Account Executive, eClinical

OpenClinica

. Drive new business growth for OpenClinica's core eClinical platform .

Posted 9/24/2026full-timeRemote • Massachusetts • United StatesMid-LevelSenior💰 $100,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in driving new business growth within the eClinical sector, leveraging strong knowledge of clinical trial workflows and core eClinical technologies. Proven ability to manage the full sales cycle, build relationships with stakeholders, and exceed sales quotas in a fast-paced environment.

Highest-signal resume keywords

SaaS Sales ExperienceEClinical Software SalesOutbound ProspectingSalesforce ProficiencyClinical Trial Workflows

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Quota-Carrying SalesEClinical SolutionsEDCEConsentECOA/ePROAnalyticsEMR IntegrationsSales Process ManagementPipeline DevelopmentForecasting

Soft Skills

Excellent CommunicationPresentation SkillsNegotiation SkillsRelationship BuildingOrganizational Skills

Tools & Technologies

SalesforceSales Engagement Tools

Industry Keywords

BiotechMedtechClinical Trial SponsorEClinical EcosystemCustomer Success

About the role

Key responsibilities & impact

Drive new business growth for OpenClinica's core eClinical platform
Acquire new logos and support expansion in accounts where Customer Success is not actively involved
Sell eClinical solutions including EDC, eConsent, eCOA/ePRO, analytics, and EMR integrations
Meet or exceed assigned quota
Build and maintain pipeline through 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 working knowledge of clinical research workflows, stakeholder roles, and the broader eClinical ecosystem
Position OpenClinica solutions effectively against customer needs
Map accounts, identify key stakeholders, and run customer-focused sales processes
Partner with Sales Engineering and internal subject matter experts on discovery, demos, strategy, and deal execution
Maintain accurate opportunity stages, close dates, next steps, and forecast inputs in Salesforce
Improve opportunity quality, forecast accuracy, and pipeline discipline
Stay current on product updates, roadmap developments, and market dynamics
Collaborate with Customer Success, Solutions, Marketing, and leadership on handoffs, market feedback, and account growth
Represent OpenClinica with prospects, customers, and at selected industry events

Requirements

What you’ll need

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
Strong understanding of the needs of lean clinical operations teams working under timeline and resource constraints
Excellent communication, presentation, and negotiation skills
Strong relationship-building skills with both business and operational stakeholders
High degree of organization and CRM discipline
Adaptable to a fast-evolving company environment where not all systems and processes are fully established yet
Must be legally authorized to work in the United States and not require employer sponsorship
Proficiency with Salesforce and modern sales engagement tool