Company overview
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TraceLink’s software solutions and Opus Platform help the pharmaceutical industry digitize their supply chain and enable greater compliance, visibility, and decision making. It reduces disruption to the supply of medicines to patients who need them, anywhere in the world.
Founded in 2009 with the simple mission of protecting patients, today TraceLink has 8 offices, over 800 employees and more than 1300 customers in over 60 countries around the world. Our expanding product suite continues to protect patients and now also enhances multi-enterprise collaboration through innovative new applications such as MINT.
TraceLink is recognized as an industry leader by Gartner and IDC, and for having a great company culture by Comparably.
Role Overview
The Sales Executive is responsible for driving net-new customer acquisition and revenue growth for TraceLink’s MINT (Multi-Enterprise Information Network Tower) across the EMEA region. This role owns the full sales lifecycle, from prospecting and discovery through close, and operates using TraceLink’s value-based sales methodology, defined sales stages, and disciplined pipeline management practices.
You will engage senior business and technical stakeholders, lead consultative discovery, and articulate TraceLink’s differentiated value in the customer’s language. Success requires strong new-logo hunting skills, executive presence, and close collaboration with Marketing, Solutions Consulting, and partner teams.
Core Responsibilities
New Logo Acquisition & Territory Strategy
Own a defined EMEA territory with accountability for net-new ARR growth
Build and execute territory and account plans aligned to TraceLink’s regional go-to-market strategy
Proactively engage multiple stakeholders top-down (C-suite to functional leaders) within target accounts
Identify and develop strategic prospects capable of six-figure enterprise ARR transactions
Sales Methodology & Process Execution
Execute TraceLink’s value-driven enterprise sales methodology across all opportunities
Lead consultative discovery to uncover customer business objectives, pain points, value drivers, and “north-star” outcomes
Qualify opportunities rigorously and manage progression through defined sales stages
Own and drive all aspects of the close process, including deal strategy, negotiation, and contracting
Maintain accurate pipeline, forecasting, and opportunity documentation in Salesforce
Value-Based Engagement & Solution Selling
Conduct customer-centric meetings, presentations, and demonstrations (virtual and in-person)
Partner closely with Solutions Consultants to deliver value-led demonstrations and technical validation
Curate and lead value engineering exercises, translating TraceLink capabilities into measurable customer business value
Develop high-impact proposals that clearly articulate:
Customer-specific value drivers and outcomes
TraceLink’s market leadership and differentiation
The ROI and strategic impact of partnering with TraceLink
Demand Generation & Partner Collaboration
Collaborate with Marketing to execute targeted demand generation activities within the territory
Actively prospect via phone, email, web, events, and in-person meetings
Work with Alliances & Channels (A&C) leadership to develop and leverage partner relationships to scale pipeline and accelerate deal cycles
Share market, partner, and competitive insights to inform regional strategy
Collaboration & Continuous Improvement
Work cross-functionally with Sales, Marketing, Solutions Consulting, and Partner teams
Share best practices, deal learnings, and market feedback with peers and leadership
Contribute to continuous improvement of TraceLink’s sales playbooks and execution standards
What Success Looks Like
Consistent achievement of quarterly and annual net-new ARR targets
Healthy, well-qualified pipeline aligned to target account strategy
Strong executive-level engagement and deal sponsorship
Predictable deal xpzdshu progression and forecast accuracy
Demonstrated ability to articulate and sell business value, not just product
Experience
4- 6+ years of enterprise B2B sales experience
Proven success selling SaaS / Cloud-based enterprise solutions
Experience selling integration-centric platforms such as iPaaS, ERP, WMS, MRP, or related technologies
Prior exposure to Life Sciences, Healthcare, Supply Chain, or Contract Manufacturing strongly preferred
Demonstrated success across the full sales lifecycle: prospecting, qualification, objection handling, and closing
Strong consultative and value-based selling capabilities
Ability to engage credibly with senior business and technical stakeholders
Outstanding verbal, written, organizational, and interpersonal skills
Highly self-directed with the ability to work independently and as part of a team
Comfortable operating in a fast-paced, evolving environment
Strong collaboration mindset and coachability
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