Strategic Account Manager, San Francisco Bay Area | NanoString | Remote/SF Bay Area

Our Mission is to Map the Universe of Biology.

Improving the human condition is what fuels our passion for finding new ways of enabling scientific exploration. As a company, we strive to create end-to-end solutions that are simpler, easier, faster and more relevant to today’s life science challenges.

As the pioneer in the field of spatial biology, NanoString enables scientists across the globe to envision molecular interactions in three dimensions with three different systems, the nCounter® Analysis System, the GeoMx® Digital Spatial Profiler (DSP) and the CosMx™ Spatial Molecular Imager (SMI) platform. As a result, scientists can see the multiomic expression of genes and proteins in the natural context of tissue structure.

Since our founding in 2003, we have earned a reputation as a respected, trusted pioneer of innovative technologies that support our customers in their relentless pursuit of answers. Our products are based on a novel digital molecular barcoding technology invented at the Institute for Systems Biology (ISB) in Seattle under the direction of Dr. Leroy Hood.

With our technologies, our customers continue to extend our understanding of biology to answer previously unsolvable questions with consistent, reliable results.

However, NanoString is much more than innovative products. The secret sauce to the company’s success is our people, who are committed to excellence and dedicated to catalyzing the next biological revolution.  Collectively, we live our corporate values of ambition, grit, ingenuity, authenticity, and customers every day…and never stop asking “What if?”

The Strategic Account Manager (SAM) is accountable to achieve or exceed assigned budget goals across assigned biopharmaceutical accounts. The SAM will focus on driving broader adoption of NanoString solutions across drug discovery, translational research, and companion diagnostics, while developing strong relationships across all levels of the organization. They are responsible for managing, protecting, and growing the business by increasing instrument placements, maximizing platform utilization, and developing new customer relationships to increase revenue generation. This individual works closely with the Life Sciences commercial teams including Business Development, Field Application Scientists (FAS) and other support functions to ensure successful partnering to achieve revenue goals.

Work Arrangements: This is a home-office-based role covering sales territory in the San Francisco Bay Area. The SAM can expect to spend 60-70% of their time in the field visiting clients.

Essential Responsibilities:

Business Development:

Grow existing customer relationships and establish new customer relationships within targeted accounts, achieving broader breadth & depth to become a Trusted Partner. Create & maintain a healthy funnel of current and future opportunities in assigned accounts. Activities include effectively identifying & prospecting for new instrument opportunities, working with FAS’s to address customer project requirements, and then leading the process of providing solutions and gaining agreement as defined by the Sales Process. Takes ownership and responsibility for account management activity and around customer issues to bring to resolution. Performs routine quarterly business reviews and territory management reviews, to include the management of customer budget cycles. Effectively manages accounts post sale to ensure retention and growth.

Strategic Account Management:

Develop and maintain Pharma Account plans (mapping) for each assigned customer to include current & future opportunities, buying process, and stakeholder management. Differentiate ourselves and provide complete translational solution. Create Key Opinion Leaders (KOL’s) within accounts. Drive continued awareness of NanoString products and applications.

Strategic Selling Skills:

Utilize competitive, customer, and product knowledge to lead and assist in establishing competitive barriers to market penetration by positioning NanoString solutions. Assist customers in achieving defined business/ technical and personal goals. Utilize the breadth of product portfolio to maximize platform adoption. Embraces the concepts of String Selling through the utilization of tools (such as Blue Sheets) to ensure a consistent and complete strategic approach to accounts. Utilize defined presentations (.ppt/web/etc.) and effectively deliver in a group setting.

Business Knowledge, Territory Planning, & Forecasting:

Prepare accurate overall territory business plans, forecasts, and sales reports to achieve assigned sales quota, and product mix objectives. Maintain expert knowledge on key buying influencers and consortia, opportunities presented by new grants, and other funding sources. Provide accurate funnel management and overall funnel health (forecasting), as well as accurate CRM management. Deliver all administrative reports in a timely manner, including expenses, monthly reports, forecasts, etc. to ensure optimum efficient management of the territory.


  • A minimum of 5 years of related field sales experience, with a proven track record of success.
  • A strong understanding and familiarity with gene expression technologies including qPCR, microarray analysis and Next Generation Sequencing.
  • Ability to travel up to 75% of the time (territory dependent).
  • Ability to create and deliver highly effective presentations.
  • Strong administration skills including CRM and process documentation. (laboratory experience preferred).
  • Established customer relationships and rolodex in key biopharma accounts
  • Demonstrated ability to partner with, and maintain, key account customer relationships that drives commitment and growth.
  • Understanding of the drug development processes and functional knowledge of therapeutic areas of focus
  • Effectively communicate NanoString value proposition in areas of translational research and companion diagnostics.
  • Exceptional communication and problem-solving skills, both verbal and written.
  • Excellent time management and project management skills, along with presentation skills.
  • Ability to effectively participate in cross functional teams and to excel within a matrix organization.
  • Highly self-motivated with a desire to participate in the growth and success of the commercial team.

Preferred Qualifications:

  • MS or BS in Molecular Biology, Biochemistry or related field (laboratory experience preferred).
  • Strong administration skills including CRM and process documentation. (laboratory experience preferred).

Target Base Salary Range:

$128,000 – $150,000 annually


$100,000 at plan, uncapped.

Base salary is an integral part of NanoString’s total compensation package.  Base salary considers an individual’s skills, experience, and competitive market value.  The base salary range represent what NanoString pays for a job within a salary grade based on external market data in comparison to similar positions from other companies in our industry. Employees generally enter a salary grade at the lower-to-mid-point in the range.

Other compensation elements include a discretionary annual bonus, incentive compensation for sales roles, Restricted Stock Unit (RSU) grants for all new hires, comprehensive benefit plans and paid time off, including designated holidays.


NanoString is Premier Career Development Sponsor at Biotech Networks Event: Scientific Speed Networking in Seattle September 6th 2023, meet them there!