Pharma Account Manager

 

About Ethos
Ethos 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 Role
We 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