Account Executive, eClinical

OpenClinica LLC•Needham, MA

17d•Remote

About The Position

The Account Executive, eClinical is a quota-carrying sales role responsible for driving new business growth for OpenClinica’s core eClinical platform. This is a true hunting role focused primarily on new logo acquisition, with additional responsibility for expansion in accounts where our Customer Success team is not actively involved. The role is focused on selling OpenClinica’s eClinical solutions, including EDC, eConsent, eCOA/ePRO, analytics, and EMR integrations, to small to mid-size biotech and medtech companies with lean clinical operations teams, limited internal IT resources, and time-sensitive study needs. Some academic opportunities may arise, but that is not the primary focus. This role requires someone who can create a meaningful self-sourced pipeline through disciplined outbound prospecting, manage a full sales cycle, and close business in a way that improves predictability over time. The Account Executive will partner closely with Sales Engineering, Customer Success, Marketing, and leadership to move opportunities forward, maintain strong sales discipline, and contribute to the growth of the business.

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

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