Strategic Account Management, Director

About the role

In this role as Strategic Account Management, Director, you will be strategically focused on driving sales growth from some of Evaluate and Citeline’s largest clients, including top financial institutions, professional services providers, and suppliers into life sciences. This position will focus on sales execution, individually and as part of a team, by growing and retaining an assigned group of client accounts. You will apply the Evaluate sales methodology to achieve sales quotas and the company’s commercial objectives.

This is an excellent opportunity if you are highly motivated to deliver outstanding sales performance within a high-growth SaaS business. We are looking for a sales hunter, a self-starter with excellent business acumen and a growth-mindset. This role is ideal if you are achievement-oriented and believe in driving individual and team-based performance to exceed pipeline growth and sales goals. You will be a consultative seller, driven to succeed, and love working at pace as part of a diverse global team.

Responsibilities

• Achieve or exceed sales goals within your client base
• Manage the entire sales pipeline from prospecting to closing the sale, managing to a weekly/monthly opportunity progression cadence
• Develop outstanding and multi-threaded professional relationships to maximize lifetime value of each account
• Hunt for additional syndicated product and/or services sales for Evaluate and referrals into other Norstella companies
• Devise and execute territory and account development plans to assure quota achievement
• Use a range of communication, sales, and negotiation frameworks to grow sales to assigned clients
• Share feedback from client interactions and strive to deliver more value to Evaluate customers
• Follow-up all SQLs to establish additional opportunities within assigned accounts and record activities in Salesforce
• Collaborate with customer success partners, sales leaders, solution consulting, marketing, and others to devise and pursue account development strategies
• Generate sales growth through traditional and professionally creative methods
• Provide accurate and up-to-date sales pipeline reports and sales forecasts on a weekly basis

Requirements

• Track record of quota achievement, hunting, and closing business with large B2B clients
• Experience selling to pharmaceutical, financial, and/or life sciences consulting clients
• Experience selling business data/intelligence or SaaS solutions that drive ACV growth
• Understanding of how analysis and information supports strategic decision making
• Proven ability to plan, prepare, execute, and review professional meetings to achieve commercial objectives and win/win outcomes with clients
• Ability to establish rapport quickly with a demanding and expert client base
• Experience utilizing Microsoft Office applications and CRM systems (Salesforce)
• Grit and resilience with a can-do attitude

Nice to have

• Life-science focused degree
• Previous formal sales training

Guiding Principles

• Bold, Passionate, and Mission-First
• Integrity, Truth, and Reality
• Kindness, Empathy, and Grace
• Resilience, Mettle, and Perseverance
• Humility, Gratitude, and Learning

Benefits

• Medical & Prescription Drug Benefits
• Health Savings Account (HSA) or Flexible Spending Accounts (FSA)
• Dental & Vision Benefits
• Basic Life and AD&D Benefits
• 401k Retirement Plan with Company Match
• Company Paid Short & Long-Term Disability
• Paid Parental Leave
• Paid Time Off & Company Holidays