Account Executive - Pharmaceutical/Healthcare SaaS

McCreadie Group, a Cordance Company, is seeking an experienced Account Executive and proven sales contributor to join our team to accelerate market growth for our industry-leading investigational drug accountability and management software. We are looking for an experienced hunter and closer who is self-motivated, goal-oriented, and who works with a sense of urgency to prospect, manage a pipeline, drive sales cycles, and close business. The successful Account Executive is a high-impact individual capable of driving new customer acquisition, generating revenue and meeting or exceeding quotas.

This is a fully remote role; must live in the US with full work authorization

Responsibilities

• Meet or exceed assigned sales objectives and quarterly and annual booking targets by initiating and completing the sales process.
• Market Expansion. Identify, research, and pursue new business opportunities in established and emerging markets. Develop a strategic approach to market penetration, where McCreadie Group can drive value.
• Own the End-to-End Sales Process. Take full responsibility for managing the entire sales cycle. This includes everything from prospecting and lead qualification, to conducting software demos, negotiating terms, and closing deals, laying a foundation for long term retention and customer success. Maintain diligent use of SalesForce to track all opportunities, leads, activities, forecasts, etc. Liaise with Revenue Ops and Sales Development leadership, and Marketing department. Mentor assigned SDR with regards to industry relevant strategy/cadence/content and proper qualifying and disqualifying scripts and tools.
• Leverage Partnership-Driven Leads. Collaborate closely with our strategic partners to utilize partnership-generated leads, converting them into meaningful business opportunities. You will be tasked with nurturing these relationships to maximize pipeline development and revenue growth.
• Craft Tailored Proposals. Work hand-in-hand with potential clients to understand their specific needs and business objectives. By doing so, you’ll create custom proposals that demonstrate how McCreadie Group’s products can meet their goals, incorporating incentives and negotiating terms to close deals effectively.
• Value Delivery. Conducting discovery and creating a quantitative and qualitative ROI or value creation plan.
• Contribute to a High-Performance Culture: Be a part of a results-driven team where your contributions directly impact the success of the company. You will thrive in a competitive but collaborative environment that rewards top performers and encourages continuous growth and development. Collaborate with and coordinate internal resources to share information and execute sales cycles/processes.

Qualifications

• 5+ years of proven quota attainment in B2B software sales within the healthcare and/or academic research industry
• Experience working on a smaller team with a fast-growing product at mid-market or enterprise sales level
• Experienced hunter, with successful track record of acquiring new customers
• Proven experience qualifying and managing outbound leads
• Proven ability to manage lengthy, complex sales cycles
• Proven experience reaching key decision-makers to build buy-in and successfully presenting to clinical, financial, business, and clinical leadership of large, complex healthcare systems and research institutions
• 2+ years demonstrated lead and opportunity management experience in SalesForce
• Ability to travel for client meetings, trade shows, etc. as needed
• Must reside within the 48 contiguous United States near a major airport

Preferred Qualifications

• 2+ years of contract negotiation experience
• 2+ years of HubSpot experience – Marketing & Sales Hub
• 2+ years of experience in conducting complex SaaS demos
• Demonstrated prior experience in building business cases to demonstrate value and ROI
• Experience in the pharmaceutical clinical trials space (sponsor, CRO, RTSM/IRT, site/site network)