Senior Inside Sales Manager - CRO / Pharma

Paradigm Health

3d • $100,000 - $130,000

About The Position

The Senior Inside Sales Manager owns a net-new Early Engagement pipeline target by conducting forecast-driven prospecting into biopharma sponsor accounts. The role builds and maintains a planned and predicted trial forecast, identifying which sponsors are likely to run trials and when they may be evaluating Paradigm Health’s solutions. It turns that forecast into prioritized, appropriately timed outreach and qualified opportunities.

The role generates leads across Paradigm Health’s clinical technology and full-service CRO solutions, tailoring outreach, positioning, buyers, and timing to each solution line. It is accountable for outbound prospecting and opportunity conversion through Sales acceptance; Sales owns outcomes after accepting opportunities.

Success in the first 12 months includes a regularly refreshed forecast covering priority sponsor accounts with timing windows per solution line, a forecast-linked outreach calendar shared with marketers and Sales, delivery against the Early Engagement pipeline target, clean Salesforce source attribution, and tracked, improving forecast accuracy.

Requirements

• Senior-level experience at a contract research organization in business development, sales, strategic or proposal development, feasibility, or client-facing clinical operations; CRO experience is a firm requirement.
• Hands-on experience building, maintaining, or acting on a forecast of planned and predicted trials, including translating phase transitions into vendor-selection timing.
• Demonstrated ability to prospect and generate leads for both clinical technology solutions and full-service CRO solutions, adapting messaging and timing to each.
• Working knowledge of sponsor purchasing processes, including RFI and RFP cycles, bid defense, full-service versus functional outsourcing, and preferred-provider or strategic partnership structures.
• Demonstrated ownership of a pipeline, qualified-opportunity, or bookings target.
• Deep clinical development knowledge, including phases, protocol design, feasibility, site selection, patient recruitment, and therapeutic-area context.
• Experience engaging biopharma sponsor decision-makers in clinical operations, development operations, outsourcing and vendor management, or procurement.
• Proficiency with trial-intelligence sources such as ClinicalTrials.gov, commercial pipeline and trial databases, and sponsor pipeline disclosures, as well as CRM systems such as Salesforce or HubSpot.
• Ability to work as a self-directed individual contributor and manage long, complex sales cycles, approximately 12 months for net-new sponsors, with limited supervision.
• At least 5 years of relevant experience.

Nice To Haves

• Inside Sales experience at an oncology-focused mid-size CRO.
• Direct experience supporting clinical technology, such as patient recruitment, trial planning, or data capture technology.
• Therapeutic-area understanding and existing relationships with sponsor outsourcing and clinical operations leaders.

Responsibilities

• Build and regularly refresh a planned and predicted trial forecast by mapping priority sponsors’ pipelines, phase transitions, readouts, and expected trial starts using public and commercial trial-intelligence sources.
• Define, document, validate, and adjust vendor-evaluation timing windows by solution line, including planning, site selection, recruitment, and trial conduct for clinical technology and full-service CRO engagements.
• Prioritize accounts and contacts by buying-window proximity and fit, and conduct multi-channel outreach through email, phone, LinkedIn, and event follow-up to sponsor decision-makers.
• Generate qualified leads across clinical technology and full-service CRO solutions, adapting positioning, buyer targeting, and buying-window assumptions to each.
• Own and deliver a net-new Sales-Accepted Lead pipeline target, measured as qualified opportunities in the CRM.
• Work engaged accounts and leads from events, content, and paid programs; qualify them and hand them to Sales with account context and a clear assessment of timing.
• Share forecast insights with solution marketers and Sales to inform account-based target lists, event targeting, and messaging; coordinate qualification and opportunity handoffs with Sales leadership.
• Monitor CRO and clinical technology competitors, preferred-provider arrangements, and sponsor vendor changes that may affect buying windows.
• Maintain accurate CRM activity and source attribution, and measure forecast accuracy by comparing predicted windows with engagement and realized opportunities.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed