Account Executive, eClinical

🕒 May 1

🍂 Massachusetts – Remote

🍂 Massachusetts – Remote

💵 $125k - $227k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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OpenClinica

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2004

☁️ SaaS

💊 Pharmaceuticals

🧬 Biotechnology

💰 Private equity on 2023-03

SaaS • Pharmaceuticals • Biotechnology

OpenClinica is a practical eClinical SaaS platform that unites electronic data capture (EDC), eConsent, eCOA, randomization, EHR-to-EDC integration, reporting & analytics, and patient recruitment tools for clinical research. Built for small to midsize sponsors, CROs, academic medical centers, and research teams, it accelerates study setup, reduces data queries, and supports compliance with robust customer success, onboarding, and 24/5 support. The platform powers thousands of studies worldwide and is used by pharma, biotech, medtech, government, and academic institutions to run more efficient clinical trials and improve patient enrollment and data quality.

📋 Description

• 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

🎯 Requirements

• 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