Account Executive, eClinical

This is a fully remote position, open to applicants in Massachusetts.

📋 Description

• Drive business development for OpenClinica's primary eClinical platform.

• Acquire new clients and facilitate growth in accounts without active involvement from Customer Success.

• Market eClinical solutions such as EDC, eConsent, eCOA/ePRO, analytics, and EMR integrations.

• Achieve or surpass assigned sales quotas.

• Build and maintain a sales pipeline through proactive outreach, account targeting, and follow-ups.

• Manage the entire sales cycle for new eClinical business within the designated territory.

• Identify, assess, and advance opportunities with small to mid-sized biotech and medtech firms.

• Develop a comprehensive understanding of clinical research workflows, stakeholder roles, and the overall eClinical ecosystem.

• Effectively position OpenClinica solutions to meet customer requirements.

• Map accounts, identify key stakeholders, and conduct customer-centric sales processes.

• Collaborate with Sales Engineering and internal experts on discovery, demonstrations, strategy, and deal execution.

• Maintain accurate records of opportunity stages, close dates, next steps, and forecasting details in Salesforce.

• Enhance opportunity quality, forecast precision, and pipeline management.

• Stay updated on product enhancements, roadmap changes, and market trends.

• Work together with Customer Success, Solutions, Marketing, and leadership to ensure effective handoffs, gather market insights, and promote account growth.

• Represent OpenClinica to prospects, customers, and at selected industry events.

⛳️ Requirements

• At least 5 years of experience in a quota-carrying SaaS sales position.

• Direct experience in a startup environment and/or selling eClinical software is highly desirable.

• Demonstrated history of meeting or exceeding sales quotas and generating revenue growth.

• Proven success in creating significant self-sourced pipeline through outbound prospecting.

• Experience selling to small to mid-sized biotech, medtech, or other clinical trial sponsor organizations.

• Strong comprehension of clinical trial workflows and the broader eClinical environment.

• Deep familiarity with essential eClinical technologies such as EDC, eConsent, eCOA/ePRO, analytics, and related integrations.

• Capability to implement a structured sales process, including qualification, discovery, stakeholder management, forecasting, and closing.

• Strong insight into the needs of lean clinical operations teams operating under tight timelines and resource limitations.

• Excellent skills in communication, presentation, and negotiation.

• Robust relationship-building abilities with both business and operational stakeholders.

• High level of organization and discipline in CRM usage.

• Flexible and adaptable to a rapidly changing company environment where not all systems and processes are completely established.

• Must be legally permitted to work in the United States without requiring employer sponsorship.

• Proficient in Salesforce and modern sales engagement tools.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Flexible working hours and the opportunity for remote work.

• Generous paid time off and holiday leave.

• Professional development and training opportunities.