Location: This is a hybrid remote/in-office role.
Medidata follows a hybrid office policy in which employees who are hired for an in-person position are expected to work on site a certain number of days per week following Company policy. About the Team:
Medidata is looking for a Clinical Operations Subject Matter Expert (SME) and Sales Specialist to lead expansion for our Study Experience solutions within a defined West Coast biotech territory.
This is not a generalist software sales role. We are looking for a commercial SME with deep domain expertise and a track record selling Clinical Operations cloud platforms -
CTMS, eTMF, and Site Payments - to biopharma companies. You will serve as the definitive commercial expert. Your role is to drive adoption of our Study Experience portfolio. This portfolio unifies design, planning, build, execution, finance, and closeout of clinical trials within a single, connected environment.
Responsibilities:
Commercial & Domain Subject Matter Expertise (SME)
- Serve as the primary commercial SME for Medidata's Study Experience portfolio across the West Coast biotech territory. I bring a deep, hands-on understanding of Clinical Operations workflows, CTMS, eTMF, and Site Payments.
- Collaborate with Product, Marketing, and Strategy teams to channel market intelligence, competitive insights, and customer feedback directly into product roadmaps.
- Build relationships with customers to understand their challenges, priorities, and strategic plans, translating them into compelling solution recommendations.
- Navigate a collaborative, cross-functional sales environment.
Sales Execution & Territory Growth
- Achieve or exceed quarterly and annual sales targets by increasing new business opportunities and securing renewals within the assigned territory.
- Partner with Account/Territory Managers throughout the sales cycle to prospect opportunities, qualify customer needs, develop account strategies, and accelerate high-value negotiations requiring deep Clinical Operations platform knowledge.
- Lead end-to-end value selling efforts, presenting tailored business cases, Return on investment models, and solution demonstrations to C-suite and VP-level Clinical Operations partners.
- Maintain accurate pipeline, forecasting, and opportunity information within company systems as directed, including Salesforce.com
Qualifications:
- Deep Domain Expertise requires demonstrated hands-on experience selling or supporting Clinical Operations cloud platforms. This experience must include explicit expertise in CTMS (Clinical Trial Management Systems), eTMF (electronic Trial Master File), and/or Site Payment solutions.
- Sales Track Record: experience selling to clinical-stage companies, with a record of exceeding sales quotas.
- Deal Complexity: Experience negotiating complex software (AI enabled or native platforms) and professional services contracts.
- Ability to engage, communicate value, and build trust with C-suite level executives. Forecasting, pipeline management, territory planning, and account management skills.
- Education: Bachelor's degree in Life Sciences, Computer Science, Engineering, or equivalent professional experience.
- Ability to travel approximately 30-50%, depending on needs.
The salary range posted below refers only to positions that will be physically based in New York City. As with all roles, Medidata sets ranges based on a number of factors including function, level, candidate expertise and experience, and geographic location. Pay ranges for candidates in locations other than New York City, may differ based on the local market data in that region. The base salary pay range for this position is $135,000-$160,500.
Base pay is one part of the Total Rewards that Medidata provides to compensate and recognize employees for their work. Most sales positions are eligible for a commission on the terms of applicable plan documents, and many of Medidata's non-sales positions are eligible for annual bonuses. Medidata believes that benefits should connect you to the support you need when it matters most and provides benefits, including medical, dental, life and disability insurance, 401(k) matching, family leave, flexible paid time off; and 10 paid holidays per year.
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