Senior Account Manager

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

📋 Description

• Manage a portfolio of sponsor and CRO accounts as the main relationship owner and point of contact.

• Ensure account health and retention.

• Establish senior-level relationships with leaders in clinical operations and study teams.

• Provide guidance to clients on trial recruitment and operations.

• Conduct regular business reviews to showcase value and align on account strategy.

• Oversee escalation and issue resolution in collaboration with Customer Success, Support, and Product.

• Responsible for revenue and expansion targets within the account portfolio.

• Develop account plans that identify new studies, sites, or platform modules for existing accounts.

• Identify and qualify new opportunities within current accounts.

• Monitor and report on pipeline generated from existing accounts against quarterly growth targets.

• Position new features and platform capabilities to meet clients' trial requirements.

• Lead the complete proposal processes for account expansions, including responding to RFPs and competitive positioning.

• Collaborate with leadership on pricing, packaging, and contract terms.

• Negotiate and finalize renewal and expansion agreements.

• Coordinate with Clinical Operations for handoffs and kickoffs following contract signatures.

• Work collaboratively with Sales, Customer Success, Clinical Operations, Marketing, and Product.

• Maintain awareness of account structures, goals, and upcoming trials to anticipate needs and spot opportunities.

⛳️ Requirements

• Bachelor's degree with 5+ years of experience in account management, business development, or a similar client-facing revenue role, or an equivalent combination of education and experience.

• Demonstrated success in managing renewal or expansion targets and closing deals with senior-level stakeholders.

• Experience managing a complete sales or renewal cycle, including prospecting and qualifying opportunities, creating proposals, negotiating terms, and closing deals.

• Comfortable leading pricing discussions and contract negotiations.

• Strong consultative and relationship-building skills with director-level and above stakeholders.

• Minimum of 1-2 years of direct, indirect, or cross-functional team leadership experience.

• Excellent written and verbal communication abilities, including conducting executive-level business reviews.

• Proficient with CRM tools such as Salesforce or HubSpot, along with account health monitoring tools.

• Willingness to travel up to 20-25% of the time for client-related business.

• Preferred background in life sciences, clinical trials, or healthcare technology.

• Familiarity with clinical trial recruitment, prescreening, decentralized trial models, or real-world evidence/real-world data offerings is preferred.

• Experience in selling or supporting SaaS platforms to regulated or highly technical buyers is preferred.

• Familiarity with responding to RFPs and leading competitive or bid-defense discussions is preferred.

• This position is remote, with the option to work from anywhere in the United States.

🏝️ Benefits

• Flexible remote work arrangement.

• Opportunity to engage with sponsor and CRO accounts in clinical trial recruitment and operations.

• Collaborative environment with Customer Success, Product, Sales, Clinical Operations, and Marketing.