Member of GTM Staff, Strategic Partnerships

Job description

# **About us** Edison Scientific builds and deploys AI scientist agents to accelerate science and the development of new medicines. We are an ambitious team run by scientists and engineers from leading institutions across biology, physics, chemistry, and AI. **Role** We are hiring a Member of GTM Staff, Strategic Partnerships, to build and own commercial relationships with a focused portfolio of major biopharma companies. You will lead each relationship from initial engagement through enterprise deployment and multi-year expansion. You will carry an individual revenue target, develop the account strategy, build relationships across the customer organization, establish the scientific and economic case for Edison, and navigate complex technical, security, procurement, legal, and financial requirements through signature. This role combines scientific literacy, technical curiosity, enterprise sales discipline, and executive relationship leadership. You will work closely with Edison’s scientists, engineers, product leaders, and account teams to design partnerships that address consequential R&D priorities and deliver measurable value. After signature, you will remain the commercial owner and executive point of contact, partnering with the broader account team to drive adoption, renewal, and expansion. This is a senior individual-contributor role and a foundational, quota-carrying position on Edison’s commercial team. The role is open in San Francisco or New York, with remote considered, and roughly 40% travel. You will join a small team moving fast and building the commercial function from the ground up. **Responsibilities** - Own a focused portfolio of strategic biopharma accounts, carrying an individual revenue target and leading the full commercial cycle from prospecting and qualification through negotiation, close, renewal, and expansion. - Develop and execute long-term account plans that connect Edison’s capabilities to high-priority scientific, operational, and organizational needs across biopharma R&D. - Build trusted relationships with senior leaders across Research, Clinical Development, Data and AI, IT, security, procurement, Legal, Finance, and executive leadership. - Partner with Edison’s scientific, engineering, and product teams to shape use cases, define success criteria, and structure deployments that demonstrate measurable scientific and business impact. - Run a disciplined pipeline and forecasting process, maintaining clear account strategies, accurate deal inspection, and consistent execution across complex, multi-stakeholder sales cycles. - Bring customer needs, market dynamics, and competitive intelligence back to Edison while helping develop repeatable value narratives, proof points, and commercial playbooks. **Qualifications** - 10+ years of enterprise sales, business development, or strategic account experience, including significant experience selling into pharmaceutical or biotechnology companies. - Have consistently carried and exceeded multi-million-dollar revenue targets while personally originating and closing complex enterprise agreements. - Understand biopharma R&D workflows across discovery, translational research, clinical development, and regulatory submission. - Can build credibility with scientists, technical leaders, and executives and translate complex AI capabilities into clear scientific, operational, and economic value. - Have experience navigating large buying committees and requirements involving scientific validation, data governance, security, compliance, procurement, Legal, and Finance. - Bring strong account-planning, pipeline-management, forecasting, and negotiation discipline while remaining effective in an early-stage environment with an evolving product and playbook. **Bonus points for** - Experience bringing AI, computational, data, or scientific platforms into biopharma R&D organizations. - Familiarity with computational biology, cheminformatics, translational science, or AI-enabled drug development. - Experience structuring multi-year, milestone-based, co-development, or strategic partnership agreements in addition to conventional software contracts. **Salary** Base $225,000 - 275,000 • Total OTE $275,000 - $400,000 • Offers Equity (Based on Tier 1 Cities - New York & San Francisco) # **Why join us?** We're a fast-moving, mission-driven culture where smart people do their best work and actually enjoy doing it. We also offer full-time employees the following: - Competitive salary and equity - Full healthcare coverage; we pay 100% of premiums for you and your dependents - Support for growing families, including a yearly new parent stipend and fertility coverage through Carrot - Mental health support through Rula, our in-network therapist and psychiatrist network with fast availability - 12 weeks of paid parental leave for maternity, paternity, and adoption - Pet care support with a yearly employer-funded stipend for your animal companions - Commuter benefits so you can pay for transit and parking with pre-tax dollars - 401(k) company matching - $300 health and wellness benefit quarterly - Lunch is on us every day you're in the office, and dinner is on us when you're working late - Regular team off-sites and company events *Edison Scientific is an equal opportunity employer. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other protected characteristic under applicable law.*