Account Executive, eClinical

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Full Time Needham, MA, US

5 days ago Requisition

Salary Range: $ To $ Annually

Open Clinica enables organizations to recruit participants and conduct clinical studies through connected solutions that simplify operations and accelerate discovery. Our platform brings together EDC, eConsent, eCOA/ePRO, randomization, analytics, and patient recruitment in a practical solution built for small to mid-size sponsors, CROs, and academic teams. We are building a more repeatable commercial engine across our eClinical and Recruit businesses, with a new lightweight EDC offering also emerging as a growth lever.

The Account Executive, eClinical is a quota-carrying sales role responsible for driving new business growth for Open Clinica’s core eClinical platform. This is a true hunting role focused primarily on new logo acquisition, with additional responsibility for expansion in accounts where our Customer Success team is not actively involved.

The role is focused on selling Open Clinica’s eClinical solutions, including EDC, eConsent, eCOA/ePRO, analytics, and EMR integrations, to small to mid-size biotech and medtech companies with lean clinical operations teams, limited internal IT resources, and time-sensitive study needs. Some academic opportunities may arise, but that is not the primary focus.

This role requires someone who can create a meaningful self-sourced pipeline through disciplined outbound prospecting, manage a full sales cycle, and close business in a way that improves predictability over time. The Account Executive will partner closely with Sales Engineering, Customer Success, Marketing, and leadership to move opportunities forward, maintain strong sales discipline, and contribute to the growth of the business.

• Location:
  
  Fully Remote in the U.S.
• Status:
  Full-time, Exempt
• Reports to:
  
  Chief Commercial Officer
• Comp.:
  Base Salary = $125,000. On Target Earnings = $227,000+

Meet or exceed assigned quota

Build and maintain a healthy pipeline through focused 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 a strong working knowledge of clinical research workflows, stakeholder roles, and the broader eClinical ecosystem

Develop strong proficiency in Open Clinica’s eClinical solutions, including EDC, eConsent, eCOA/ePRO, analytics, and integrations, and position them effectively against customer needs

Understand the profile, priorities, and common pain points of ideal prospective customers

Map accounts, identify key stakeholders, and run a sales process that reflects customer needs and buying reality

Partner effectively with Sales Engineering and other internal subject matter experts to strengthen discovery, demos, strategy, and deal execution

Maintain strong opportunity hygiene in Salesforce, including accurate stages, close dates, next steps, and forecast inputs

Contribute to better opportunity quality, forecast accuracy, and pipeline discipline across the team

Stay current on product updates, roadmap developments, and relevant market dynamics

Work closely with Customer Success, Solutions, Marketing, and leadership to improve handoffs, share market feedback, and support account growth where appropriate

Represent Open Clinica credibly and professionally with prospects, customers, and at selected industry events

Other duties may be assigned

Minimum 5 years of experience in a quota-carrying SaaS sales role;
Direct experience selling eClinical software strongly 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

Proficiency with Salesforce and modern sales engagement tool