Solution Sales Specialist – Study Experience (West Coast Biotech)

Medidata Solutions; Davis (CA); On-site; USD 135,000 - 161,000; Full time

Benefits offered by this job

Medical, dental, life and disability保险

401(k) matching

Family leave

Flexible paid time off

10 paid holidays

Job summary

Medidata Solutions is seeking a Clinical Operations SME and Sales Specialist to drive expansion for Study Experience solutions across the West Coast biotech territory. This role demands deep domain knowledge of CTMS, eTMF, and Site Payments and a proven track record selling Clinical Operations cloud platforms to biopharma clients.

You will lead end-to-end value selling, craft tailored business cases and ROI models, and engage C-suite executives.

Qualifications

• Deep Domain Expertise requires demonstrated hands-on experience selling or supporting Clinical Operations cloud platforms, including CTMS/eTMF/Site Payments.
• Sales Track Record selling to clinical-stage companies with quotas.
• Deal Complexity: negotiating complex software and professional services contracts.

Responsibilities

• Serve as the primary commercial SME for Medidata's Study Experience portfolio across the West Coast biotech territory.
• Collaborate with Product, Marketing, and Strategy teams to feed market intelligence into product roadmaps.
• Build relationships with customers to translate challenges into solution recommendations.
• Navigate a cross-functional sales environment.

Skills

CTMS

eTMF

Site Payments

C-suite communication

Forecasting

Education

Bachelor's degree in Life Sciences, Computer Science, Engineering

Tools

Salesforce.com

Job description

Location: This is a hybrid remote/in-office role.

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 Systemes brand (Euronext Paris: FR0014003TT8, DSY.PA), Medidata is headquartered in New York City and has been recognized as a Leader by Everest Group and IDC. Discover more at www.medidata.com. Listen to our latest podcast, from Dreamers to Disruptors, and follow us at @Medidata.

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 West Coast biotech 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 biopharma companies. You will serve as the definitive commercial expert. Your role is to drive 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 (SME)

• Serve as the primary commercial SME for Medidata's Study Experience portfolio across the West Coast biotech territory. I bring a 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 strategic plans, 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, Return on investment 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.
• 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.

The salary range posted below refers only to positions that will be physically based in New York City. As with all roles, Medidata sets ranges based on a number of factors including function, level, candidate expertise and experience, and geographic location. Pay ranges for candidates in locations other than New York City, may differ based on the local market data in that region. 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. Medidata believes that benefits should connect you to the support you need when it matters most and provides benefits, including medical, dental, life and disability insurance, 401(k) matching, family leave, flexible paid time off; and 10 paid holidays per year.

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Equal Employment Opportunity:

In order to provide equal employment and advancement opportunities to all individuals, employment decisions at Medidata are based on merit, qualifications and abilities. Medidata is committed to a policy of non-discrimination and equal opportunity for all employees and qualified applicants without regard to race, color, religion, gender, sex (including pregnancy, childbirth or medical or common conditions related to pregnancy or childbirth), sexual orientation, gender identity, gender expression, marital status, familial status, national origin, ancestry, age, disability, veteran status, military service, application for military service, genetic information, receipt of free medical care, or any other characteristic protected under applicable law. Medidata will make reasonable accommodations for qualified individuals with known disabilities, in accordance with applicable law.

We will accept applications on an ongoing basis until we fill the position.

Inclusion statement

In order to provide equal employment and advancement opportunities to all individuals, employment decisions at 3DS are based on merit, qualifications and abilities. 3DS is committed to a policy of non-discrimination and equal opportunity for all employees and qualified applicants without regard to race, color, religion, gender, sex (including pregnancy, childbirth or medical or common conditions related to pregnancy or childbirth), sexual orientation, gender identity, gender expression, marital status, familial status, national origin, ancestry, age (40 and above), disability, veteran status, military service, application for military service, genetic information, receipt of free medical care, or any other characteristic protected under applicable law. 3DS will make reasonable accommodations for qualified individuals with known disabilities, in accordance with applicable law.
Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable state laws and local ordinances. We are committed to fair employment practices and will evaluate all candidates based on their qualifications, regardless of past arrest or conviction history.

Salary Pay Transparency

Compensation for the role will be commensurate with experience. The total expected compensation range will be between $123000 and $164000, representing the base salary (or annualized salary based on estimated hourly compensation) and target bonus.