Account Partner - Veeva Ostro

Veeva Systems • Massachusetts - Boston, MA

12d • Remote

About The Position

Veeva Ostro is seeking a results-driven Account Partner to acquire new customers and grow revenue across pharmaceutical and life sciences companies. The role owns the full sales process, from prospecting and opportunity development through negotiation and close, for Ostro’s AI-powered digital engagement solutions, including Ostro Sites for healthcare professionals and patients, and Ostro Email.

The Account Partner engages pharmaceutical brand marketers and senior commercial leaders, identifies customer needs, and presents solutions that improve HCP and patient digital experiences, content discovery, and engagement. Success requires a consultative sales approach, strong ownership, collaboration, and persistence in a fast-growing business.

This position involves regular travel for customer meetings, conferences, industry events, and relationship development. Travel may exceed 50% during certain periods depending on territory and business needs, and may include occasional evening activities. Veeva supports flexible work from home or in the office as a Work Anywhere company.

Requirements

• At least 7 years of experience in SaaS, technology, digital marketing, media, data/analytics, or related solutions, with a demonstrated record of achieving or exceeding sales quotas and generating new business.
• Experience independently identifying target accounts, initiating executive-level conversations, building qualified pipeline, and advancing opportunities from first contact through close.
• Understanding of pharmaceutical commercial organizations, including brand marketing, digital and omnichannel engagement, and the needs of HCP and patient audiences.
• Ability to quickly learn the pharmaceutical business and its unique commercial environment.
• Ability to uncover customer needs, understand business objectives, and translate complex technology into compelling value propositions, differentiated solutions, and measurable business outcomes.
• Proven ability to build trusted relationships with senior stakeholders, navigate complex organizations, engage multiple decision-makers, and develop customer champions.
• Confidence addressing competitive alternatives, overcoming objections, navigating procurement processes, and negotiating and closing complex sales opportunities.
• Understanding of digital marketing, web experiences, media, or marketing technology, and ability to discuss how technology can improve customer engagement and business performance.
• Highly motivated, organized, and disciplined, with ownership of sales results, pipeline health, forecasting accuracy, and CRM hygiene.
• Curious, resourceful, and comfortable operating in a fast-growing business where priorities, products, and market opportunities evolve.
• Team-oriented approach, ability to share knowledge and work effectively across functions, and commitment to collective success and individual accountability.
• Willingness and ability to travel regularly, potentially exceeding 50% during certain periods based on territory and business needs; occasional evening activities may be required.
• Bachelor’s degree required.

Nice To Haves

• Direct experience with conversational AI or AI-powered life sciences products.
• Familiarity with the Veeva Commercial Cloud ecosystem.

Responsibilities

• Own a sales quota and achieve or exceed revenue targets through new customer acquisition and expansion of existing accounts.
• Identify, prospect, qualify, and develop new opportunities through outbound outreach, networking, referrals, industry events, and strategic account planning.
• Lead discovery, presentations, product demonstrations, business-case development, stakeholder alignment, negotiation, and deal closure.
• Build trusted relationships with pharmaceutical brand marketers, digital and omnichannel marketing leaders, commercial executives, and other decision-makers.
• Understand customer objectives and demonstrate how Ostro’s AI-powered solutions can improve HCP and patient digital experiences, content discovery, and engagement.
• Develop account strategies, identify champions and decision-makers, build stakeholder consensus, and navigate procurement and customer approval processes.
• Explain Ostro’s value proposition, competitive advantages, and business impact; address objections and competitive alternatives.
• Identify cross-sell and upsell opportunities across brands, products, and customer organizations.
• Partner with Solutions Engineering, Client Services, Implementation, and other internal teams to support launches, customer satisfaction, renewals, and long-term growth.
• Maintain accurate and current pipeline forecasts, account plans, CRM activity, and opportunity records.
• Monitor pharmaceutical marketing trends, customer priorities, competitive developments, and emerging AI capabilities to inform sales strategies.
• Travel regularly for customer meetings, conferences, industry events, and relationship development, including occasional evening activities.

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• Basic life insurance
• Flexible PTO
• Company-paid holidays
• Retirement programs
• 1% charitable giving program
• Potential eligibility for variable bonus and/or stock bonus in addition to base salary

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level