Account Executive, eClinical

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

📋 Description

• Achieve or surpass designated sales targets.

• Establish and nurture a robust pipeline through targeted outbound prospecting, account identification, and diligent follow-up.

• Take full ownership of the sales process for new eClinical business within the designated region.

• Recognize, qualify, and progress opportunities with small to mid-sized biotech and medtech firms.

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

• Attain a strong command of OpenClinica’s eClinical solutions, including EDC, eConsent, eCOA/ePRO, analytics, and integrations, and effectively align them with customer requirements.

• Grasp the characteristics, priorities, and common challenges of ideal prospective clients.

• Conduct account mapping, identify key stakeholders, and implement a sales process that addresses customer needs and purchasing realities.

• Collaborate effectively with Sales Engineering and other internal experts to enhance discovery, demonstrations, strategy, and deal execution.

• Maintain precise opportunity hygiene in Salesforce, ensuring accurate stages, close dates, next steps, and forecasting details.

• Contribute to improved opportunity quality, forecast accuracy, and pipeline discipline across the team.

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

• Collaborate closely with Customer Success, Solutions, Marketing, and leadership to enhance handoffs, share market insights, and support account expansion when appropriate.

• Represent OpenClinica professionally and credibly with prospects, clients, and at selected industry events.

• Additional responsibilities may be assigned.

⛳️ 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.

• Proven history of meeting or exceeding sales quotas and driving revenue growth.

• Demonstrated success in generating a significant self-sourced pipeline through outbound prospecting.

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

• Strong understanding of clinical trial workflows and the broader eClinical ecosystem.

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

• Ability to execute a disciplined sales process, including qualification, discovery, stakeholder management, forecasting, and closing.

• Solid understanding of the needs of lean clinical operations teams operating under constraints of time and resources.

• Exceptional communication, presentation, and negotiation abilities.

• Strong relationship-building skills with both business and operational stakeholders.

• High level of organization and CRM discipline.

• Adaptability to a rapidly changing company environment where not all systems and processes are yet fully established.

• Proficiency with Salesforce and modern sales engagement tools.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health benefits package.

• Opportunities for professional development and growth.

• Flexible working arrangements to support work-life balance.

• Collaborative and innovative work environment.