Account Executive: Sequencing Sales

Location: Remote US

Company: Pictor Labs

Employment Type: Full-time

Compensation: Base: $100 - $110k + Commission: $100k+ (no cap) total OTE: $200k+

About Pictor Labs

Pictor Labs is the leading virtual staining company revolutionizing digital pathology adoption worldwide through cutting-edge AI-powered technology. Our solutions deliver diagnostic-quality results in minutes while preserving tissue samples for comprehensive analysis.

Our breakthrough DeepStain™ and ReStain™ technologies enable unlimited virtual staining from a single tissue sample, eliminating the bottlenecks and limitations of traditional chemical staining processes. This innovation supports the critical evolution from research applications to clinical deployment, empowering laboratories to advance their digital pathology capabilities while reducing chemical waste, improving operational efficiency, and expanding diagnostic possibilities.

Position Overview

You will drive revenue growth by selling Pictor Labs' ClearStain™ solution for next-generation sequencing (NGS) applications. This role requires consultative selling skills and technical acumen to communicate how virtual H&E staining directly from sequencing slides eliminates the 8-10% molecular assay failure rate caused by adjacent H&E misalignment, tissue waste, and inconsistent results..

Key Responsibilities

Sales Execution & Pipeline Management

• Articulate value proposition around reducing sequencing failure rates, improving tumor purity, and accelerating turnaround times
• Position ClearStain-Seq benefits: perfect coherence between annotation and sequencing, tissue preservation, and instant availability
• Own and execute full sales cycle for assigned accounts and territories
• Achieve quarterly and annual sales targets for Virtual Staining Hub sign-ups and full platform deployments
• Manage pipeline using HubSpot CRM with accurate forecasting and opportunity progression tracking
• Conduct product demonstrations and technical presentations to decision-makers and influencers
• Draft customer specific decks
• Draft SOWs quotes

Prospecting & Lead Development

• Target molecular diagnostic labs, sequencing facilities, biopharma partners conducting clinical trials, and precision oncology programs
• Focus on decision-makers experiencing high NGS failure rates or tissue scarcity challenges
• Generate new business opportunities through outbound prospecting, conference networking, and inbound lead follow-up
• Leverage conference presence at for lead generation and relationship building
• Qualify prospects based on technical requirements, budget authority, and implementation timeline
• Partner with marketing to convert leads from digital campaigns and thought leadership initiatives

Customer Relationship Management

• Build and maintain relationships with key personas across target markets (lab directors, pathologists, research executives, procurement teams)
• Understand customer workflows, pain points, and business objectives to position virtual staining solutions effectively
• Coordinate with internal teams (product, customer success, regulatory) to address customer requirements
• Serve as primary point of contact throughout the sales process and initial onboarding phase

Market Intelligence & Strategy

• Develop deep understanding of digital pathology market dynamics, competitive landscape, and regulatory environment
• Provide feedback to product and marketing teams on customer needs, competitive positioning, and market trends
• Participate in industry events and maintain awareness of emerging trends in pathology and laboratory automation
• Support development of sales materials, case studies, and competitive positioning tools

Cross-functional Collaboration

• Work with technical teams to scope pilot programs and proof-of-concept deployments
• Coordinate with legal and regulatory teams on contract negotiations and compliance requirements
• Partner with customer success to ensure smooth handoffs and successful implementations
• Collaborate with marketing on campaign effectiveness and lead quality improvement

Required Qualifications

• 5+ years of B2B sales experience to molecular diagnostic labs, genomics facilities, clinical trial sponsors, or precision medicine programs
• Understanding of NGS workflows, tumor purity requirements, and macrodissection processes
• Familiarity with molecular diagnostics laboratory operations and sequencing quality metrics
• Knowledge of challenges in tissue-based molecular testing (preferred)
• Understanding of oncology workflows and biomarker testing requirements (preferred)
• Proven track record of meeting or exceeding sales quotas in complex selling environments
• Experience with consultative selling methodologies and technical product demonstrations

Strong pipeline management and CRM utilization skills

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Equal Opportunity Statement

Pictor Labs is an equal opportunity employer committed to diversity and inclusion. We celebrate diverse perspectives and are dedicated to creating an inclusive environment where all employees can thrive, regardless of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.