Reports to the CEO · First commercial hire
Why this role exists
Datagrok is a next-generation scientific data analytics platform, and it's displacing the legacy systems — Spotfire, D360, LiveDesign — that life science R&D has run on for the past two decades. Those tools are mid-disruption: aging architectures, stagnant roadmaps, uncertain ownership. Research organizations know it, and they're actively looking for what comes next.
That's how four of the ten biggest pharma companies became Datagrok customers without us having a single salesperson. Every deal to date was closed by the founder, on the strength of a platform that wins technical evaluations cleanly: browser-native, fast on tens of millions of rows, and fluent in the data that actually matters in drug discovery — molecules, sequences, assays, plates.
The product and the references are in place. The pipeline exists. What's missing is the person who turns a founder-led motion into a commercial engine. That's you.
What you'll do
- Build pipeline. Conferences, targeted outreach, existing customer networks, warm intros.
- Run deals end to end. You own it. The team is available as technical and executive support.
- Expand existing accounts. We're inside several of the largest pharmas, and we want to grow our presence and impact within.
- Own go-to-market. You have the budget and are ultimately accountable for strategy and results. Tools are up to you: demand generation, conferences, blogs, case studies, etc.
What we're looking for
- You know this industry. You've sold scientific software, informatics, or research tools into drug discovery R&D (or you were a scientist who crossed over) and you can run a large pharma deal (demos, pilots, procurement, etc). You know what an ELN is, what replacing an analytics platform actually involves organizationally, and how R&D scientists work. Non-negotiable.
- You're a hunter. You can show us a pipeline you've personally built.
- You're self-sufficient operationally. You'll set up and run your own CRM, manage your own calendar, track your own pipeline.
What we offer
- Meaningful equity. You're joining before the commercial organization exists, and the upside reflects it.
- Existing pipeline with a mix of enterprise deals and smaller, faster-closing ones. Wide-open territory.
- Referenceable customers among the biggest names in pharma, and a product that wins the technical evaluation once you get it in front of scientists.
- Direct access to the CEO and genuine influence on the roadmap.
- A growth path defined by results — with optionality. Build a team if you want to; keep selling if you don't.
Email hr@datagrok.ai with the subject line "Senior AE".