Account Executive, eClinical

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, ExemptReports to: Chief Commercial OfficerComp.: Base Salary = $125,000. On Target Earnings = $227,000+What You Will Do:Meet or exceed assigned quotaBuild and maintain a healthy pipeline through focused outbound prospecting, account targeting, and follow-upOwn the full sales cycle for new eClinical business within the assigned territoryIdentify, qualify, and advance opportunities with small to mid-size biotech and medtech companiesDevelop a strong working knowledge of clinical research workflows, stakeholder roles, and the broader eClinical ecosystemDevelop strong proficiency in OpenClinica's eClinical solutions, including EDC, eConsent, eCOA/ePRO, analytics, and integrations, and position them effectively against customer needsUnderstand the profile, priorities, and common pain points of ideal prospective customersMap accounts, identify key stakeholders, and run a sales process that reflects customer needs and buying realityPartner effectively with Sales Engineering and other internal subject matter experts to strengthen discovery, demos, strategy, and deal executionMaintain strong opportunity hygiene in Salesforce, including accurate stages, close dates, next steps, and forecast inputsContribute to better opportunity quality, forecast accuracy, and pipeline discipline across the teamStay current on product updates, roadmap developments, and relevant market dynamicsWork closely with Customer Success, Solutions, Marketing, and leadership to improve handoffs, share market feedback, and support account growth where appropriateRepresent OpenClinica credibly and professionally with prospects, customers, and at selected industry eventsOther duties may be assignedQualifications:Required:Minimum 5 years of experience in a quota-carrying SaaS sales role; Direct experience selling eClinical software strongly preferredProven track record of meeting or exceeding quota and driving revenue growthProven success generating meaningful self-sourced pipeline through outbound prospectingExperience selling into small to mid-size biotech, medtech, or other clinical trial sponsor organizationsStrong understanding of clinical trial workflows and the broader eClinical ecosystemStrong familiarity with core eClinical technologies such as EDC, eConsent, eCOA/ePRO, analytics, and related integrationsAbility to run a disciplined sales process, including qualification, discovery, stakeholder management, forecasting, and closingStrong understanding of the needs of lean clinical operations teams working under timeline and resource constraintsExcellent communication, presentation, and negotiation skillsStrong relationship-building skills with both business and operational stakeholdersHigh degree of organization and CRM disciplineAdaptable to a fast-evolving company environment where not all systems and processes are fully established yetProficiency with Salesforce and modern sales engagement tool