Remote Account Executive, eClinical SaaS

OpenClinica, LLC; Needham (MA); Hybrid; USD 90,000 - 110,000; Full time

Job summary

OpenClinica, LLC is seeking an Account Executive, eClinical to drive new business for our core platform from a fully remote US base. You will hunt for new logos, manage the full sales cycle, and collaborate with Sales Engineering, Customer Success, and Marketing to align proposals with customer needs.

You will develop deep knowledge of EDC, eConsent, eCOA/ePRO, analytics, and EMR integrations, targeting small to mid-size biotech/medtech sponsors with lean operations and time-sensitive studies.

Qualifications

• Minimum 5 years' experience in a quota-carrying SaaS sales role.
• Direct experience in a startup environment and/or selling eClinical software highly preferred.
• Proven track record of meeting or exceeding quota and driving revenue growth.
• Proven success generating meaningful self-sourced pipeline through outbound prospecting.
• Experience selling into small to mid-size biotech, medtech, or other clinical trial sponsor organizations.
• Strong understanding of clinical trial workflows and the broader eClinical ecosystem.
• Strong familiarity with core eClinical technologies such as EDC, eConsent, eCOA/ePRO, analytics, and related integrations.
• Ability to run a disciplined sales process, including qualification, discovery, stakeholder management, forecasting, and closing.

Responsibilities

• Meet or exceed assigned quota.
• Build and maintain a healthy pipeline through focused outbound prospecting, account targeting, and follow-up.
• Own the full sales cycle for new eClinical business within the assigned territory.
• Identify, qualify, and advance opportunities with small to mid-size biotech and medtech companies.
• Develop a strong working knowledge of clinical research workflows, stakeholder roles, and the broader eClinical ecosystem.
• Develop strong proficiency in OpenClinica’s eClinical solutions, including EDC, eConsent, eCOA/ePRO, analytics, and integrations, and position them effectively against customer needs.
• Understand the profile, priorities, and common pain points of ideal prospective customers.
• Map accounts, identify key stakeholders, and run a sales process that reflects customer needs and buying reality.
• Partner effectively with Sales Engineering and other internal subject matter experts to strengthen discovery, demos, strategy, and deal execution.
• Maintain strong opportunity hygiene in Salesforce, including accurate stages, close dates, next steps, and forecast inputs.
• Contribute to better opportunity quality, forecast accuracy, and pipeline discipline across the team.
• Stay current on product updates, roadmap developments, and relevant market dynamics.
• Work closely with Customer Success, Solutions, Marketing, and leadership to improve handoffs, share market feedback, and support account growth where appropriate.
• Represent OpenClinica credibly and professionally with prospects, customers, and at selected industry events.
• Other duties may be assigned

Skills

Quota-carrying SaaS

Self-sourced pipeline

New logo acquisition

Sales cycle management

CRM discipline

Forecasting

Negotiation

Tools

Salesforce

CRM tools

Job description

OpenClinica, LLC is seeking an Account Executive, eClinical to drive new business for our core platform from a fully remote US base. You will hunt for new logos, manage the full sales cycle, and collaborate with Sales Engineering, Customer Success, and Marketing to align proposals with customer needs.

You will develop deep knowledge of EDC, eConsent, eCOA/ePRO, analytics, and EMR integrations, targeting small to mid-size biotech/medtech sponsors with lean operations and time-sensitive studies.