Enterprise Account Executive
Ten years closing six and seven figure deals into pharma, biotech, and manufacturing. MES, eBR, and QMS systems governed by 21 CFR Part 11. Long cycles, technical buyers, and decisions where failure means warning letters or halted production.
I also build AI systems. I run my sales workflow on a custom Claude Code CLI and use AI as core infrastructure across multiple projects.
Proof snapshot
Technical depth and relationship skills in one package. CS degree, started in consulting, moved into enterprise sales.
Sold MES, eBR, and QMS systems across the full spectrum: cell and gene therapy startups building first GMP processes through to top five global pharma running multi-site, multi-year programs. Every deal required navigating multi-stakeholder buying committees spanning QA, IT, Manufacturing, and executive leadership, building consensus across groups with competing priorities.
At Tulip, I helped define how a highly flexible, under-specified product could be sold and deployed in regulated life sciences. The platform could be used in many ways. The challenge was turning open-ended capability into validated, production-ready outcomes that enterprises could trust.
At Körber Pharma (PAS-X MES, used by 17 of top 30 global pharma), worked up from consultant to Head of Sales, Americas. Led top performing region globally.
Built lighthouse accounts that became company references. At MasterControl, closed AbbVie for clinical manufacturing supply. At Körber, closed Gilead's Kite for cell therapy manufacturing of Yescarta, one of the first commercially approved FDA cell therapies.
At Tulip, first AE in life sciences. Built vertical from zero. Six-figure ARR deals into validated environments.
At MasterControl: first rep to exceed $1M ACV in manufacturing. #1 globally in 2024 and 2025. Over 200% in 2024 and 182% in 2025, all net new logos.
I know how to sell enterprise software and solutions into regulated environments where failure means FDA 483s, not churn. I understand what it takes to earn trust from buyers who've watched vendors overpromise and underdeliver for decades.
I also use Claude as a production tool, not a demo. I rebuilt my entire sales workflow on Claude Code: research, discovery, deal coaching, email drafting. 15+ agentic skills running daily. That's not enthusiasm. That's technical depth.
I want to help enterprise buyers see what's possible. And I want to work with people building the infrastructure that makes it real.
These projects show how I work with AI in practice.
My daily workflow running inside Claude Code. Research, discovery, prospecting, deal coaching, risk identification, email drafting. 15+ skills built around how I actually work. Cut discovery prep from 2 hours to 15 minutes. Supports judgment. Doesn't replace it.
View on GitHubSaaS version. Same workflows for sellers who don't live in Claude Code.
View productAccount enrichment and prioritization. Think Clay. Ingests lists, deduplicates, enriches, ranks by fit and intent. SEC filings, G2 reviews, FDA inspections, job postings.
Better prioritization creates more leverage than more activity.
Utah ski resort dashboard. Real-time traffic, weather, canyon conditions. Fetches live data, scores resorts, sends alerts for closures and overnight snowfall.
View project2021 to Present
Enterprise Account Executive
Quality and manufacturing software for regulated industries. #1 globally in 2024 and 2025. 206% in 2024, 182% in 2025, first out of 57 reps. All net new logo ACV. Presidents Club 2021–2025. 6 to 24 month cycles.
"Welf is our first rep to sell more than $1M in ACV. Welf has worked hard building his pipeline, working with prospects and customers and getting deals closed."
David Edwards, CRO
2020 to 2021
Head of Sales, U.S.
Returned to lead U.S. sales for PAS-X MES. Managed enterprise accounts and sales team across North America. Best performing region globally.
2019 to 2020
Account Executive
First AE in the life sciences vertical at a Series B no-code manufacturing platform. Sold and implemented a product that was still being built into validated environments, working directly with customers to define requirements and close gaps. Closed six-figure ARR deals and initiated POCs with top global pharma organizations including Novo Nordisk. Built pipeline entirely through self-sourced prospecting.
2012 to 2019
Consultant → Solution Consultant → Enterprise Account Executive
Manufacturing software for pharma and biotech across EMEA and North America. Three promotions over seven years. Exceeded quota five consecutive years.
"Welf has a wealth of knowledge in the Life Sciences industry. His background as a consultant prior to joining sales is a big asset to the client as he could be a true trusted advisor on both the business and technical side."
Samantha Zoleta, Digital Transformation Leader
B.S. Computer Science, Minor in Philosophy
Based in Salt Lake City. Open to relocation.
Dual citizen: United States and Germany.
Bilingual: English and German, native proficiency.