Senior Account Executive at Clara Health (Remote (United States))

Senior Account Executive

Remote (United States)

About Us

Healthcare can be faceless and overwhelming. But, a wave of patient-centered technology and services have begun to transform the way healthcare is accessed, distributed, and discovered. 

At Clara, we’re doing our part by building a platform that combines leading-edge technology and an empathetic patient focus, making it simple and approachable for patients and caregivers to find and connect to clinical trials that fit them best. 

In democratizing access to clinical trials for all patients from all backgrounds - while also helping research teams more efficiently reach out to and engage with the patients that they need to participate in their trials - we believe we can help make healthcare more diverse, open, and welcoming. 

If you want to work with driven teammates to help break down the barriers that exist in today’s healthcare landscape, and if you want to work on difficult, meaningful problems that millions are waiting for solutions to, we would love to talk to you.

This is a full-time remote role based in the United States.

Overview

The Senior Account Executive will be responsible for owning the sales process from first call to closed deal, selling a software-enabled service solution to clinical trial sponsors and CROs. This role will receive support from SDRs to get meetings with new leads booked on their calendar, but will also be expected to source new leads from conferences and other high-touch channels beyond the skillset of an SDR. In this role you will be selling 6 to 7 figure deals to highly discerning director-level to C-suite team members typically in the clinical operations department at mid-large size pharmaceutical, biotech, medical device companies, and CROs. You will have internal technical experts who can join late-stage meetings to provide answers to the most technical questions, but you will be greatly benefited by your own technical knowledge in clinical trial operations, patient advocacy, and consumer marketing in order to earn a prospect’s trust in the earlier stages of lead qualification.

The ideal candidate for this role will have a history of exceeding sales quotas with products or services sold to clinical operations departments, with experience selling 6-figure deals through 6-18 month sales cycles. They will be familiar with graduating complex sales dialogue through multiple layers of a prospect’s internal team structure, and equipping an internal champion with the talking points needed to keep a project alive through rounds of review with different internal stakeholders.

This position will report to the Head of Innovation (our name for the role of Head of Revenue) and receive coaching and mentorship from the CEO.

Responsibilities

  • Collaborate with SDRs, other AEs, and executive management to optimize outbound and nurturing sales strategies

  • Work closely with Clara’s internal clinical operations, marketing, patient advocacy, site management, and patient operations teams to scope and prepare proposals and statements of work for sales opportunities

  • Collaborate with Clara’s internal clinical operations team to ensure a smooth transition for new client handoff to the clinical project manager

  • Play an active role at conferences (virtual and physical in the future) to prospect new potential clients

  • Travel to meet promising sales prospects in person to push deals towards closing

  • Uncover customer pain from new prospects in initial discovery conversations

  • Identify appropriate solutions that Clara Health can provide and assemble a package solution tailored to the needs of potential customers

  • Independently own sales opportunities from first conversation to close

  • Nurture long-term relationships with prospective clients over multiple months/years until the right opportunity avails itself

  • Thoroughly document conversations and next steps with sales opportunities in our CRM (Copper)

  • Act with initiative with regards to sales processes and pushing improvement to internal best practices in all areas in which you see opportunity

  • Maintain relationships with closed clients to upsell additional Clara Health products and services.

Qualifications

  • Minimum 3 years of experience selling to clinical operations departments as an account executive

  • Minimum 2 years of experience selling a product or service with an average sales cycle of 4 months or longer

  • Past experience selling technical solutions to highly complex deals requiring vendor qualifications and sign-off from multiple departments

  • Past experience closing deals valued at $250k-1m+

  • Experience working on small teams with limited support and direct supervision

  • Experience selling directly to Directors, VPs, and C-suite executives

Benefits designed to support your health and wellness

  • Competitive compensation with meaningful stock options

  • Medical, Dental and Vision plans 

  • Pre-Tax commuter benefits

  • Weekly lunch

  • 401k offered through Human Interest

  • Contribution towards fitness membership plans

  • Free One Medical membership

  • Unlimited PTO and sick days

  • Quarterly wellness stipend

  • Professional development budget

Clara Health is an equal opportunity employer and encourages all applicants from every background and life experience. We celebrate diversity and do not discriminate based upon race, religion, color, national origin, sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.