Account Executive - IT Sales

What the company does

Pharma companies must track every drug pack through the supply chain: EU FMD and DSCSA compliance is mandatory, not optional. Getting it wrong means fines, recalls, and market withdrawal.

This is an ISO-certified IT consulting firm with 20+ years in the field, operating across 15+ countries on 4 continents. Their clients, pharma manufacturers, distributors, and biotech firms, trust them to implement complex compliance systems correctly, the first time.

The role

The BDR qualifies the lead. You own everything after that.

Discovery. Solution fit. Proposal. Negotiation. Close. You run the full cycle from the first real conversation to a signed contract.

Your buyers are Regulatory Affairs Directors, Supply Chain Managers, and IT leads inside mid-to-large pharma companies. They are serious, time-poor, and have seen every vendor pitch. Sales cycles run 3–12 months. Multiple stakeholders are involved. Moving deals forward requires genuine understanding of the client's situation, and not just follow-up emails and charm.

You won't be alone. Internal technical consultants handle scoping and support you on the detail. You're not expected to know serialization on day one. You are expected to learn fast, lead conversations, and know when to bring in the right person.

What you will be doing

• Taking warm handoffs from the BDR team and owning the full sales cycle through close

• Running consultative discovery where regulatory and technical context genuinely matters

• Building proposals with solution consultants that address the client's actual problem and not a template

• Keeping your pipeline clean, current, and moving — without being chased

• Representing the company at industry events and client sites when required

What we are looking for

• Must be based in Poland.

• 2+ years of B2B sales in IT, SaaS, consulting, or technical services.

• Demonstrated track record of closing complex deals, not just progressing them.

• Experience managing multi-stakeholder sales cycles with long timelines.

• Strong English; additional European languages are a real advantage.

• Organized and self-directed, you manage your pipeline, it doesn't manage you.

What this is not

The pipeline is fed. The product is proven. The team knows the domain inside out. What's missing is someone who can take a warm handoff and turn it into revenue.

If you need a script for every call and weekly coaching to stay on track, this isn't it. If you're comfortable owning a deal end to end and figuring out what each one needs - read on.

What you get

• 10.000 PLN-15,000 PLN base salary and OTE 45,000 PLN net/month at realistic quota, higher for the right person.

• B2B contract with paid vacations.

• A technically deep team behind you so you're never selling something you can't back up

• Real international exposure: clients across Europe, Asia, the Americas, and Africa

• A niche that, once you know it, gives you a lasting market edge