Strategic Account Development Representative (Pharma​/Life Sciences

What We Do:

Florence software advances cures by helping the world's most important research sites do their best work. Our solutions are now used by over 30,000 research teams in 70 countries around the world-we're the most widely deployed site workflow tool in the industry. By the end of the decade, we'll double the pace at which new medicines get to market by doubling the output of trial site teams.

To date, we were named a Deloitte Fast 50 business, G2 Category Leader, an Inc. & AJC best place to work, and an Inc. 5000 company five years in a row.

At Florence, we are committed to make the world a better place by accelerating research while providing an environment for our employees where they can be happy in their lives, enjoy their jobs, and grow.

Florence is hiring a Strategic Account Development Representative (SADR) to help us build the enterprise motion inside our largest pharma and CRO accounts. As an SADR, you will report to the BDR Manager and partner directly with Florence's enterprise Account Executives, working named accounts as a team. Where most BDR roles chase meetings, this role also builds relationships, harvests buyer intelligence, and drives account penetration inside the top pharma and CRO organizations in the industry.

You’ll spend less time on cold outbound and more time on account strategy, buyer conversations, event coverage, and thought partnership with your AEs. You’ll join account planning sessions, own a named portfolio of enterprise logos alongside your paired AEs, and become the person on the team who knows more about those accounts than anyone else.

• Own account development. Partner with your AEs to work a named portfolio of enterprise pharma and CRO logos, with top accounts backed by a detailed account plan you help build and maintain.
• Multi-thread the buying committee. Map 6-10 personas across Clin Ops, IT, Procurement, Quality, and Data Management inside your top accounts..
• Lead with insight, not asks. Use tailored outreach, data-backed insights, and messaging focused on outcomes to earn conversations with buyers.
• Harvest buyer intelligence. Document first‑hand context from every conversation, including competitor intelligence, study pipeline updates, tech stack changes, etc. and bring it back to your AE so the account strategy deepens.
• Facilitate meetings that matter. Facilitate substantive conversations target personas that culminate to sales motions and pipeline generation.
• Own event coverage. Build target lists pre‑event, set up meetings beforehand, and drive follow‑up as part of a major cross‑team initiative.
• Operate as one team with your AEs. Surface insights and ask for guidance in weekly 1:1s to ensure alignment and adherence to shared account development strategies.
• Maintain rigorous CRM hygiene. Every conversation and every insight documented in our tech stack (Salesforce, Hub Spot, Gong) so that all stakeholders are aligned on who owns what in the complex buying cycle.
• Contribute to the playbook. This role is helping build a repeatable enterprise motion  what works, elevate what doesn't, and shape the plays.

• 3+ years of B2B SaaS BDR, SDR, or sales development experience, with at least 12 months in enterprise or account-based work.
• Demonstrated ability to multi-thread accounts and build durable buyer relationships.
• Strong written communication. You can draft an executive-grade insight email without coaching.
• Comfort operating in ambiguity. This role is helping build a motion, not executing a fully-proven playbook.
• Rigor in account planning, CRM hygiene, and follow-through.
• Excellent written, verbal, and presentation skills.
• Bachelor's Degree or equivalent work experience required.

• Prior experience selling into pharma, biotech, or CRO organizations.
• Working knowledge of clinical trial operations, Clin Ops titles, or the site‑sponsor‑CRO ecosystem.
• Conference and field event coverage experience...you know what "working an event" actually looks like.
• Experience with Salesforce, Linked In Sales Navigator, and modern…