Account Executive, eClinical
OpenClinica · United States
- Hybrid
- Full-time
- $227,000 / year
- United States
Job highlights
- Drive new business growth for eClinical platform.
- Focus on new logo acquisition.
- Sell eClinical solutions to biotech/medtech.
- Manage full sales cycle, build pipeline.
- Partner with internal teams for success.
About the role
About OpenClinica
OpenClinica 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.
About the Role and Team
The Account Executive, eClinical is a quota-carrying sales role responsible for driving new business growth for OpenClinica’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 OpenClinica’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
Compensation
Base Salary = $125,000. On Target Earnings = $227,000+
What You Will Do
- 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 OpenClinica’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 OpenClinica credibly and professionally with prospects, customers, and at selected industry events
- Other duties may be assigned
Qualifications
- 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 tools
Key skills/competency
- Account Executive
- eClinical
- SaaS Sales
- Clinical Trials
- EDC
- eConsent
- eCOA/ePRO
- Salesforce
- Pipeline Management
- New Logo Acquisition
Skills & topics
- Account Executive
- SaaS Sales
- eClinical
- Clinical Trials
- Biotech
- Medtech
- EDC
- eConsent
- Salesforce
- Outbound Prospecting
- New Business Development
- Quota Carrying
- Remote Sales
- B2B Sales
- Healthcare Sales
How to get hired
- Customize your resume: Highlight SaaS sales experience and eClinical software knowledge.
- Showcase prospecting skills: Emphasize your success in self-sourcing pipeline and closing deals.
- Demonstrate industry knowledge: Detail your understanding of clinical trial workflows and eClinical technologies.
- Prepare for interviews: Be ready to discuss your sales process, CRM discipline, and adaptability.
Technical preparation
Behavioral questions
Frequently asked questions
- What is the typical career path for an Account Executive at OpenClinica?
- While specific paths vary, successful Account Executives at OpenClinica often grow into senior sales roles, team leadership positions, or specialized account management functions. Your career trajectory will depend on your performance, initiative, and the company's growth.
- What kind of training and support is provided for new Account Executives?
- New Account Executives typically receive onboarding covering OpenClinica's eClinical solutions, sales processes, and tools like Salesforce. You'll also partner closely with Sales Engineering and Customer Success for ongoing support throughout the sales cycle.
- How does OpenClinica support its remote sales team?
- OpenClinica embraces a remote work environment, providing the necessary tools and fostering collaboration through regular communication and virtual team interactions. While fully remote, strong partnerships with internal teams are key.
- What are the primary challenges of this Account Executive role?
- Key challenges include building a self-sourced pipeline through outbound prospecting, managing a full sales cycle for new logo acquisition, and understanding the specific needs of small to mid-size biotech and medtech companies with lean operations.
- How important is experience with Salesforce for this Account Executive position?
- Proficiency with Salesforce is required. Maintaining strong opportunity hygiene and accurate forecasting within Salesforce is crucial for success in this role and for contributing to team-wide pipeline discipline.
- What is the earning potential for an Account Executive at OpenClinica?
- The compensation includes a base salary of $125,000 with an On-Target Earnings potential of $227,000+, reflecting the quota-carrying nature of this sales role.
- How does OpenClinica differentiate its eClinical platform from competitors?
- OpenClinica's platform integrates EDC, eConsent, eCOA/ePRO, analytics, and patient recruitment. It's particularly designed for small to mid-size sponsors, CROs, and academic teams, offering a practical solution for organizations with lean operations and time-sensitive needs.