Senior Client Director, Strategic Accounts

Senior Client Director, Strategic Accounts

ABOUT ODAIA

ODAIA noun
o·da·ia | \ 'oh-day-yeah \
An Ancient Greek word referring to “tools of the trade.”
To learn more visit odaia.ai.

ODAIA delivers AI-powered commercial intelligence for life sciences - unifying data, accelerating results, and helping commercial teams deepen engagement to enhance care for providers and patients. ODAIA's AI platform transforms complex data into predictive, personalized insights, enabling commercial leaders to understand their customers, anticipate prescribing behaviors, and make the informed, strategic decisions that bring therapies to patients faster.

OUR MISSION

Reducing patients’ time to therapy by facilitating meaningful interactions with healthcare providers, through human-centric software powered by AI.

WHAT’S ON OFFER

Reporting to the Managing Principal, AI-Driven Commercial Effectiveness, the Senior Client Director, Strategic Accounts is the commercial engine within ODAIA’s cross-functional GTM team. This is not a traditional account management role;It is a high-autonomy, high-impact sales leadership position designed for a strategist who thrives at the intersection of complex selling and long-term account growth.

The Mission: A “Hunter with a Farmers Mindset”

You will own the full commercial lifecycle, from identifying "white space" and qualifying high-value prospects to orchestrating complex deal executions and securing the close. Your success isn't just measured by the initial contract, but by the executive-level relationships and account depth you build to drive sustained, multi-year expansion.

The Pod Structure: Integrated Execution

You won't operate in a silo. You will lead and collaborate within a cross functional, specialized team (Pod) alongside:

• Managing Principals: Your strategic partners and executive sponsors. They provide the high-level industry vision, navigate C-suite blockers, and ensure your pod’s commercial strategy aligns with ODAIA’s AI roadmap
• Solution Engineers: To bridge the gap between AI capabilities and client needs
• Business Acceleration Partners: To ensure seamless onboarding and rapid time-to-value
• Marketing Leads: To sharpen the narrative and drive demand within your target accounts

WHAT YOU WILL DO
Enterprise Sales & Revenue Growth

• Own and drive new business acquisition across mid-market and enterprise Life Sciences organizations, with full accountability for pipeline generation, deal progression, and revenue targets
• Lead complex, multi-stakeholder sales cycles, navigating commercial, SIP, SFE, and IT buying groups to build consensus and close
• Identify whitespace opportunities across business units, therapeutic areas, and brands to expand ODAIA’s footprint within strategic accounts
• Develop compelling business cases that connect ODAIA’s AI-driven insights to measurable commercial outcomes - revenue acceleration, field productivity, and competitive advantage

Consultative Client Engagement

• Lead with outcomes, not features - challenge the status quo and help clients rethink how predictive intelligence and Next Best Action strategies can transform commercial performance
• Conduct strategic discovery conversations that uncover pain points across commercial organizations, translating complex analytics into executive-ready narratives
• Build and deepen executive-level relationships with decision-makers across Director, VP, and C-suite levels, positioning ODAIA as a long-term transformation partner - not a transactional vendor
• Serve as the primary commercial point of contact for key accounts, maintaining alignment across internal and client stakeholders throughout the customer lifecycle

Pod Collaboration & Deal Execution

• Operate within ODAIA’s cross-functional pod model alongside Solution Architecture, Business Acceleration, Product, and Customer Success to co-create value-driven proposals and demonstrations
• Partner with the Managing Principal to shape account strategy, prioritize high-value opportunities, and ensure seamless transition from strategic win to activation
• Translate ODAIA’s predictive modeling, AI orchestration, and platform capabilities into clear commercial impact during client-facing engagements
• Maintain disciplined pipeline management, forecasting, and CRM hygiene (Salesforce), ensuring pipeline health through proactive opportunity development

Market Intelligence & Product Influence

• Bring real-world market insights, competitive intelligence, and client transformation needs back to Engineering and Product to influence roadmap priorities
• Identify emerging shifts in omnichannel strategy, NBA orchestration, and AI adoption across the pharma landscape
• Represent the voice of the customer internally to help inform product evolution and market positioning

WHAT YOU BRING

Sales Track Record & Commercial Pharma Expertise

• 8-12+ years of enterprise SaaS, analytics, or technology sales experience within the Life Sciences commercial ecosystem, with a consistent track record of exceeding quota
• Proven success managing complex sales cycles with multi-stakeholder buying groups across pharma commercial, SIP, SFE, and IT organizations
• Deep understanding of the pharma commercial landscape, including brand launch strategies, field effectiveness, omnichannel strategy, and how AI/predictive analytics drive commercial impact

Consultative Selling & Executive Presence

• Strong consultative selling skills with the ability to lead value-based discussions, reframe client challenges, and build business cases that connect technology to P&L outcomes
• Demonstrated ability to engage with and influence senior executives (VP, C-suite) across complex enterprise organizations
• Excellent communication, negotiation, and presentation skills - able to translate “technical jargon” into “Commercial ROI” with clarity and confidence

Operational Agility & Growth Mindset

• Self-starter who thrives in a lean, high-autonomy, high-growth environment and finds building the engine while mid-flight exhilarating
• Can shift from strategic account planning to hands-on deal execution in the same hour - a bias for action over perfection
• Experience using CRM and sales engagement tools to manage pipeline, reporting, and account strategy
• Hands-on experience leveraging AI tools and agentic workflows to accelerate productivity - at ODAIA, we don’t just deliver AI, we live it

WHAT WE OFFER

Values-Based Culture

• We Ignite Innovation, Own It, and Stand Together

AI-Native Environment

• At ODAIA, we don't just deliver AI - we live it. We use AI and agentic automation to 10x our efficiency and impact, encouraging constant curiosity in leveraging and integrating AI

Comprehensive Rewards

• Meaningful stock option grants, immediate medical/dental enrollment, and flexible time off

Remote-First Flexibility

• WFH flexibility with intentional, high-value in-person collaboration and socials

LOCATION & BUSINESS TRAVEL

ODAIA is a remote first organization, with employees located across Canada and the U.S. Our primary office hub is located in central downtown Toronto and walking distance from Union Station.

This role requires travel within the US and Canada to support strategic customer meetings, industry conferences and internal meetings and offsites.

EMPLOYMENT VERIFICATION

Any conditional offer of employment made to a successful candidate will be subject to the full satisfaction with the results of any background and reference checks.

JOB PROCESS & INTERVIEW DISCLOSURE

ODAIA does not use artificial intelligence (AI) to review applications, filter or analyze resumes.
Our recruitment team may use an AI-powered meeting assistant to record and transcribe interviews for note-taking purposes only. This tool helps our recruiters to be fully present during conversations with candidates who provide consent to this tool being used during an interview. This tool is used in compliance with privacy and employment laws across Canada and the U.S.

We respect the time candidates invest into participating in our recruitment process. ODAIA is committed to providing timely status updates on hiring decisions to all candidates following their final interview, in accordance with applicable employment laws.

Compensation is discussed with candidates early in the interview process to ensure alignment. Final compensation is determined through a comprehensive review of the successful candidate’s unique skill set, specialized experience, certifications and other relevant considerations and is based on current market data and internal pay and equity frameworks and structures. This role is also eligible for health benefits, stock options, and flexible time off policies as mentioned above.

Position Status: This is a newly created position and not related to an existing position vacancy or departure.

DIVERSITY, EQUITY & INCLUSION

ODAIA is an equal opportunity employer. We are committed to building an environment where everyone feels included, valued, respected and heard. We are committed to creating a diverse workplace, free from discrimination on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, disability status or any other characteristics protected by local laws, regulations or ordinances.

ACCOMMODATIONS AND ACCESSIBILITY

Accommodations are available upon request. If you need assistance or accommodation due to a disability or special need at any stage of the recruitment process, please contact us at [email protected].