Director, Strategic Accounts

 What You’ll Bring to The Team:

At Florence, we’re passionate about innovating the clinical trial process through improved Site Enablement to accelerate cures. As a Director, Strategic Accounts, you will:

• Establish a working knowledge of Florence's SiteLink solution and the value proposition it provides to both Sponsors and CROs.  
• Have a proven track record of sales excellence and high performance in selling innovation to new global large pharma and CRO strategic accounts.  
• Achieve your annual bookings target by building and maintaining a 3X pipeline in Salesforce.   
• Prospect and secure meetings with key stakeholders in the assigned portfolio of top 100 CRO/Sponsor global accounts and be able to confidently engage them in a discovery process to understand their highest priority business challenges in clinical operations.  
• Establish relationships with Director, VP and SVP level execs across departments in clinical operations, innovation, drug development, procurement and information management.   
• Motivate operational change at your clients through ROI models, current/state future state maps and case studies.  
• Maintain accurate meeting notes, pipeline, forecast, quarterly business reviews, mutual action close plans and MEDDIC reviews.  
• Upon securing new accounts, design an overall strategy to drive the growth of the account by implementing SiteLink on all future studies.
• Partner with Florence’s Implementation, Customer Success, Product, Development and other functional teams internally to manage flawless delivery and scale the business through high customer satisfaction.  

You are:  

• Customer focused: You will influence and partner with our most important accounts and bring value to the work they are trying to accomplish.
• Action-oriented and organized: Proactive mindset that bridges ideas to implementable solutions, and can help move both internal and external stakeholders to quickly solve problems.
• Results-focused: Have the ability to develop deep relationships with CRO/Sponsor stakeholders and have shown a proven ability to navigate multi-faceted Customer organizations with repeated success.
• A leader: Can set an agenda that is aggressive, but realizable, and wins followers with a positive and energetic approach to work and life. Gets energy from solving difficult problems.
• Clear communicator: Shows exceptional project management, articulation of issues and an ability to navigate Florence stakeholders across teams to solve problems.

An Ideal Candidate Has:

• BA or BS degree or equivalent work experience
• 5+ years sales experience
• Experience selling to global large pharma and CRO strategic accounts
• Experience selling software with a web-based demo approach is essential
• Demonstrated experience managing complex sales cycles - acquiring both new logos and expansions