AI & Data Science Analytics Managing Director

Company Information

At Advarra, we are passionate about making a difference in the world of clinical research and advancing human health. With a rich history rooted in ethical review services combined with innovative technology solutions and deep industry expertise, we are at the forefront of industry change. A market leader and pioneer, Advarra breaks the silos that impede clinical research, aligning patients, sites, sponsors, and CROs in a connected ecosystem to accelerate trials.

Company Culture

Our employees are the heart of Advarra. They are the key to our success and the driving force behind our mission and vision. Our values (Patient-Centric, Ethical, Quality Focused, Collaborative) guide our actions and decisions. Knowing the impact of our work on trial participants and patients, we act with urgency and purpose to advance clinical research so that people can live happier, healthier lives.

At Advarra, we seek to foster an inclusive and collaborative environment where everyone is treated with respect and diverse perspectives are embraced. Treating one another, our clients, and clinical trial participants with empathy and care are key tenets of our culture at Advarra; we are committed to creating a workplace where each employee is not only valued but empowered to thrive and make a meaningful impact.

Job Overview Summary

As the first GTM and Sales Lead for our AI and Data Science Analytics offering, you will be instrumental in developing and executing the go-to-market strategy, driving product adoption, and generating revenue for this new product category. You’ll collaborate closely with Product Marketing, our Customer Success teams, and our established customer base to broaden adoption and deepen relationships. You will be responsible for driving the commercial success of this product, closing opportunities, and ultimately build a high-performing sales team as we scale.

Job Duties & Responsibilities

Go-to-Market Strategy Development

• Own and develop the go-to-market strategy for our AI and Data Science Analytics offering.
• Work closely with Product Marketing to refine messaging, positioning, and value propositions tailored to target audiences.
• Analyze market trends, competitor offerings, and customer needs to ensure the product’s success in the market.

Sales Leadership & Execution

• Drive sales efforts and actively manage the sales cycle from prospecting to closing.
• Establish a strong sales pipeline and meet or exceed revenue targets for the new product offering.
• Develop and manage relationships with key decision-makers at existing clients and prospects.
• Serve as a trusted advisor to customers, helping them understand the value of our AI and Data Science Analytics products in solving their business challenges.

Collaboration with Internal Teams

• Partner with cross-functional teams (Product, Marketing, Customer Success, etc.) to align on messaging, sales strategy, and customer feedback.
• Provide valuable input into product development and improvements based on customer insights and sales interactions.
• Collaborate with the existing customer base to drive adoption of the new product line, ensuring smooth integration and satisfaction.

Commercial Leadership

• Act as the general manager for the commercial business of the new products offering, owning growth objectives.
• Drive revenue growth through direct sales, partnerships, and other strategic initiatives.
• Develop sales targets, forecasts, and key performance indications to track progress and ensure commercial success.

Team Development

• Build and scale a small team of specialist sellers as the business grows, including hiring, mentoring, and leading the sales team.
• Foster a culture of performance, collaboration, and accountability within the sales organization.

Location

This role is open to candidates working remotely in the United States.

Basic Qualifications

• 12+ years of experience in sales and business development with a proven track record in B2B sales, preferably within Life Sciences AI, Data Science, SaaS, or analytics.
• Experience leading go-to-market strategy and executing sales plans from the ground up.
• Strong background in collaborating with cross-functional teams (Product, Marketing, Customer Success, etc.)
• Previous experience in developing and scaling sales teams is a plus.

Preferred Qualifications

• Previous experience in developing and scaling sales teams is a plus.
• Deep understanding of Life Science AI and Sata Science Analytics, with the ability to communicate complex technical concepts to non-technical stakeholders.
• Proven ability to drive product adoption and revenue growth with a strong ability to close deals and build long-term relationships.
• Exceptional communication, presentation, and negotiation skills.
• Strong leadership, organizational, and problem-solving skills.
• Highly entrepreneurial, self-driven, and comfortable in a fast-paced, evolving environment.
• Strong strategic thinker who can align sales efforts with business goals.
• Passionate about technology and its potential to transform industries.

Physical and Mental Requirements

• Sit or stand for extended periods of time at stationary workstation
• Regularly carry, raise, and lower objects of up to 10 Lbs.
• Learn and comprehend basic instructions
• Focus and attention to tasks and responsibilities
• Verbal communication; listening and understanding, responding, and speaking

Advarra is an equal opportunity employer that is committed to diversity, equity and inclusion and providing a workplace that is free from discrimination and harassment of any kind based on race, color, religion, creed, sex (including pregnancy, childbirth, and related medical conditions, sexual orientation, and gender identity), national origin, age, disability or genetic information or any other status or characteristic protected by federal, state, or local law.  Advarra provides equal employment opportunity to all individuals regardless of these protected characteristics. Further, Advarra takes affirmative action to ensure that applicants and employees are treated without regard to any of these protected characteristics in all terms and conditions of employment, including, but not limited to, hiring, training, promotion, discipline, compensation, benefits, and separation from employment.

The base salary range for this role is $​170,000​ - $200,000​. Note that salary may vary based on location, skills, and experience and may vary from the amounts listed above. This position may also be eligible for a variable bonus in addition to base salary as well as health coverage, paid holidays, and other benefits.