Account Director - New Logo Sales

Company Description

The mission of ArisGlobal is to empower life science organizations to deliver breakthroughs faster, more accurately, and with greater precision. ArisGlobal's software, services, and technologies are essential to the delivery of life-saving medications. As an industry leader, ArisGlobal offers software as a service for Clinical Trials, Regulatory Affairs, Drug Safety, and Medical Affairs. Our products are utilized by 40 out of 50 major biopharmaceutical companies. Among our clients are four out of five of the world's most advanced global pharmaceutical companies and nine government-health authorities, including the FDA, Health Canada, and the National Medical Products Administration.

ArisGlobal proudly boasts offices in Boston, Croatia, Slovenia, Tokyo, Shanghai, and India, our global presence is clear, and we are growing faster than ever. At ArisGlobal, we are distinguished by the high caliber of our team and by our passion for creativity and innovation. We pride ourselves on our welcoming and supportive corporate culture, which is inclusive of all Team Members. Our challenging projects are complemented by flexible work locations and competitive salaries.

Position Summary

ArisGlobal is seeking a results-oriented Account Director to acquire new life sciences customers within an assigned North American territory. This is a true new-logo sales role for a hands-on seller who enjoys creating opportunities, opening doors, developing executive relationships, and competing for complex enterprise business.

The Account Director will own the sales process from territory planning and initial outreach through discovery, solution alignment, business-case development, commercial negotiation, and contract execution. The successful candidate will generate a meaningful portion of their own pipeline through disciplined account-based prospecting, executive outreach, industry networking, partner engagement, and coordinated activity with Sales Development and Marketing.

This role is well suited to an emerging enterprise sales leader who has demonstrated strong performance and career progression and is ready to take greater ownership of a territory and increasingly complex opportunities. Success requires initiative, resilience, curiosity, coachability, sound commercial judgment, and consistent follow-through.

What You Will Own

• Develop and execute a territory plan focused on acquiring new pharmaceutical, biotechnology, medical device, contract research, and other life sciences customers.
• Build and maintain a qualified pipeline through consistent outbound prospecting, target-account planning, executive outreach, referrals, industry events, partners, and coordinated campaigns.
• Create new opportunities independently rather than relying primarily on inbound leads, established relationships, or Sales Development support.
• Own the complete enterprise sales cycle, including account research, discovery, stakeholder mapping, solution strategy, business-case development, proposal coordination, negotiation, and closure.
• Engage business, technology, operations, procurement, security, legal, and executive stakeholders across complex buying organizations.
• Translate customer challenges into a clear value proposition that connects ArisGlobal capabilities to measurable business, operational, and compliance outcomes.
• Develop account-specific pursuit strategies, including competitive positioning, partner engagement, executive sponsorship, and mutual action plans.
• Coordinate Solution Consulting, Product, Professional Services, Legal, Security, Finance, and executive resources throughout the sales process.
• Maintain accurate opportunity data, next steps, close plans, forecasts, and pipeline coverage in the company’s CRM and forecasting platforms.
• Represent ArisGlobal at relevant conferences, trade shows, customer events, and industry forums.
• Transition newly contracted customers to implementation and customer-success teams while maintaining continuity in key executive relationships.

What Success Looks Like

• Achievement of quarterly and annual new-logo bookings targets.
• Consistent creation of qualified, self-generated pipeline and appropriate pipeline coverage.
• Progression of opportunities through clearly defined stages and customer-validated next steps.
• Effective development of relationships with executive sponsors, business champions, and key decision-makers.
• Accurate forecasting, disciplined opportunity management, and timely CRM hygiene.
• Strong collaboration across internal teams without losing personal ownership of the pursuit.

Required Qualifications

• Five or more years of B2B software sales experience, including direct responsibility for prospecting, pipeline development, and closing new business.
• Working knowledge of pharmacovigilance and safety, regulatory affairs, clinical operations, medical affairs, or other life sciences R&D functions.
• Demonstrated success meeting or exceeding new-business quotas in a competitive sales environment.
• Experience selling enterprise SaaS solutions to pharmaceutical, biotechnology, medical device, CRO, or other life sciences organizations.
• Experience managing complex six- and seven-figure transactions involving multiple stakeholders and extended sales cycles.
• A documented ability to create pipeline through personal outbound activity, account-based selling, networking, and strategic outreach.
• Strong discovery, presentation, written communication, negotiation, and executive-engagement skills.
• Ability to organize multiple pursuits, establish priorities, maintain momentum, and operate effectively with limited supervision.
• Bachelor’s degree or an equivalent combination of education and relevant professional experience.
• Ability to travel within the assigned territory and attend industry events as business needs require.

Preferred Qualifications

• Experience selling business transformation, automation, artificial intelligence, data, or compliance-oriented solutions.
• Experience coordinating formal RFPs, demonstrations, proofs of concept, security reviews, validation requirements, and enterprise contracting.
• Familiarity with Salesforce, Clari, LinkedIn Sales Navigator, or comparable sales and prospecting platforms.
• Experience building opportunities with consulting, technology, implementation, or service partners.

Benefits

ArisGlobal proudly offers an Impressive Package of Compensation and Benefits. The following benefits are available for full-time Team Members in the United States. Other benefits may apply to Team Members in other countries. Some of these include:

• 401(k) ADP: 3% match
• Health, dental, vision: day one
• Paid maternity + paternity leave
• Employee referral program – cash bonus’
• PTO (18 days) + Holidays (10 days) = 28 days year-one!
• Optional FSA + HSA's, Non-med insurances + Teledoc + more…

ArisGlobal is headquartered in Boston, Massachusetts with offices located in more than 9 countries around the world. Please check out our website/LinkedIn to find out more information about the organization and other available positions.

*ArisGlobal is an Equal Employment Opportunity Employer and considers all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, age, marital status, national origin, protected veteran status, disability, or any other legally protected class.