Bachelor's Degree is a requirement for this position.
Physical Requirements and Special Demands:
- Extended Periods of Standing or Sitting: This role may require you to stand or sit for extended periods, adapting to the demands of the day.
- Effective Communication: Clear and effective communication is essential. You will be expected to speak and listen attentively during video conferencing sessions for several hours each day
- Limited Travel: Some travel is part of the role, accounting for less than 25% of your time. This may include face-to-face customer meetings and attendance at conferences.
Please see below for more information about Biobot, including our benefits overview, company background, and employment eligibility requirements.
We are unable to sponsor work visas at this time.
Additionally, we are currently only accepting applicants from the states listed below. You will be asked to confirm your location in your application to help us determine your eligibility for this position.
Alabama, Arizona, California, Colorado, Connecticut, Florida, Georgia, Louisiana, Massachusetts, Maryland, Michigan, Minnesota, Missouri, North Carolina, New Hampshire, New York, New Jersey, Ohio, Oklahoma, Oregon, Pennsylvania, Rhode Island, South Carolina, Tennessee, Texas, Virginia, Washington, Wisconsin
Free medical, dental, and vision insurance for employees and their families, including a $0 deductible medical plan. We want our employees to manage their health and that of their families without worrying about high premiums or deductibles.
Unlimited PTO with 3 week minimum. Whether it's playing MTG or D&D, singing on stage, camping, raising chickens, or anything else that inspires, we want our employees to unplug and explore their passions.
12 weeks parental leave at 100% pay. We love Biobabies and know that bonding with a new child is a critical need for employees and Biobabies alike.
3% Biobot 401k contribution. Regardless of whether our employees contribute, we contribute 3% of salaries into participating employees' 401k accounts because we want to support their long-term financial goals.
Onsite or at home, we ensure our employees' workspace is set up for success through generous home office stipend for remote employees, free parking or commuter benefits and on-site meals for lab employees.
At Biobot, we are working together to build a team environment in which everyone can thrive and is proud to belong. We are an equal opportunity employer and our goal is to be a diverse team that is representative, at all job levels, of the society we live in. We encourage applications from candidates of all identities and backgrounds, including those who are traditionally underrepresented in technology startups.
Our mission is to transform wastewater infrastructure into public health observatories.
Named as one of Fast Company’s most innovative companies in the world in 2021, Biobot Analytics is a wastewater epidemiology company and uses technology developed at MIT to measure biomarkers in sewage to better understand population health in cities. We first launched an opioid product to support government and public health officials in responding to the opioid epidemic, and in 2020 launched a Covid19 product to estimate the scope and trend of the outbreak in communities. We have operated in almost 500 communities across 43 U.S. states, generating Covid19 case estimates for over 13% of the U.S. population.
Battling the opioid epidemic and now the Covid19 pandemic is just the beginning - we’re transforming sewage into a data asset and building a public health database. Eventually, Biobot data will be an early warning system for disease outbreaks, a map of nutrition disparities, and more. Headquartered in the Boston area with an office in NYC, we aim to create the bedrock of human health infrastructure and smart cities in countries across all six continents.
Please visit our website at www.biobot.io