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Supportive leadership team. Great work life balance. Realistic quotas. Low friction between sales and CS. Strong executive team.

If you don’t have a science background you’ll need to do some more work to ramp quickly like watching more gong calls, meeting with other AEs and your onboarding buddy more often to pick their brain so you can learn the industry better. Selling motion is the same but helpful when you understand how Pharma/Biotech companies operate including hierarchy and job roles.

The founders have a clear vision for where the company is going and do a great job communicating it, so people understand how their work connects to the bigger picture. It creates strong alignment and a team that is genuinely motivated to help the company win. The business fundamentals are very strong. Renewal rates are legitimately best in class for SaaS. Product-market fit is real. Scientists and researchers genuinely love the product, and the trust in the brand is obvious. Leadership is forward-thinking and has done a strong job navigating change, especially around AI and the challenges created by NIH budget cuts and broader pressure in academia. The company has stayed focused and continued to grow. The customer base is also impressive, with major pharma companies and all of the top universities bought in. The culture is collaborative, people care, and there is strong buy-in around the mission.

As is common with fast-growing startups, the speed of growth has outpaced the ability to build formal process and framework. It can require some adjusting for anyone coming from a highly-structured environment as not everything is documented. That said, the company is appropriately investing in people and tools to help build repeatable playbooks and allow us to take the next step as a company.