About the Role
ProofPilot is looking for an entrepreneurial, relationship-driven Senior Account Manager to take full ownership of a portfolio of sponsor and CRO accounts. You'll be the client's main point of contact post-implementation, leading proactive, consultative conversations with decision-makers and clinical operations leaders, and taking accountability for both account health and account growth.
This role blends account management, business development, and deal execution. You'll manage renewals and expansion opportunities, help shape pricing and proposals, and work cross-functionally with Customer Success and Product to make sure clients get real value from the platform.
Key Responsibilities
Account ownership & relationship management
- Serve as the primary relationship owner and point of contact for an assigned portfolio of sponsor and CRO accounts, accountable for account health and retention
- Build senior-level relationships with clinical operations leaders and study teams, acting as a trusted advisor on trial recruitment and operations
- Run regular business reviews with client stakeholders to demonstrate value delivered and align on account strategy
- Own escalation and issue resolution for your accounts, partnering with Customer Succes, Support, and Product
Growth, cross-sell & upsell
- Own revenue and expansion targets for your account portfolio, building account plans that identify new studies, sites, or platform modules to bring into existing accounts
- Proactively prospect and qualify new opportunities within accounts, engaging decision-makers and influencers beyond your initial point of contact
- Track and report on pipeline generated from existing accounts against quarterly growth targets
- Position new features and platform capabilities in the context of each client's specific trial needs
Proposals, pricing & deal execution
- Lead the end-to-end proposal process for account expansions, including RFP responses and competitive positioning
- Partner with leadership on pricing, packaging, and contract terms for renewals and expansions
- Negotiate and close renewal and expansion agreements
- Serve as the client's main point of contact through contract signature, then coordinate with Clinical Operations for a smooth handoff and kickoff
Cross-functional collaboration
- Partner with Sales, Customer Success, Clinical Operations, Marketing, and Product to keep the client experience consistent across the account
- Maintain a clear view of each account's org structure, goals, and upcoming trials to anticipate needs and surface new opportunities early
Required Qualifications
- Bachelor's degree and 5+ years of experience in account management, business development, or another client-facing revenue role, or an equivalent combination of education and experience
- Proven track record of owning renewal or expansion targets and closing deals with senior-level stakeholders
- Experience running a full sales or renewal cycle: prospecting and qualifying opportunities, building proposals, negotiating terms, and closing
- Comfortable leading pricing conversations and contract negotiations
- Strong consultative and relationship-building skills with director-level and above stakeholders
- At least 1-2 years of direct, indirect, or cross-functional team leadership experience
- Excellent written and verbal communication skills, including running executive-level business reviews
- Proficiency with a CRM (e.g., Salesforce, HubSpot) and account health tracking tools
- Willingness to travel up to 20-25% of the time for client business (update to reflect actual expectation)
Preferred Qualifications
- Background in life sciences, clinical trials, or healthcare technology, ideally with pharmaceutical sponsors, CROs, or clinical sites
- Familiarity with clinical trial recruitment, prescreening, decentralized trial models, or real-world evidence/real-world data offerings
- Experience selling or supporting SaaS platforms into regulated or highly technical buyers
- Experience responding to RFPs and leading competitive or bid-defense conversations
- Remote, based anywhere in the United States
Location:
- Remote, based anywhere in the United States
