Job description
About the Role
ProofPilot is looking for an entrepreneurial, relationship-driven Senior Account Manager to take full ownership of a portfolio of sponsor and CRO accounts. You'll be the client's main point of contact post-implementation, leading proactive, consultative conversations with decision-makers and clinical operations leaders, and taking accountability for both account health and account growth.
This role blends account management, business development, and deal execution. You'll manage renewals and expansion opportunities, help shape pricing and proposals, and work cross-functionally with Customer Success and Product to make sure clients get real value from the platform.
Key Responsibilities
Account ownership & relationship management
Serve as the primary relationship owner and point of contact for an assigned portfolio of sponsor and CRO accounts, accountable for account health and retention
Build senior-level relationships with clinical operations leaders and study teams, acting as a trusted advisor on trial recruitment and operations
Run regular business reviews with client stakeholders to demonstrate value delivered and align on account strategy
Own escalation and issue resolution for your accounts, partnering with Customer Succes, Support, and Product
Growth, cross-sell & upsell
Own revenue and expansion targets for your account portfolio, building account plans that identify new studies, sites, or platform modules to bring into existing accounts
Proactively prospect and qualify new opportunities within accounts, engaging decision-makers and influencers beyond your initial point of contact
Track and report on pipeline generated from existing accounts against quarterly growth targets
Position new features and platform capabilities in the context of each client's specific trial needs
Proposals, pricing & deal execution
Lead the end-to-end proposal process for account expansions, including RFP responses and competitive positioning
Partner with leadership on pricing, packaging, and contract terms for renewals and expansions
Negotiate and close renewal and expansion agreements
Serve as the client's main point of contact through contract signature, then coordinate with Clinical Operations for a smooth handoff and kickoff
Cross-functional collaboration
Partner with Sales, Customer Success, Clinical Operations, Marketing, and Product to keep the client experience consistent across the account
Maintain a clear view of each account's org structure, goals, and upcoming trials to anticipate needs and surface new opportunities early
Required Qualifications
Bachelor's degree and 5+ years of experience in account management, business development, or another client-facing revenue role, or an equivalent combination of education and experience
Proven track record of owning renewal or expansion targets and closing deals with senior-level stakeholders
Experience running a full sales or renewal cycle: prospecting and qualifying opportunities, building proposals, negotiating terms, and closing
Comfortable leading pricing conversations and contract negotiations
Strong consultative and relationship-building skills with director-level and above stakeholders
At least 1-2 years of direct, indirect, or cross-functional team leadership experience
Excellent written and verbal communication skills, including running executive-level business reviews
Proficiency with a CRM (e.g., Salesforce, HubSpot) and account health tracking tools
Willingness to travel up to 20-25% of the time for client business (update to reflect actual expectation)
Preferred Qualifications
Background in life sciences, clinical trials, or healthcare technology, ideally with pharmaceutical sponsors, CROs, or clinical sites
Familiarity with clinical trial recruitment, prescreening, decentralized trial models, or real-world evidence/real-world data offerings
Experience selling or supporting SaaS platforms into regulated or highly technical buyers
Experience responding to RFPs and leading competitive or bid-defense conversations
Remote, based anywhere in the United States
Location:
Remote, based anywhere in the United States
Originally posted on Himalayas
Who can apply
Eligible countries: United States. Accepted UTC offsets: UTC-10, UTC-9, UTC-8, UTC-7, UTC-6, UTC-5, UTC+14. Review the full description for employer-specific work authorization, residency and schedule requirements.