ABOUT ARTOS:
At Artos, we build tools that help biopharma companies create and manage their R&D documentation in a fraction of the time. If you’re looking to join a team whose mission is to fundamentally change the way that drug development gets done, we’d love to talk to you.
The Role:
We are hiring Artos’s first dedicated salesperson.
This is not a traditional Senior Account Executive role. You will not inherit a mature sales organization, established commission culture, or finished playbook. You will help build them.
The role is approximately:
- 60% selling: Own opportunities from pipeline creation through close.
- 25% system-building: Develop the sales process, messaging, qualification standards, and playbook for future hires.
- 15% pricing and strategy: Partner with the founders on pricing, packaging, segmentation, and go-to-market strategy.
We are looking for an architect-minded seller—someone who can close revenue now while building the foundation for Account Executives two, three, and four.
What You’ll Do:
- Own the full sales cycle across enterprise and mid-market life sciences accounts.
- Generate your own pipeline while working inbound and founder-generated opportunities.
- Run discovery, product evaluations, business-case development, procurement, negotiation, and close.
- Build credibility with regulatory, medical, scientific, operational, and executive stakeholders.
- Sell a new category to evidence-driven buyers who are appropriately skeptical of AI claims.
- Compete effectively against internal development and consultancy-led alternatives by communicating total cost, maintenance burden, implementation risk, and speed to value.
- Multi-thread relationships across each account so opportunities are not dependent on a single champion.
- Build and document Artos’s sales playbook, including messaging, qualification, objection handling, stage definitions, forecasting, and CRM practices.
- Help shape pricing, packaging, pilot structures, and the transition from founder-led selling to a scalable sales organization.
- Protect customer outcomes by refusing to sell commitments Artos cannot successfully deploy.
What We’re Looking For:
- Experience personally owning and closing complex enterprise deals, ideally $250,000+ in annual contract value with four- to twelve-month sales cycles.
- Experience selling a new product, category, or technical approach into a skeptical market.
- A track record of personally sourcing pipeline, not only closing opportunities generated by others.
- Experience selling into life sciences, healthcare, or another highly regulated industry.
- Credibility with scientific, regulatory, and risk-conscious buyers.
- A builder’s mindset and evidence that you have created sales processes, messaging, playbooks, or operating systems—not just followed them.
- Strong CRM discipline, honest qualification, and forecasts you can defend.
- Consultative selling skills and the ability to communicate with executives, functional leaders, technical teams, and procurement.
- Multi-threading as a natural part of how you manage accounts.
- Comfort working closely with founders in active sales opportunities.
- Willingness to remain highly hands-on rather than immediately moving into management.
Helpful, but Not Required:
- Experience selling AI, machine learning, data, or other technically complex products.
- Familiarity with regulatory operations, medical writing, clinical, quality, or submission-related workflows.
- Experience selling both enterprise and mid-market offerings.
- Experience as the first or second seller at an early-stage startup.
- Experience hiring or mentoring other sellers.
- An established network within pharmaceutical or biotechnology companies.
Why Artos:
You will have direct influence over revenue, pricing, product strategy, customer experience, and the future sales organization.
This is an opportunity to do more than carry a number. You will help define how Artos brings a new category of technology to life sciences and build the commercial foundation the company will scale from.
Other Information:
Very comfortable working in a fast-paced and intense startup environment
Willing to work in-person in our office in Mission Bay 4-5 days/week
Likes matcha KitKats, believes every LLM prompt is just Schrödinger’s cat waiting to be observed, and knows too many random facts about the Mongol postal system