Senior Account Executive

Clinical trials face significant challenges around recruitment, engagement, retention, and participant experience. At the company, we're helping pharmaceutical companies address those challenges through innovative digital solutions that improve outcomes for patients and research teams alike with our Trial Flow platform.

We've already built relationships with leading global pharmaceutical organisations and are entering an exciting phase of commercial growth. As we expand our presence across the life sciences sector, we're looking for an experienced Senior Account Executive to help shape and execute our go-to-market strategy.

You'll engage senior stakeholders, navigate sophisticated buying processes, and build strategic partnerships that create measurable value for customers.

The Role

You will be responsible for driving new business growth, managing complex sales cycles, and building strategic relationships with senior stakeholders in Pharma R&D, Medical Affairs, and Clinical Operations. You will work closely with the company’s Marketing, Research, Product, Regulatory and Tech teams to ensure our solutions meet the evolving needs of our clients and their trials, and Delivery team to ensure our solutions can be implemented smoothly.

This role reports into the Commercial Lead and will be part of the Commercial team.  This is a full-time role, either hybrid (Leeds) or fully remote in the UK. We cannot sponsor visas to work in the UK. International travel to clients and events is required.

Responsibilities

• Drive new business acquisition, meeting or exceeding an annual revenue target of £1.5M+ in new sales, through structuring and negotiating multi-year, multi-trial contracts, ensuring long-term partnerships

• Own the full sales cycle, from prospecting (with support from marketing) to contract negotiation and closure, ensuring seamless handoff to our delivery team for implementation.

• Engage senior decision-makers in pharmaceutical and biotech companies through a thought-leadership approach, positioning our platform as a key solution for clinical trial engagement and patient retention.

• Navigate complex, multi-stakeholder deals with R&D, clinical operations, and procurement teams in pharma and biotech.

• Manage your pipeline within HubSpot, ensuring accuracy in forecasting and deal tracking.

• Work closely with Product, Science, and Tech teams, ensuring client insights shape our product roadmap and evidence strategy.

• Stay informed on industry trends, regulations, and competitor positioning, adapting sales strategies accordingly.

Requirements

Required

• Extensive and demonstrable enterprise sales experience, with a proven track record of selling complex solutions into pharmaceutical or biotech companies

• Established network of senior decision-makers and procurement stakeholders within pharmaceutical and biotech organisations, with the ability to leverage existing relationships to generate enterprise opportunities quickly

• Extensive experience coordinating RFP responses, bid submission and bid defence processes

• Experience managing complex sales cycles (engaging and influencing different multi-stakeholder buying groups with different objectives, formal procurement processes and senior decision-makers)

• Strong commercial negotiation skills, able to craft strategic, high-impact deals

• Understanding of the pharma R&D lifecycle, particularly clinical trials and digital health technologies

Desirable

• Proficiency in HubSpot (or equivalent CRM) and structured sales methodologies (eg. MEDDIC, SPIN, Challenger Sales)

• Strong Power Point and presentation skills

Behaviours and values needed

• Results driven – You take ownership and stay resilient through challenges

• Consultative and credible – you build trust with clients, and can lead insightful conversations with them

• Collaborative – You know that nothing great is done alone, build strong partnerships with internal teams

• Low ego – You are professional, adaptable and understand the constraints and opportunities of working in a scale up

Benefits

• Competitive Salary

• Uncapped Commission scheme

• Up to 6% pension match (salary sacrifice)

• EMI share options

• 28 days annual leave per year (plus public holidays)

• £500 annual training budget

• £200 home working budget (one-off)

• Enhanced (family & parental) leave policies

About the company

The company was founded by Dr Chris Evans, a paediatric anaesthetist and researcher, and Sophie Copley, a human-centred product designer, with a shared ambition to improve how people are supported through complex experiences. What began by supporting children and families through healthcare has evolved into Trial Flow, our platform focused entirely on participant support in clinical trials.

Our mission is to make patient-centric participation the foundation of better research. We believe better support leads to better participation, and better participation leads to better research. As clinical trials become more complex, Trial Flow helps participants, families and sites navigate what is being asked of them, reducing avoidable burden and supporting better adherence, retention and trial outcomes.

Today, the company is a Series A company with a team of around 30 to 40 people, working with pharmaceutical companies on clinical trials around the world. We care deeply about the people our work ultimately supports, and that shapes how we work together. We value honesty and integrity, trust people to take accountability, and make time to reflect, learn and improve.

Diversity & Inclusion

We encourage people from all walks of life to apply and strive to eliminate unconscious bias in our recruitment process. We do not discriminate on ethnicity, religion, sexual orientation, gender identity, veteran or parental status or disability. We encourage candidates from underrepresented groups to apply. If you need adjustments made to our application process, to help accommodate any disabilities, please let us know on  [link for members]