Strategic Account Manager, Senior Director - Remote Eligible

Strategic Account Manager, Senior Director

Company: Evaluate

Location: Remote, United States

Employment Type: Full Time

Description

About Norstella:

Norstella is a premier and critical global life sciences data and AI solutions provider dedicated to improving patient access to life-saving therapies. Norstella supports pharmaceutical and biotech companies across the full drug development lifecycle — from pipeline to patient. Our mission is simple: to help our clients bring therapies to market faster and more efficiently, ultimately impacting patient lives.

Norstella unites market-leading brands - Citeline, Evaluate, MMIT, Panalgo, Skipta and The Dedham Group and delivers must-have answers and insights, leveraging AI, for critical strategic, clinical, and commercial decision-making. We help our clients:

• Accelerate the drug development cycle
• Assess competition and bring the right drugs to market
• Make data driven commercial and financial decisions
• Match and recruit patients for clinical trials
• Identify and address barriers to therapies

Norstella serves most pharmaceutical and biotech companies around the world, along with regulators like the FDA, and payers. By providing critical proprietary data supporting AI-driven workflows, Norstella helps clients make decisions faster and with greater confidence. Norstella's investments in AI are transforming how data is consumed and decisions are made, disrupting inefficient legacy workflows and helping the industry become more efficient, innovative, and responsive to patient needs.

Evaluate:

Evaluate is a global company providing outstanding market intelligence services for the Pharmaceutical, Medical Device, Financial and Consulting sectors, through the Evaluate Pharma®, Evaluate Medtech®, Evaluate Omnium and Evaluate Vantage® online brands. Our international clients in Pharma and Biotech, Medtech, Banking and Consultancy regard Evaluate Pharma® as the industry's gold standard for timely and accurate analysis of reported drug sales, consensus sales forecasts, R&D pipeline, markets and comprehensive company financials.

To amplify the ability to make critical decisions, Evaluate is proud to become part of Norstella – an organization that unites four market-leading companies with a shared goal: to improve patient access to life-changing therapies. We are stronger together – and as a Norstella company, Evaluate plays a key role in helping to connect the dots from pipeline to patient.

The Role:

In this role as Strategic Account Management, Senior Director, you will be strategically focused on driving sales growth from some of Evaluate's largest clients including the top pharmaceutical manufacturers, their suppliers, and advisors. This position will focus on sales execution, individually and as part of a team, by growing and retaining an assigned group of client accounts. You will apply the Evaluate sales methodology to achieve sales quotas and the company's commercial objectives.

Reporting to the SVP, Strategic Accounts Americas, this is an excellent opportunity if you are highly motivated to deliver outstanding sales performance within a high-growth SaaS business.

We are looking for a sales hunter, a self-starter with excellent business acumen and a growth-mindset. This role is ideal if you are achievement-oriented and believe in driving individual and team-based performance to exceed pipeline growth and sales goals. You will be a consultative seller, driven to succeed, and love working at pace as part of a diverse global team.

Responsibilities:

• Achieve or exceed sales goals within your client base
• Manage the entire sales pipeline from prospecting to closing the sale, managing to a weekly/ monthly opportunity progression cadence
• Develop outstanding and multi-threaded professional relationships to maximize lifetime value of each account
• Hunt for additional syndicated product and/or Services sales for Evaluate and referrals into other Norstella companies
• Devise and execute territory and account development plans to assure quota achievement
• Use a range of communication, sales and negotiation frameworks to grow sales to assigned clients
• Share feedback from client interactions and strive to deliver more value to Evaluate Customers
• Follow-up all SQLs to establish additional opportunities within assigned accounts and record activities in Salesforce
• Ad hoc duties as assigned

How You'll Succeed:

• Your success will be measured by achievement of assigned sales quota/s, including Subscription and Consulting & Analytics sales within your client base
• Collaborate with your Account Management team members on shared accounts, and Sales Leaders, Marketing and Customer Success to devise and pursue Account Development strategies
• Generate sales growth through traditional and professionally creative methods
• Provide accurate and up-to-date sales pipeline reports and sales forecasts on a weekly basis
• Enjoy what you are doing and have fun!

Qualifications:

• You have a track record of quota achievement, hunting and closing business with large B2B clients
• You have experience selling to pharmaceutical and/or life sciences consulting clients
• You have experience selling business data/intelligence or SaaS solutions that drive ACV growth
• You understand how analysis and information supports strategic decision making
• You have proven ability to plan, prepare, execute, and review professional meetings to achieve commercial objectives and win/win outcomes with clients
• You have an ability to establish rapport quickly with a demanding and expert client base
• You have experience in utilizing Microsoft Office applications and CRM systems (Salesforce)
• You have grit and resilience with a can-do attitude!

Location: Remote US

Our Guiding Principles for success at Norstella:

• Bold, Passionate, and Mission-First
• Integrity, Truth, and Reality
• Kindness, Empathy, and Grace
• Resilience, Mettle, and Perseverance
• Humility, Gratitude, and Learning

Benefits:

• Medical and Prescription Drug Benefits
• Health Savings Accounts (HSA) or Flexible Spending Accounts (FSA)
• Dental & Vision Benefits
• Basic Life and AD&D Benefits
• 401k Retirement Plan with Company Match
• Company Paid Short & Long-Term Disability
• Paid Parental Leave
• Paid Time Off & Company Holidays

The expected base salary for this position ranges from $150,000 to $160,000 plus commissions. It is not typical for offers to be made at or near the top of the range. Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, licensure or certifications obtained. Market and organizational factors are also considered. In addition to base salary and a competitive benefits package, successful candidates are eligible to receive a discretionary bonus.

Norstella is an equal opportunity employer. All job applicants will receive equal treatment regardless of race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, medical condition, sex (including pregnancy and pregnancy-related conditions), marital or domestic partner status, military or veteran status, gender, gender identity or expression, sexual orientation, genetic information, reproductive health decision making, or any other protected characteristic as established by federal, state, or local law.