Summary
Overview
Work History
Education
Skills
Accomplishments
Timeline
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Jay Varma

San Francisco,CA

Summary

Results-Driven Enterprise Sales Executive in SaaS, AI/ML, Health Tech, Biotech.

Proven sales professional with 9+ years of experience consistently surpassing multi-million-dollar sales targets by 28% to 30%. Expert in developing tailored solutions that drive measurable outcomes across industries. Skilled in complex sales cycles, C-suite relationships, and strategic methodologies like SPIN, ABM, MEDDIC, and Consultative Selling. Adept at optimizing CRM tools such as Salesforce, building robust pipelines, and driving revenue growth.

Overview

9
9
years of professional experience

Work History

Strategic Account Executive

Amazon
02.2023 - Current
  • Expanded sales targets and quotas, increasing the pipeline by 30%.
  • Sold directly to enterprise clients and through channel partners, with ACV of $60,000–$100,000+, aligning with Amazon’s strategic goals.
  • Promoted to sell health benefit solutions to larger enterprises post-acquisition of One Medical.
  • Cultivated relationships with C-suite executives and brokers/consultants like HUB, AON, Mercer, USI, Acrisure, One Digital, WTW, Alliant, and PEOs to enhance revenue opportunities.
  • Streamlined sales processes and CRM reporting in Salesforce, enhancing deal forecasting and improving sales team efficiency by 28%.

Enterprise Account Executive

One Medical (Acquired by Amazon)
11.2019 - 01.2023
  • Led sales for AI-driven healthcare SaaS solutions, targeting enterprise clients across Healthcare, Tech, Fintech, Legal, Biotech, and Pharma industries.
  • Built and maintained a 3-5X pipeline, consistently exceeding quarterly revenue targets of $1M to $1.2M.
  • Delivered personalized, AI-powered solutions in physical, mental and fertility health reducing employer healthcare costs by 8-22%, depending on employee segment.
  • Closed multi-year contracts, generating over $1.5M in new business, while optimizing sales workflows
  • Drove brand visibility and lead generation by actively participating in 5+ industry conferences, hosting lunch-and-learns, and networking at social events and conventions, resulting in a 35% increase in inbound leads.

Senior Account Executive and Alliance Management

BioXcel Therapeutics/Inveni AI
08.2016 - 04.2019
  • Managed strategic alliances with a few of the top 20 pharma companies, generating over $2.2 million in new business.
  • Closed $500K+ deals using consultative and value-based selling approaches.
  • Sold drug discovery AI/ML platform to top pharma and biotech clients (e.g., Takeda, Pfizer, Novo Nordisk, AstraZeneca).
  • Drove the adoption of AI in R&D, improving efficiency and accelerating drug discovery and development.

Education

Master of Science - Pharmacology And Toxicology

Amity University
New Delhi
08-2016

Skills

  • Surpassed sales targets by 30%: Consistently exceeded multi-million-dollar sales quotas at Amazon and One Medical, contributing to sustained revenue growth
  • Closed over $22M in high-value deals, secured six-figure contracts with industry leaders such as Takeda, AstraZeneca, Pfizer, and Novo Nordisk, driving significant business impact
  • Achieved 20% market expansion: Increased market share by 20% for flagship AI offering, securing key partnerships with top biotech firms leading to over $2 million in new revenue
  • Built and managed a 3-5X pipeline, continuously maintaining a pipeline 3-5 times the size of the quota, effectively prioritizing and closing high-value opportunities across multiple industries
  • Drove adoption for drug discovery AI/ML platforms, closing deals averaging $500K, and positioning the technology as a critical solution for R&D efficiency
  • Strategic Partnership Growth: Managed and expanded key CRO and pharma alliances, generating over $254 million in new business, and increasing market penetration
  • Industry leadership and networking: Represented the company at major industry conferences, driving 30% inbound leads, and building critical relationships with C-suite executives, channel partners/brokers and consultants
  • Achieved 90% customer retention by providing ongoing value through upselling services, and maintaining long-term relationships, increasing customer lifetime value by 17%

Accomplishments

  • Enterprise SaaS Sales & Complex Deal Execution (ACV $500K-$2M+)
  • Consultative & Value-Based Selling (SPIN, MEDDIC, ABS, BANT)
  • Pipeline Development & Revenue Forecasting (Consistently 3-5X quota)
  • Healthcare Benefits, Fintech & Biotech, Pharma SaaS Sales
  • AI/ML & Cloud Software Selling (R&D, Drug Discovery, Digital Health)
  • Channel & Broker Partnerships/Networks (Mercer, AON, One Digital, Alliant , HUB, USI, WTW, PEOs, TPAs)
  • CRM & Sales Tech Stack (Salesforce, HubSpot, Clari, Miedge, Outreach, Ironclad, Zoominfo,Alteryx LinkedIn Sales Navigator)

Timeline

Strategic Account Executive

Amazon
02.2023 - Current

Enterprise Account Executive

One Medical (Acquired by Amazon)
11.2019 - 01.2023

Senior Account Executive and Alliance Management

BioXcel Therapeutics/Inveni AI
08.2016 - 04.2019

Master of Science - Pharmacology And Toxicology

Amity University

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Jay Varma