Job description

This role is located in Somerville, MA - We are a hybrid work environment and are in the office 3+ days/per week. Tulip brings modern technology and AI into manufacturing. Manufacturing accounts for almost 20% of the global economy and one in every seven workers on Earth, yet remains among the least digitized. More than a decade ago, we created the category to close that gap: AI-native software that puts cutting-edge tools directly in the hands of the people on the manufacturing front lines. Because we are human-centered and tech-obsessed, we are building a future of work where human ingenuity is amplified with the latest technology. In January 2026 we became one of Boston's few new AI unicorns, reaching a $1.3B valuation. We're growing double digits in revenue year over year. The world's best manufacturers run on Tulip - turning inventory 10x faster, releasing gene therapies in hours instead of weeks, and training master craftspeople to forge engagement rings 5x more rapidly. In Life Sciences, 7 of the top 10 pharmaceutical companies trust Tulip. Pharma and biotech teams use our platform across manufacturing, quality, labs and warehouses - with applications ranging from electronic batch records, equipment logbooks and weigh-and-dispense, to QC sample management, deviation handling and material tracking. Built to support FDA 21 CFR Part 11 and EU GMP Annex 11, Tulip helps customers release batches faster and improve right-first-time rates without disrupting validated operations. Headquartered in Somerville, MA with offices in Germany, Hungary, Singapore, Japan, and Israel, we've been consistently named a World Economic Forum Global Innovator, a Gartner leader, and one of Built In Boston's "Best Places to Work." We run the way we build: AI-forward, humanistic, and high ownership. We're looking for builders who are energized by complex problems, rapid cycles, and the unique opportunity to see their impact on a global scale. About You: You are on the front lines working with large strategic customer accounts from the life sciences industry. You are equally experienced and comfortable presenting from top-level executives to front-line manufacturing operators in Life Science companies. Mapping and navigating complex relationships with multiple stakeholders each with individual interests and responsibilities will be key to your success. You successfully navigated a complex sale into companies from the life sciences space. You are used to building, managing and closing opportunities within a new pipeline and including proof of concept and expansion deals. Acronyms like ERP, MES, GxP, eBR,eDHR, LIMS and LES are part of your daily conversations. What skills do I need? 8+ years selling into Life Science accounts at top management levels; manufacturing and or lab solutions to the life sciences industry required Recent experience managing a diverse pipeline across multiple types of life sciences customers and achieving 100% plus quota Demonstrated ability to operate and move deals through complex organizations, prospect and penetrate new accounts and work with channel partners Excellent written and oral communications plus presentation skills Experience in value-based selling, MEDDPICC and closing large enterprise deals Proficiency with Salesforce.com, organizing & reporting sales productivity on a consistent basis Experience with SaaS/PaaS, manufacturing software, R&D, clinical manufacturing, and/or lab software is strongly preferred. AI tooling experience to accelerate day-to-day work (whether that's drafting outreach, researching accounts, summarizing call recordings, or building business cases faster). Key Responsibilities: Break into and drive large, complex deals from lead to close. Experience navigating complex company procurement processes. Drive account strategies and coordinate selling efforts with channel partners to execute a sales process and win deals. Manage multiple customer opportunities with multiple partners at once while maintaining a high level of attention to detail. Build accurate forecasting and an operational cadence with management Drive referenceable customer satisfaction in your accounts Expertly demonstrate Tulip technology to end users Have passion for technology and speak fluently about current trends related to SaaS, PaaS, IoT and cloud solutions. Develop champions, stakeholder mind-share and close at the VP/C-level. Leverage and collaborate with internal/external resources as a team player; Customer Team, Sales Engineering, Marketing, Channel Partners, Operations, Finance, etc. Working At Tulip: We know even great candidates experience imposter syndrome. Even if you don’t match every requirement, applying gives you the opportunity to be considered. We’re building a strong, diverse team that values hard work, families, and personal well-being. Benefits of working with us include: Direct impact on product and culture Company equity Competitive benefits package including Health, Dental, Vision, Short-term Disability, Long-term Disability, Life Insurance, AD&D Insurance, Flexible Spending Account (FSA), Commuter Benefits, Parental Leave, and 401(K) Flexible work schedule and unlimited vacation policy Virtual company events and happy hours Fitness subsidies We are an equal opportunity employer. At Tulip, we celebrate all. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Help us build an inclusive community that will transform frontline operations. The compensation information displayed on each job posting reflects the range for new hire pay rates for the position across all US locations. Within the range posted, actual compensation will be determined depending on multiple factors including job-related knowledge & skills, experience, business needs, geographical location, market compensation data, and internal equity. Expected compensation ranges for this role may change over time. The salary range for this position is $120,000 - $170,000 per year, with an OTE (on target earning) potential of $240,000-$340,000 per year. It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. Please note that we may use AI-based tools to support parts of our hiring process. All data processing is carried out in compliance with local data protection laws, ensuring all personal candidate information is handled securely and ethically.

Requirements

Must-haves

We run the way we build: AI-forward, humanistic, and high ownership. We're looking for builders who are energized by complex problems, rapid cycles, and the unique opportunity to see their impact on a global scale.
You are on the front lines working with large strategic customer accounts from the life sciences industry.
You successfully navigated a complex sale into companies from the life sciences space.
You are used to building, managing and closing opportunities within a new pipeline and including proof of concept and expansion deals.
Acronyms like ERP, MES, GxP, eBR,eDHR, LIMS and LES are part of your daily conversations.
What skills do I need?
8+ years selling into Life Science accounts at top management levels; manufacturing and or lab solutions to the life sciences industry required
Recent experience managing a diverse pipeline across multiple types of life sciences customers and achieving 100% plus quota
Demonstrated ability to operate and move deals through complex organizations, prospect and penetrate new accounts and work with channel partners
Excellent written and oral communications plus presentation skills
Experience in value-based selling, MEDDPICC and closing large enterprise deals
Proficiency with Salesforce.com, organizing & reporting sales productivity on a consistent basis
AI tooling experience to accelerate day-to-day work (whether that's drafting outreach, researching accounts, summarizing call recordings, or building business cases faster).
Break into and drive large, complex deals from lead to close.
Experience navigating complex company procurement processes.
Drive account strategies and coordinate selling efforts with channel partners to execute a sales process and win deals.
Manage multiple customer opportunities with multiple partners at once while maintaining a high level of attention to detail.
Build accurate forecasting and an operational cadence with management
Drive referenceable customer satisfaction in your accounts
Expertly demonstrate Tulip technology to end users
Have passion for technology and speak fluently about current trends related to SaaS, PaaS, IoT and cloud solutions.
Develop champions, stakeholder mind-share and close at the VP/C-level.
Leverage and collaborate with internal/external resources as a team player; Customer Team, Sales Engineering, Marketing, Channel Partners, Operations, Finance, etc.

Nice-to-haves

Experience with SaaS/PaaS, manufacturing software, R&D, clinical manufacturing, and/or lab software is strongly preferred.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Parental Leave