Account Director - New Logo Sales

ArisGlobal•Waltham, MA

62d•Remote

About The Position

ArisGlobal is seeking a results-oriented Account Director to acquire new life sciences customers within an assigned North American territory. This is a true new-logo sales role for a hands-on seller who enjoys creating opportunities, opening doors, developing executive relationships, and competing for complex enterprise business. The Account Director will own the sales process from territory planning and initial outreach through discovery, solution alignment, business-case development, commercial negotiation, and contract execution. The successful candidate will generate a meaningful portion of their own pipeline through disciplined account-based prospecting, executive outreach, industry networking, partner engagement, and coordinated activity with Sales Development and Marketing. This role is well suited to an emerging enterprise sales leader who has demonstrated strong performance and career progression and is ready to take greater ownership of a territory and increasingly complex opportunities. Success requires initiative, resilience, curiosity, coachability, sound commercial judgment, and consistent follow-through.

Requirements

Five or more years of B2B software sales experience, including direct responsibility for prospecting, pipeline development, and closing new business.
Working knowledge of pharmacovigilance and safety, regulatory affairs, clinical operations, medical affairs, or other life sciences R&D functions.
Demonstrated success meeting or exceeding new-business quotas in a competitive sales environment.
Experience selling enterprise SaaS solutions to pharmaceutical, biotechnology, medical device, CRO, or other life sciences organizations.
Experience managing complex six- and seven-figure transactions involving multiple stakeholders and extended sales cycles.
A documented ability to create pipeline through personal outbound activity, account-based selling, networking, and strategic outreach.
Strong discovery, presentation, written communication, negotiation, and executive-engagement skills.
Ability to organize multiple pursuits, establish priorities, maintain momentum, and operate effectively with limited supervision.
Bachelor’s degree or an equivalent combination of education and relevant professional experience.
Ability to travel within the assigned territory and attend industry events as business needs require.

Nice To Haves

Experience selling business transformation, automation, artificial intelligence, data, or compliance-oriented solutions.
Experience coordinating formal RFPs, demonstrations, proofs of concept, security reviews, validation requirements, and enterprise contracting.
Familiarity with Salesforce, Clari, LinkedIn Sales Navigator, or comparable sales and prospecting platforms.
Experience building opportunities with consulting, technology, implementation, or service partners.

Responsibilities

Develop and execute a territory plan focused on acquiring new pharmaceutical, biotechnology, medical device, contract research, and other life sciences customers.
Build and maintain a qualified pipeline through consistent outbound prospecting, target-account planning, executive outreach, referrals, industry events, partners, and coordinated campaigns.
Create new opportunities independently rather than relying primarily on inbound leads, established relationships, or Sales Development support.
Own the complete enterprise sales cycle, including account research, discovery, stakeholder mapping, solution strategy, business-case development, proposal coordination, negotiation, and closure.
Engage business, technology, operations, procurement, security, legal, and executive stakeholders across complex buying organizations.
Translate customer challenges into a clear value proposition that connects ArisGlobal capabilities to measurable business, operational, and compliance outcomes.
Develop account-specific pursuit strategies, including competitive positioning, partner engagement, executive sponsorship, and mutual action plans.
Coordinate Solution Consulting, Product, Professional Services, Legal, Security, Finance, and executive resources throughout the sales process.
Maintain accurate opportunity data, next steps, close plans, forecasts, and pipeline coverage in the company’s CRM and forecasting platforms.
Represent ArisGlobal at relevant conferences, trade shows, customer events, and industry forums.
Transition newly contracted customers to implementation and customer-success teams while maintaining continuity in key executive relationships.