Account Executive, eClinical

Job Description

Job Description

About OpenClinica:

OpenClinica makes clinical trials more efficient and effective with advanced technology and recruitment solutions. Our industry-leading EHR-to-EDC connectivity automates source data acquisition, reduces errors, and eliminates delays, while our precision recruitment solutions help teams enroll the right participants with ease. Trusted by the world's leading life sciences companies, academic institutions, and government agencies, OpenClinica bridges the gap between healthcare and research.

About the Role and Team:

The Account Executive, eClinical manages the full sales cycle for designated prospective new OpenClinica customers. The AE prospects, qualifies, conducts demos, negotiates orders, and successfully sells the OpenClinica value proposition. Target clients will largely range from pharmaceutical companies, contract research organizations, and academic centers.

• Location: Fully Remote in the U.S.
• Status: Full-time, Exempt
• Reports to: VP of Growth
• Comp.: Base Salary = $125,000. On Target Earnings = $227,000+

What You Will Do:

• Meet or exceed quota

• Develop extensive knowledge of the clinical research domain, including different phases and designs of studies, stakeholder roles and objectives, common processes, data standards, domestic and international regulatory issues.

• Understand where OpenClinica fits within the broader clinical research ecosystem and demonstrate the ability to deploy our system in a way that provides a supporting role to diverse stakeholders and complimentary eClinical systems.

• Become an expert in the OpenClinica product suite, and tailoring those products to meet specific customer needs.

• Become an expert in identifying ideal prospective customers and understanding the challenges they face in their clinical research.

• Map accounts, identifying stakeholders and their roles in the sales process. Design and carry out a sales process tailored to the stakeholders and their needs.

• Leverage internal colleagues in ways that help maximize effectiveness of the sales effort (bring in subject matter experts as appropriate, facilitate strategizing, negotiation, etc.)

• Communicate OpenClinica’s value to prospective customers in a compelling and personalized manner

• Qualify prospects and pursue opportunities to close; exhibit timely and engaging proactive communication

• Enthusiastically represent the OpenClinica brand; help prospects get excited about how the OpenClinica solution can solve their problems

• Develop a high level of proficiency in using the OpenClinica software and showing prospective customers in a hands-on manner how it can solve their specific challenges

• Maintain an up-to-date understanding of the product roadmap; develop proficiency with new features as they are released

• Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future

• Participate in trade shows to grow sales leads

• Maintain a high level of organization:

  • Timely and consistent follow-ups with leads and opportunities

  • Ensure CRM records are accurate and up-to-date

  • Regular consistent prospecting to build pipeline

  • Exhibit superb time and schedule management

Qualifications:

Required:

• Minimum 5 years of sales experience in the eClinical or life sciences industry

• Proven track record of meeting or exceeding sales quotas and driving revenue growth

• Experience selling into clinical trial sponsors, CROs, or related life sciences stakeholders

• Strong understanding of clinical trial workflows, regulatory requirements (e.g., GCP, FDA, EMA), and the clinical research ecosystem

• Strong understanding with eClinical technologies (e.g., EDC, CTMS, eTMF, ePRO, eConsent)

• Knowledge of the sales cycle in long-lead, high-stakes enterprise sales environments

• Excellent communication, presentation, and negotiation skills

• Strong relationship-building abilities with both technical and non-technical stakeholders

• Ability to manage complex sales cycles and navigate multiple decision-makers

• Strategic thinker with the ability to identify customer pain points and position tailored solutions

• Proficiency with CRM tools (e.g., Salesforce, HubSpot)

• Comfortable with sales prospecting and engagement tools (e.g., Outreach.io, LinkedIn Sales Navigator), virtual sales presentations and demo software platforms