Solution Sales Specialist – Study Experience (CTMS / MedTech)

Location: This is a remote position. Medidata follows a hybrid office policy in which employees who are hired for an in-person position are expected to work on site a certain number of days per week following Company policy.

About our Company

Medidata is powering smarter treatments and healthier people through digital solutions to support clinical trials. Celebrating over 25 years of ground-breaking technological innovation across more than 38,000 trials and 12 million patients, Medidata offers industry-leading expertise, analytics-powered insights, and one of the largest clinical trial data sets in the industry. More than 1 million registered users across approximately 2,300 customers trust Medidata's seamless, end-to-end platform to improve patient experiences, accelerate clinical breakthroughs, and bring therapies to market faster. A Dassault Systèmes brand, Medidata is headquartered in New York City and has been recognized as a Leader by Everest Group and IDC.

About the Team

Medidata is looking for a Clinical Operations Subject Matter Expert (SME) and Sales Specialist to lead expansion for our Study Experience solutions within a defined MedTech territory. This is not a generalist software sales role. We are looking for a commercial SME with deep domain expertise and a track record selling Clinical Operations cloud platforms — CTMS, eTMF, and Site Payments — to MedTech companies. You will be the definitive commercial expert. Your role is to increase adoption of our Study Experience portfolio. This portfolio unifies design, planning, build, execution, finance, and closeout of clinical trials within a single, connected environment.

Responsibilities

Commercial & Domain Subject Matter Expertise

• Be the primary commercial SME for Medidata's Study Experience portfolio across the MedTech territory, bringing deep, hands-on understanding of Clinical Operations workflows, CTMS, eTMF, and Site Payments.
• Collaborate with Product, Marketing, and Strategy teams to channel market intelligence, competitive insights, and customer feedback directly into product roadmaps.
• Build relationships with customers to understand their challenges, priorities, and projects, translating them into compelling solution recommendations.
• Navigate a collaborative, cross-functional sales environment.

Sales Execution & Territory Growth

• Achieve or exceed quarterly and annual sales targets by increasing new business opportunities and securing renewals within the assigned territory.
• Partner with Account/Territory Managers throughout the sales cycle to prospect opportunities, qualify customer needs, develop account strategies, and accelerate high-value negotiations requiring deep Clinical Operations platform knowledge.
• Lead end-to-end value selling efforts, presenting tailored business cases, ROI models, and solution demonstrations to C-suite and VP-level Clinical Operations partners.
• Maintain accurate pipeline, forecasting, and opportunity information within company systems as directed, including Salesforce.com.

Qualifications

• Deep Domain Expertise: requires demonstrated hands-on experience selling or supporting Clinical Operations cloud platforms. This experience must include explicit expertise in CTMS (Clinical Trial Management Systems), eTMF (electronic Trial Master File), and/or Site Payment solutions.
• Sales Track Record: experience selling to clinical-stage companies, with a record of exceeding sales quotas.
• Deal Complexity: Experience negotiating complex software (AI enabled or native platforms) and professional services contracts.
• Experience establishing communication and engagement with prospects, with the ability to engage, communicate value, and build trust with C-suite level executives.
• Forecasting, pipeline management, territory planning, and account management skills.
• Education: Bachelor's degree in Life Sciences, Computer Science, Engineering, or equivalent professional experience.
• Ability to travel approximately 30–50%, depending on needs.

Pay

The base salary pay range for this position is $135,000-$160,500. Base pay is one part of the Total Rewards that Medidata provides to compensate and recognize employees for their work. Most sales positions are eligible for a commission on the terms of applicable plan documents, and many of Medidata's non-sales positions are eligible for annual bonuses.

Benefits

• Medical, dental, life and disability insurance
• 401(k) matching
• Family leave
• Flexible paid time off
• 10 paid holidays per year