The posting
Winning the race to bring new healthcare products safely to a waiting world drives Rapid Micro Biosystems (RMB) to combine today’s innovative technologies as never before. Your career at RMB puts you at the center of diverse global teams that span robotics, AI, Machine Learning, imaging, microbiology, and more, re-shaping how urgently needed pharmaceuticals are made, tested, and released for decades to come. The sky’s the limit.
Careers at RMB are fast-moving, with the high growth you’d expect from a world leader in microbiology automation. Advancement at RMB affords an opportunity to achieve your personal goals and develop your passions, in an inclusive environment where every employee has the resources and opportunities to hone their skills. You’ll do more, learn more, and have the ability to make a profound impact on our business.
The Account Executive is a critical driver of sales revenue and growth for Rapid Micro Biosystems’ novel Growth Direct™ (GD) and automated quality control solutions. This role is responsible for developing new business and managing existing accounts within the Northeast North American territory, focusing on high value capital equipment sales and validation services for Pharmaceutical, Biologics, Medical Device, and Personal Care Products companies. The successful candidate will demonstrate proven expertise in complex, consultative sales environments and will report directly to the Director of Sales-Americas.
Key Responsibilities
Sales Activities
- Develop and execute a territory plan to achieve or exceed growth targets by selling new instruments to new and existing customers within the Northeast North American Region.
- Negotiate and close high value capital equipment (GD) sales, including follow-on services and consumables.
- Grow and manage the sales pipeline, targeting 30+ accounts, while accurately forecasting customer progress and pending POs with quarterly success.
- Provide technical expertise during the selling process to establish customer interest, qualify customers, facilitate product selection, and coordinate post-sale services.
- Proactively identify and qualify new business opportunities through research, networking, and outreach to expand the customer base within the Northeast North American Region.
- Develop and execute strategies to penetrate new markets and increase the adoption of Growth Direct™ and automated quality control solutions across target industries.
Customer Engagement
- Develop and maintain relationships with customers to support their adoption of GD technology, driving add-on sales at current sites and throughout customer networks.
- Build relationships with key opinion leaders within the region and ensure they are knowledgeable about the technology.
- Sell to multiple stakeholders (up to 12) with varying interests and objectives inside the QC lab, Manufacturing/Operations, and executive suite to build executive sponsors.
Internal Collaboration
- Coordinate with Support teams (Applications, Validation, Services) to support pre-sales and post-sales activities.
- Collaborate extensively with other team members, validation and service teams, and internal stakeholders.
Administrative Duties
- Participate in regular forecasting meetings, maintain accurate Salesforce pipeline and activity logs, conduct 1:1 calls with leadership, join team pipeline calls, and manage monthly expenses.
Required Qualifications
- Minimum 5 years of documented success in high value capital sales (capital equipment), ideally in life sciences, pharmaceutical, medical device, or regulated industries. Experience must include closing complex deals with long sales cycles (6–18 months) and managing large pipelines of high-value opportunities.
- Experience selling into highly regulated, GMP environments.
- Proficiency in Salesforce or similar CRM platforms.
- BS/BA degree in a science field or equivalent experience in life sciences preferred; MBA, MSc, or advanced degree also preferred.
- Candidates without demonstrated high value capital sales experience will not be considered.
- Knowledge of industrial microbiology lab (QC) environment while selling capital equipment and pull-through disposables is a plus.
Competencies
- Lead/manage relationships to achieve sales goals and long-term product placement.
- Possess or develop clinical/technical knowledge and become a technical expert in the industry.
- Sell as a consultant, relaying market trends and overcoming complex workflow challenges for customers.
- Communicate effectively, clearly articulating key selling messages and value propositions to all stakeholders.
- Manage complex projects, prioritize competing requests, and accomplish goals.
- Identify, evaluate, and implement opportunities for improvement.
- Understand financial ROI models and position ROI data effectively in the sales cycle.
- Outstanding presentation skills and ability to deliver compelling sales messages.
- Self-awareness, EQ, and IQ with a track record of success in complex capital sales environments.
- Understand market and client dynamics; create winning strategies and tactics to increase exposure for Growth Direct™ in target accounts and customer networks.
- Work closely with peers who may also be calling on the same customer targets in different geographies.
Travel Requirements
- Up to 50% travel required to client site locations weekly. Quarterly to bi-annual travel to the Boston area for internal sales meetings and tradeshows.
Rapid Micro Biosystems is proud to offer a competitive total compensation package designed to attract, inspire and retain the best talent in our industry. In addition to base pay, our full-time regular employees are eligible for an attractive benefits package, cash incentive opportunities, and an equity grant.
The base salary hiring range for this position is $113,700-$151,700
Starting salaries are determined based on skills, experience, budget and other job-related factors. More information about our total compensation package will be shared with candidates during the recruitment process.
ABOUT RAPID MICRO BIOSYSTEMS:
Rapid Micro Biosystems creates, sells, validates, and services innovative products for fast, accurate, and efficient detection of microbial contamination in the manufacture of pharmaceuticals, biologics, biotechnology products, medical devices, and personal care products.
The company’s Growth Direct™—the first and only growth-based system to automate rapid compendial QC Micro testing—ensures data integrity, compliance, and operational efficiencies driven by rapid methods and automation.
Rapid Micro Biosystems is dedicated to providing groundbreaking technology and products to support companies in their journey to achieve greater reliability, efficiency, and better predictability, ultimately providing higher quality products for improved patient outcomes.
Rapid Micro Biosystems is headquartered in Lexington, Massachusetts. Our research & development, and manufacturing operations are located in Lowell, Massachusetts. Additionally, we maintain field offices in Freising, Germany; Switzerland, and Singapore.
Equal Opportunity:
Rapid Micro Biosystems is committed to the principle of equal employment opportunity. Applicants for employment and employees are reviewed on their individual qualifications for a position. Under no circumstances will Rapid Micro Biosystems discriminate against qualified persons on the basis of race, color, religious creed, retaliation, national origin, ancestry, sexual orientation, gender identity, disability, mental illness, genetics, choice of health insurance, marital status, age, veteran status, or any other basis prohibited under applicable law.
