Note: The job is a remote job and is open to candidates in USA. RegASK is the Agentic AI Regulatory Operating System for life sciences and consumer products companies. They are seeking a Founding Junior Account Executive who will manage a defined book of target accounts, overseeing the full sales cycle from prospecting to closing deals in regulatory affairs and compliance sectors.
Responsibilities
- Pipeline: Own a defined book of target accounts and a pipeline target. Hit it
- Full-Cycle Sales: Prospect, discover, demo, negotiate, and close. You own every stage
- Outbound Engine: Build pipeline through AI-augmented outbound (email, LinkedIn, phone, video) on accounts where the GTM Engineer surfaces strong intent signals
- Inbound Conversion: Qualify and convert inbound leads from website, events, content, and paid channels
- Discovery: Run consultative discovery with senior regulatory, quality, and compliance leaders. Understand their compliance pain, map it to our platform, and articulate ROI clearly
- Demo: Lead live product demos. Sales engineering supports on the complex ones
- Deal Navigation: Drive multi-stakeholder buying committees across regulatory, IT, procurement, and legal to closed-won
- CRM Hygiene: Maintain Salesforce as your source of truth. Every account, contact, activity, opportunity, and stage logged accurately
- Coaching: Leverage tools for call review and self-coaching. Contribute to peer development
- GTM Partnership: Work closely with the GTM Engineer to test new signals, plays, and sequences. Feed insights back into the engine
- Playbook: Help define the mid-market playbook: ICP refinement, qualification criteria, demo flow, objection handling, and pricing patterns that future AE hires will inherit
Skills
- 2–4 years of B2B SaaS sales experience, with at least 12 months of closing experience as a full-cycle AE, AE Apprentice, or SDR-promoted-to-AE
- Proven history of hitting and beating pipeline and revenue targets
- You can run a discovery call that surfaces real pain, not a feature demo. You can read a buying committee, adapt your approach, and know when to push and when to wait
- Hands-on with Salesforce, Gong Engage / Outreach / Salesloft, LinkedIn Sales Navigator, Apollo, or ZoomInfo. You can build a list, enrich it, sequence it, demo on Zoom, log it in CRM, and analyse it in Gong without needing a manual
- You use Claude, ChatGPT, or equivalent daily as a force multiplier: account research, call prep, follow-up drafting, proposal generation, and competitive intel. You can write a prompt that gets a useful answer, spot when output is wrong, and build small AI-powered workflows that save you hours per week
- You can write an outbound email that does not sound like a template and does not sound like AI wrote it either. You can write a proposal that gets signed
- Comfortable selling to lawyers, scientists, and regulatory professionals across multi-stakeholder committees involving regulatory, IT, procurement, and legal
- You do not need a science degree, but you genuinely want to understand what our customers do. A motivation to build expertise quickly is essential
- Comfortable operating without a playbook in a fast-moving, founding-stage environment
- Experience selling into pharma, medtech, food, cosmetics, or chemicals
- Background in regulatory affairs, life sciences, or compliance
- Prior experience as part of a founding GTM team
- Hands-on experience building or maintaining GTM workflows, custom CRM reports, or AI agents (Clay, Apollo, Salesforce, or equivalent)
- Familiarity with EU regulatory frameworks (MDR, IVDR, REACH, EU AI Act, novel foods, or cosmetics regulation)
Benefits
- Impact: Your work compounds across the whole sales organisation. What you build today drives pipeline for the team every quarter going forward.
- Growth: First-seat ownership, cutting-edge AI, and a culture that invests in learning and career development.
- Culture: Diverse, agile, and mission-driven team across Canada, US, UK, EU, Singapore, Japan, and beyond.
Company Overview