Senior Director, Agent Sales

📋 Description

• • Medable Inc. is seeking a highly accomplished and strategic Senior Director, Agent Sales to join our dynamic team and drive the adoption of our groundbreaking Agent Studio and standalone Agent solutions within the life sciences industry.
• • This pivotal role is responsible for owning and exceeding an annual sales quota, leveraging a deep understanding of complex enterprise software sales cycles to deliver significant revenue growth.
• • You will lead the entire sales process, from initial prospecting and meticulous qualification to articulating compelling value propositions, conducting in-depth technical discussions, building robust financial justifications, scoping pilot programs, negotiating contracts, and ultimately closing deals.
• • A key objective will be to champion Agent Studio not only as a standalone revenue stream but also as a strategic catalyst that accelerates the adoption and impact of Medable’s broader platform offerings.
• • As a leading evangelist for AI Agent transformation within life sciences, you will play a crucial role in shaping how customers perceive and implement compliant agent architectures, robust safety frameworks, and high-value use cases for clinical development.
• • You will collaborate closely with the Marketing team to develop and deliver impactful narratives, persuasive demonstrations, compelling customer success stories, and essential field enablement materials that resonate with our target audience.
• • This role requires a strong partnership with our Product, Engineering, Legal, and Delivery teams to effectively translate emergent customer needs into actionable roadmap inputs, innovative commercial constructs, and scalable deployment patterns.
• • You will also work hand-in-hand with Medable’s existing Enterprise Sales teams, identifying synergistic opportunities and expanding our footprint within key strategic accounts.
• • Ensuring that pilot programs and early deployments are meticulously structured to provide clear, measurable ROI and pave the way for future expansion is paramount.
• • Strategic execution is at the core of this role, demanding the development of sophisticated territory and account strategies that are tightly aligned with Medable’s overarching platform and Agent business objectives.
• • Accurate forecasting, rigorous pipeline management, and the maintenance of world-class sales hygiene are non-negotiable requirements for success.
• • You will be instrumental in providing critical competitive insights and contributing directly to the design of pricing, packaging, and contracting strategies for our enterprise agent offerings.
• • This position offers a unique opportunity to be at the forefront of innovation in clinical research technology, driving the future of AI-powered solutions that accelerate the path to medical cures.
• • The ideal candidate will possess a proven track record of closing substantial software deals, typically in the $10M+ range, with senior leadership across R&D, Clinical Operations, and IT departments.
• • A strong foundational understanding of AI/ML, agent architectures, workflow automation, or related technical domains is essential to effectively communicate the value of our solutions.
• • Exceptional executive communication and value-selling skills are critical, enabling you to confidently lead C-suite conversations and build trust with key stakeholders.
• • Experience selling innovation-driven or category-creating platforms within highly regulated industries, such as life sciences, is highly desirable.
• • The ability to thrive and adapt in a fast-moving, often ambiguous, and rapidly scaling environment is key to navigating the dynamic nature of our business.
• • While not strictly required, experience selling AI agents, life-science platforms, or technologies directly supporting clinical development digital transformation would be a significant advantage.
• • Familiarity with GxP regulations, data privacy considerations, and AI governance requirements pertinent to the pharmaceutical industry will be beneficial.
• • A demonstrated track record of successfully building go-to-market motions for new product lines or nascent business ventures is also preferred.
• • The role requires a Bachelor's degree in business administration, economics, life sciences, or a closely related field, with a Master's degree or MBA being a preferred qualification.
• • Proficiency in Microsoft Office Suite and experience with CRM systems, particularly Salesforce, are expected.
• • Travel will be required as needed to support sales activities and client engagements.