Note: The job is a remote job and is open to candidates in USA. OpenClinica provides connected eClinical and clinical study solutions, including EDC, eConsent, eCOA/ePRO, randomization, analytics, and patient recruitment. The Account Executive, eClinical will drive new business growth by prospecting, managing the full sales cycle, and closing deals with small to mid-size biotech and medtech companies while partnering with internal teams to improve pipeline and forecast discipline.
Responsibilities
- Meet or exceed assigned quota
- Build and maintain a healthy pipeline through focused outbound prospecting, account targeting, and follow-up
- Own the full sales cycle for new eClinical business within the assigned territory
- Identify, qualify, and advance opportunities with small to mid-size biotech and medtech companies
- Develop a strong working knowledge of clinical research workflows, stakeholder roles, and the broader eClinical ecosystem
- Develop strong proficiency in OpenClinica’s eClinical solutions, including EDC, eConsent, eCOA/ePRO, analytics, and integrations, and position them effectively against customer needs
- Understand the profile, priorities, and common pain points of ideal prospective customers
- Map accounts, identify key stakeholders, and run a sales process that reflects customer needs and buying reality
- Partner effectively with Sales Engineering and other internal subject matter experts to strengthen discovery, demos, strategy, and deal execution
- Maintain strong opportunity hygiene in Salesforce, including accurate stages, close dates, next steps, and forecast inputs
- Contribute to better opportunity quality, forecast accuracy, and pipeline discipline across the team
- Stay current on product updates, roadmap developments, and relevant market dynamics
- Work closely with Customer Success, Solutions, Marketing, and leadership to improve handoffs, share market feedback, and support account growth where appropriate
- Represent OpenClinica credibly and professionally with prospects, customers, and at selected industry events
- Other duties may be assigned
Skills
- Minimum 5 years of experience in a quota-carrying SaaS sales role
- Direct experience selling eClinical software strongly preferred
- Proven track record of meeting or exceeding quota and driving revenue growth
- Proven success generating meaningful self-sourced pipeline through outbound prospecting
- Experience selling into small to mid-size biotech, medtech, or other clinical trial sponsor organizations
- Strong understanding of clinical trial workflows and the broader eClinical ecosystem
- Strong familiarity with core eClinical technologies such as EDC, eConsent, eCOA/ePRO, analytics, and related integrations
- Ability to run a disciplined sales process, including qualification, discovery, stakeholder management, forecasting, and closing
- Strong understanding of the needs of lean clinical operations teams working under timeline and resource constraints
- Excellent communication, presentation, and negotiation skills
- Strong relationship-building skills with both business and operational stakeholders
- High degree of organization and CRM discipline
- Adaptable to a fast-evolving company environment where not all systems and processes are fully established yet
- Proficiency with Salesforce and modern sales engagement tool
Benefits
- Fully Remote in the U.S.
Company Overview