Vice President of Sales - Americas

Job Title: VP of Sales, Americas

Role ID: EX05000371

Reports to: SVP, Commercial

Direct Reports: Yes

FLSA Classification: Exempt

Location: Remote, U.S. *
* Must reside in one of the following states for hire:  CA, CO, CT, FL, GA, IL, MA, MD, MN, NJ, NY, NC, PA, TX, UT, VA, WA or Washington DC
 

About Opentrons

Opentrons Labworks, Inc. is a disruptive life science company leveraging its integrated lab platform to supercharge the pace of innovation in research and healthcare. Through Opentrons Robotics, thousands of institutions are automating lab operations with flexible, easy-to-use liquid handling lab robots. With our own cutting-edge R&D, biopharma and biotech at large can also benefit from our world-class genome-scale cell engineering solutions.

If you are looking for your next exciting opportunity, come join us! We provide excellent benefits, competitive compensation, equity packages, and opportunities for growth. Learn more on our Careers Website.

The Opportunity

One region. One number. One leader to build the machine that delivers it.

As VP of Sales, Americas, you will own the Americas revenue number and the direct sales organization behind it. You will hire and scale Enterprise AEs and Sales Managers, win complex deals across biotech, pharma, academia, and healthcare, and expand strategic relationships with key accounts, channel partners, and ecosystem stakeholders. You will pull sales, applications, and customer success into a single commercial engine, so every customer experiences one Opentrons from first demo to long-term partnership.

This is a rare chance to build a region rather than inherit one, at a moment when labs are racing to automate, digitize, and move toward AI-enabled science, and Opentrons Flex and our software ecosystem are built for exactly that. If you want to lead from the front and shape how Opentrons sells, read on.
This is a remote, U.S.-based position requiring approximately 30–50% travel across the territory for strategic customer engagements, team collaboration, and industry events, including our NYC Headquarters. The VP of Sales, Americas reports directly to the SVP, Commercial.

What You Will Own:

Win the Americas

• Own the number. Deliver the Americas revenue target end to end across capital equipment, consumables, and recurring software and service offerings, with forecasts leadership can trust.

• Drive complex enterprise cycles. Lead multi-stakeholder deals involving scientists, lab managers, procurement, and executive decision-makers, from prospecting and technical discovery through demonstration, negotiation, and close.

Build the team

• Lead from the front. Hire, scale, and coach a high-performing direct sales organization in the US, including Enterprise AEs and Sales Managers, with clear accountability and performance metrics.

• Grow talent. Develop a bench of future leaders and build a culture of accountability, customer focus, and scientific credibility.

Set the strategy

• Region-specific go-to-market. Define and execute the Americas GTM strategy for lab automation robots, aligned with product, marketing, applications, and customer success. Build plans by segment: academic and government, biotech and pharma, CRO, clinical, and diagnostics.

• Be the voice of the market. Track the competitive and pricing landscape and feed what you learn to global product, marketing, and leadership teams to influence roadmap, positioning, and packaging.

Win together

• Make the technical sale. Partner closely with Field Applications Scientists and Application Engineering so technical validation, demos, and proofs of concept convert to closed deals.

• Deliver one Opentrons. Work hand in hand with pre-sales, service, and post-sales teams to maximize win rates and deliver a seamless customer experience.

Build relationships that last

• Go to the top. Personally cultivate relationships with strategic end-user accounts and channel-partner executives across the region, positioning Opentrons as a long-term automation and digital-lab partner.

• Grow the ecosystem. Expand relationships with key accounts, channel partners, and ecosystem stakeholders across biotech, pharma, academia, and healthcare.

Run the machine

• Operational rigor. Establish and refine sales process, forecasting, and pipeline management for predictable, repeatable growth, and hold the team to CRM discipline that gives leadership real visibility into pipeline health, risk, and forecast accuracy against quarterly and annual quotas.

Who We’re Looking For:

Education

• Bachelor’s degree required, preferably in a life-science discipline.  MS or Ph.D advantageous

Experience

• 10+ years of commercial experience in a full-cycle sales role in the life sciences industry.

• 5+ years of experience leading and managing high-performing sales teams.

• Strong track record of exceeding sales goals, outperforming revenue targets, and creating sustainable pipeline growth.

• Deep experience and knowledge in laboratory automation and/or liquid handling, with the ability to translate complex technology into compelling customer and business value.

Knowledge, Skills, and Abilities

• Entrepreneurial and accountable. You combine strategic vision with disciplined execution, sound judgment, and the ability to make decisive calls in fast-moving environments.

• A builder of teams. You have a record of attracting, developing, and empowering high-performing teams while establishing an operating cadence and culture of accountability.

• Executive presence. You engage credibly with scientists, engineers, C-suite executives, and ecosystem stakeholders, and negotiate with confidence.

• Digitally fluent. You use CRM, analytics, and modern commercial tools to improve decision-making, customer engagement, and team productivity.

• High EQ. You build trust quickly at every level, with the confidence to drive results and the humility, curiosity, and openness to different perspectives.

• Startup mindset. You are passionate about life sciences and what it can do for the world’s biggest problems, and you are energized by charting new territory and moving fast in a dynamic startup environment.

 Working Conditions and Physical Effort:

• This a remote, field-based role requiring 30-50% travel across the region
• Work will take place in a home-office setting, on the go, and onsite with customers

Compensation: The pay range for this position at commencement of employment is expected to be between $230,000 and $275,000 per year base plus additional commission; however base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and years of experience. We typically target mid-range for well-qualified candidates. The total compensation package for this position may also include other elements, including equity and a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as vacation, sick time, and parental leave), dependent on the position offered. Details of participation in these benefit plans will be provided if an employee receives an offer of employment. Following employment, growth beyond the hiring range is possible based on performance.

Opentrons Labworks Inc. is an equal opportunity employer and does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factor.

The position will be posted until a final candidate is selected for the requisition or the requisition has a sufficient number of applications.
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