About EthosEthos is an AI-enabled human readiness platform that identifies and addresses knowledge gaps before they become operational failures. We can quantify skills and competencies critical to an organization, assess the proficiency of a team, and modernize training programs to enable active interventions for individual students, trainers or courses. As a well-funded Series A startup ($40M+ raised), we are trusted by over 150 enterprise customers across sectors including the defense, life sciences, manufacturing, supply chain, and professional sports.
About the RoleWe are seeking an experienced Pharmaceutical Account Manager to own and grow our portfolio of pharmaceutical client relationships. This is a farming-focused role — your primary mission is to deepen existing partnerships, drive account expansion, and protect renewals across our pharmaceutical customer base of 20+ logos including major biopharma enterprises. You will serve as the strategic relationship bridge between our clients’ commercial, medical affairs, clinical and L&D leadership and Ethos’s product, customer success, and technical teams. The ideal candidate brings deep pharmaceutical industry expertise, understands the regulatory and compliance landscape, and has a track record of expanding enterprise SaaS relationships within life sciences organizations.
What You’ll Do/Key Responsibilities
Account Growth & Expansion
Expand footprint within existing accounts by identifying new business units, therapeutic areas, brands, and use cases for the Ethos platform (commercial training, medical affairs, clinical operations, manufacturing compliance)
Develop and execute strategic account plans with clear revenue growth targets, stakeholder maps, and expansion roadmaps for each assigned account
Lead quarterly business reviews (QBRs) with client stakeholders to demonstrate ROI, platform adoption metrics, and opportunities for deeper engagement
Identify cross-sell and upsell opportunities including AI-powered learning simulations, knowledge extraction services, digital tutors, and advanced analytics packages
Partner with the sales team to convert pilot programs and single-brand deployments into enterprise-wide agreements
Renewal Management & Account Health
Own the renewal process end-to-end for all assigned pharmaceutical accounts, targeting 95%+ gross retention and net revenue expansion
Monitor account health indicators including platform adoption, user engagement, support ticket trends, stakeholder sentiment, and budget cycle timing
Proactively identify at-risk accounts and develop recovery strategies in partnership with Customer Success and Product teams
Maintain accurate forecasting and pipeline reporting in CRM for all renewal and expansion opportunities
Navigate pharmaceutical procurement, legal, and compliance review processes to ensure timely contract execution
Strategic Relationship Management
Serve as the primary strategic point of contact for assigned pharmaceutical accounts, building trusted advisor relationships with VP/Director-level stakeholders in Commercial, Medical Affairs, L&D, and Compliance
Understand each client’s organizational structure, therapeutic portfolio, regulatory environment, and strategic priorities to position Ethos as an indispensable partner
Coordinate with internal teams (Customer Success, Product, Engineering) to ensure client needs are met and expectations are exceeded
Represent the voice of the pharma customer internally, advocating for product enhancements and roadmap priorities that drive client value
Stay current on pharmaceutical industry trends including FDA regulatory changes, market access dynamics, commercial launch best practices, and competitive training solutions Industry Engagement & Thought Leadership
Attend and represent Ethos at pharmaceutical industry conferences, trade shows, and networking events (DIA, LTEN, eyeforpharma, etc.)
Contribute to the development of pharma-specific case studies, ROI analyses, and reference materials
Collaborate with Marketing to develop targeted content and campaigns for the pharmaceutical vertical
Build and leverage a personal network within the pharmaceutical L&D and commercial training ecosystem
Measures of Success
First 90 Days
Complete onboarding on the Ethos platform, product capabilities, and competitive positioning
Conduct account health assessments for all assigned pharmaceutical accounts
Build stakeholder maps and identify key champions and decision-makers across the portfolio
Deliver first round of introductory QBRs with top-tier accounts
First Year
Achieve 95%+ gross renewal rate across assigned accounts
Deliver measurable net revenue expansion through upsell and cross-sell activity
Establish Ethos as a strategic training partner (not just a vendor) across assigned accounts
Contribute to at least 2 pharma-specific case studies or reference stories
Build a repeatable account expansion playbook for the pharmaceutical vertical
Basic Qualifications
5+ years of direct experience in the pharmaceutical or biopharma industry in account management, customer success, commercial operations, or a related client-facing role
3+ years of experience managing enterprise accounts with demonstrated success in renewals, retention, and revenue expansion within pharma/life sciences organizations
Deep knowledge of pharmaceutical commercial operations including sales force effectiveness, managed markets, medical affairs, product launches, and compliance/regulatory requirements (FDA, CFR 21 Part 11, GxP)
Proven ability to build executive-level relationships with pharmaceutical stakeholders (VP, Director, C-Suite) across multiple functional areas
Experience navigating complex pharmaceutical procurement and contracting processes
Strong understanding of SaaS business models, recurring revenue metrics, and account health frameworks
Exceptional communication, presentation, and negotiation skills
Bachelor’s degree in Business, Life Sciences, or a related field
Willingness to travel up to 25% for client meetings, QBRs, and industry events
Preferred Qualifications
Experience with learning management systems (LMS), training technology platforms, or workforce development solutions in pharmaceutical settings
Background in pharmaceutical sales training, commercial learning & development, or medical education
Familiarity with AI/ML applications in life sciences or pharmaceutical training contexts
Experience with pharmaceutical companies undergoing M&A, integration, or organizational transformation
Knowledge of pharma-specific compliance frameworks including SOPs, validation requirements, and audit readiness
MBA or advanced degree in a related field
Existing relationships within the pharmaceutical L&D and commercial training community
Compensation & BenefitsCompetitive base salary based on location and experience with significant equity upside
Base salary range $95,000-$130,000 + variable compensation paid in the form of commission based on sales quotas.
Subsidized health insurance, 401(k), life insurance, and a cell phone stipend
Remote-first culture with up to 10% travel for offsites
