Account Executive

Role Overview

• Own outbound prospecting and early-stage opportunity creation: identify targets, engage decision-makers, and start conversations.
• Develop account plans for target companies (Pharma, biotech, CRO) and run thoughtful, multi-threaded outreach.
• Lead discovery calls to understand needs, qualify fit, and align on what success should look like.
• Manage opportunities through proposal, negotiation, and close (with support from the CEO as needed).
• Maintain accurate pipeline hygiene in Pipedrive (stages, next steps, close dates, and notes).
• Serve as the primary commercial point of contact for a set of accounts, with a focus on relationship-building and long-term partnership.
• Maintain regular communication with client stakeholders to understand priorities, anticipate needs, and ensure alignment.
• Partner with the Enrollment Operations and Project Management teams to coordinate kickoff, maintain momentum, and support a strong client experience.
• Surface opportunities to deepen the relationship by connecting clients to additional capabilities, solutions, or study support—based on demonstrated need and fit.
• Ensure expectations are clear internally and externally, and raise risks early when priorities or timelines shift.
• Maintain clear activity, pipeline, and forecast reporting; communicate risks early.
• Create and refine playbooks for outreach cadences, discovery, and account stewardship.
• Use tools such as LinkedIn Sales Navigator, AI writing tools (e.g., Copy.ai), and CRM workflows to drive efficiency while keeping messaging personalized and high-quality.
• Partner with leadership on positioning, vertical strategy, and target account selection.

Requirements

• 3–7+ years of experience in B2B sales, account management, customer success (commercial), or a hybrid full-cycle role; clinical research experience strongly preferred.
• Demonstrated ability to both (a) generate pipeline through outbound efforts and (b) own client relationships with high trust and follow-through.
• Strong discovery and consultative selling skills (able to diagnose, not just pitch).
• Excellent written and verbal communication; comfortable engaging senior stakeholders.
• Highly organized with strong follow-through; able to manage multiple active opportunities and relationships.
• Comfortable with CRMs (Pipedrive preferred), LinkedIn Sales Navigator, and structured outreach cadences.
• Motivated, resilient, and comfortable operating in a fast-moving startup environment.
• Nice to have: Experience selling into Pharma, biotech, CROs, sites, or trial enablement vendors.
• Nice to have: Experience selling software-enabled services or services with a repeatable delivery model.
• Nice to have: Familiarity with patient recruitment, enrollment operations, feasibility, and clinical trial execution.

Benefits

• Unlimited PTO
• 100% remote work
• Access to employee discount program
• 401(k) with employer contribution
• Employer-covered basic Life Insurance