Florence Healthcare - US
Director of Business Development, Strategic Accounts
Florence Healthcare - US, Atlanta, Georgia, United States, 30383
Overview
Director of Business Development, Strategic Accounts — Atlanta, GA (remote)
Florence software advances cures by helping the world’s most important research sites do their best work. Our solutions are now used by over 30,000 research teams in 70 countries around the world—we’re the most widely deployed site workflow tool in the industry. By the end of the decade, we’ll double the pace at which new medicines get to market by doubling the output of trial site teams. To date, we were named a Deloitte Fast 50 business, a G2 Category Leader, an Inc. & AJC best place to work, and an Inc. 5000 company five years in a row.
At Florence, we are committed to making the world a better place by accelerating research while providing an environment for our employees where they can be happy in their lives, enjoy their jobs, and grow.
Responsibilities
Establish a working knowledge of Florence\'s SiteLink solution and the value proposition it provides to both Sponsors and CROs.
Have a proven track record of sales excellence and high performance in selling innovation to new global large pharma and CRO strategic accounts.
Achieve your annual bookings target by building and maintaining a 3X pipeline in Salesforce.
Prospect and secure meetings with key stakeholders in the assigned portfolio of top 100 CRO/Sponsor global accounts and be able to confidently engage them in a discovery process to understand their highest priority business challenges in clinical operations.
Establish relationships with Director, VP and SVP level execs across departments in clinical operations, innovation, drug development, procurement and information management.
Motivate operational change at your clients through ROI models, current/state future state maps and case studies.
Maintain accurate meeting notes, pipeline, forecast, quarterly business reviews, mutual action close plans and MEDDIC reviews.
Upon securing new accounts, design an overall strategy to drive the growth of the account by implementing SiteLink on all future studies.
Partner with Florence’s Implementation, Customer Success, Product, Development and other functional teams internally to manage flawless delivery and scale the business through high customer satisfaction.
Qualifications
BA or BS degree or equivalent work experience
5+ years sales experience
Experience selling to global large pharma and CRO strategic accounts
Experience selling software with a web-based demo approach is essential
Demonstrated experience managing complex sales cycles - acquiring both new logos and expansions
Benefits
Do well.
We offer a competitive compensation package, medical and dental insurance, and office space in the heart of the city.
Do good.
We insist that health technology is the highest calling for software development. We pride ourselves on working on something bigger than ourselves; helping advance cures and therapies.
Make the leap.
Join our high-output culture to create innovative, modern, and purposeful software solutions.
Equal Employment Opportunity Florence supports workplace diversity and does not discriminate on the basis of race, color, religion, gender identity or expression, national origin, age, military service eligibility, veteran status, sexual orientation, marital status, physical disability, or any other protected class.
Fraud Notice
If you are interested in exploring opportunities at Florence Healthcare, go directly to our Careers Page. Florence Healthcare will never ask you to pay a fee or download software as part of the interview process. We will not ask for your personal banking information until you have signed an offer and completed onboarding paperwork. All communications from Florence Healthcare employees will be sent from the @florencehc.com domain.
Apply for this job indicates a required field
First Name *
Last Name *
Email *
Phone
Resume/CV
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Accepted file types: pdf, doc, docx, txt, rtf
Enter manually
Accepted file types: pdf, doc, docx, txt, rtf
LinkedIn Profile
How did you find out about Florence Healthcare? *
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I acknowledge that I have read the HR Data Privacy Policy below and I agree to its terms. *
What\'s your citizenship / employment eligibility? *
I am a U.S. Citizen/Permanent Resident
Non-citizen allowed to work for any employer
Non-citizen allowed to work for current employer
Voluntary Self-Identification For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.
As set forth in Florence Healthcare - US’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.
If you believe you belong to any protected veterans categories, please indicate by making the appropriate selection. As a government contractor subject to VEVRAA, we request this information to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:
A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.
A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.
A "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.
An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.
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OMB Control Number 1250-0005
Expires 04/30/2026
Why are you being asked to complete this form?
We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.
Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s OFCCP website.
How do you know if you have a disability?
A disability is a condition that substantially limits one or more of your major life activities. Disabilities include, but are not limited to:
Alcohol or other substance use disorder (not currently using drugs illegally)
Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
Blind or low vision
Cancer (past or present)
Cardiovascular or heart disease
Celiac disease
Cerebral palsy
Deaf or serious difficulty hearing
Diabetes
Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
Epilepsy or other seizure disorder
Gastrointestinal disorders, for example, Crohn\'s Disease, irritable bowel syndrome
Intellectual or developmental disability
Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
Missing limbs or partially missing limbs
Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
Neurodivergence, for example, ADHD, autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
Partial or complete paralysis (any cause)
Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
Short stature (dwarfism)
Traumatic brain injury
Disability Status Select...
PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.
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Florence software advances cures by helping the world’s most important research sites do their best work. Our solutions are now used by over 30,000 research teams in 70 countries around the world—we’re the most widely deployed site workflow tool in the industry. By the end of the decade, we’ll double the pace at which new medicines get to market by doubling the output of trial site teams. To date, we were named a Deloitte Fast 50 business, a G2 Category Leader, an Inc. & AJC best place to work, and an Inc. 5000 company five years in a row.
At Florence, we are committed to making the world a better place by accelerating research while providing an environment for our employees where they can be happy in their lives, enjoy their jobs, and grow.
Responsibilities
Establish a working knowledge of Florence\'s SiteLink solution and the value proposition it provides to both Sponsors and CROs.
Have a proven track record of sales excellence and high performance in selling innovation to new global large pharma and CRO strategic accounts.
Achieve your annual bookings target by building and maintaining a 3X pipeline in Salesforce.
Prospect and secure meetings with key stakeholders in the assigned portfolio of top 100 CRO/Sponsor global accounts and be able to confidently engage them in a discovery process to understand their highest priority business challenges in clinical operations.
Establish relationships with Director, VP and SVP level execs across departments in clinical operations, innovation, drug development, procurement and information management.
Motivate operational change at your clients through ROI models, current/state future state maps and case studies.
Maintain accurate meeting notes, pipeline, forecast, quarterly business reviews, mutual action close plans and MEDDIC reviews.
Upon securing new accounts, design an overall strategy to drive the growth of the account by implementing SiteLink on all future studies.
Partner with Florence’s Implementation, Customer Success, Product, Development and other functional teams internally to manage flawless delivery and scale the business through high customer satisfaction.
Qualifications
BA or BS degree or equivalent work experience
5+ years sales experience
Experience selling to global large pharma and CRO strategic accounts
Experience selling software with a web-based demo approach is essential
Demonstrated experience managing complex sales cycles - acquiring both new logos and expansions
Benefits
Do well.
We offer a competitive compensation package, medical and dental insurance, and office space in the heart of the city.
Do good.
We insist that health technology is the highest calling for software development. We pride ourselves on working on something bigger than ourselves; helping advance cures and therapies.
Make the leap.
Join our high-output culture to create innovative, modern, and purposeful software solutions.
Equal Employment Opportunity Florence supports workplace diversity and does not discriminate on the basis of race, color, religion, gender identity or expression, national origin, age, military service eligibility, veteran status, sexual orientation, marital status, physical disability, or any other protected class.
Fraud Notice
If you are interested in exploring opportunities at Florence Healthcare, go directly to our Careers Page. Florence Healthcare will never ask you to pay a fee or download software as part of the interview process. We will not ask for your personal banking information until you have signed an offer and completed onboarding paperwork. All communications from Florence Healthcare employees will be sent from the @florencehc.com domain.
Apply for this job indicates a required field
First Name *
Last Name *
Email *
Phone
Resume/CV
Enter manually
Accepted file types: pdf, doc, docx, txt, rtf
Enter manually
Accepted file types: pdf, doc, docx, txt, rtf
LinkedIn Profile
How did you find out about Florence Healthcare? *
Select...
I acknowledge that I have read the HR Data Privacy Policy below and I agree to its terms. *
What\'s your citizenship / employment eligibility? *
I am a U.S. Citizen/Permanent Resident
Non-citizen allowed to work for any employer
Non-citizen allowed to work for current employer
Voluntary Self-Identification For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.
As set forth in Florence Healthcare - US’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.
If you believe you belong to any protected veterans categories, please indicate by making the appropriate selection. As a government contractor subject to VEVRAA, we request this information to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:
A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.
A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.
A "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.
An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.
Select...
Voluntary Self-Identification of Disability Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026
Why are you being asked to complete this form?
We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.
Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s OFCCP website.
How do you know if you have a disability?
A disability is a condition that substantially limits one or more of your major life activities. Disabilities include, but are not limited to:
Alcohol or other substance use disorder (not currently using drugs illegally)
Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
Blind or low vision
Cancer (past or present)
Cardiovascular or heart disease
Celiac disease
Cerebral palsy
Deaf or serious difficulty hearing
Diabetes
Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
Epilepsy or other seizure disorder
Gastrointestinal disorders, for example, Crohn\'s Disease, irritable bowel syndrome
Intellectual or developmental disability
Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
Missing limbs or partially missing limbs
Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
Neurodivergence, for example, ADHD, autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
Partial or complete paralysis (any cause)
Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
Short stature (dwarfism)
Traumatic brain injury
Disability Status Select...
PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.
#J-18808-Ljbffr