Strategic Account Director

Job Description

Drug Hunter is a B2B scientific intelligence platform for biotech/pharma R&D scientists that empowers them to discover the medicines of the future. We serve most of the top global biotech & pharma companies including Dow 30 and S&P500 companies. We’re a mission-driven, product-focused company backed by top-tier investors and trusted by the world’s leading R&D organizations.

As a Strategic Account Director, you will be responsible for managing relationships at the company’s key strategic accounts, including multinational institutions. You will help identify, evaluates, develop, and close new enterprise-level customers in partnership with the senior leadership team, and grow business in new departments and at the enterprise level within existing customers.

You will play a key role in orchestrating the relationship between Drug Hunter and key customers, ensuring customers learn about Drug Hunter’s increasing value and differentiation, and serve as the customers’ business partner throughout the customer lifecycle. You’ll work closely with customers, sales, and product teams to drive customer retention and deliver measurable business outcomes.

Responsibilities

1. Strategic Account Management & Development:
• Develop and maintain strong relationships with key decision-makers and stakeholders within strategic accounts.
• Act as the primary point of contact for assigned accounts, ensuring high levels of client satisfaction and retention.
• Understand clients’ business needs and objectives, and align Drug Hunter’s solutions to address these needs effectively.
• Assist CEO and C-Level executives with commercial activities and key client accounts as needed.
2. Sales Strategy and Execution:
• Create and execute strategic account plans to achieve business objectives.
• Identify and pursue new business opportunities within assigned accounts to drive growth and expand Drug Hunter’s market presence.
• Retain and grow revenue from existing clients
• Collaborate with internal teams to ensure successful adoption of solutions and services to clients.
• Negotiate and successfully close contracts for Drug Hunter with biotech & pharma clients in designated accounts/areas.
3. Client Engagement and Solutions:
• Conduct regular meetings and reviews with clients to assess satisfaction, gather product feedback, address issues, and identify opportunities for additional value.
• Customize and present proposal options, organize demonstrations, and offer solutions tailored to the specific needs of each strategic account.
• Lead negotiations and close deals, ensuring mutually beneficial agreements and long-term partnerships.
• Attend conferences, trade shows, and scientific meetings, including coordinating preparation for trade shows with other team members, follow-up after events
• Visit client sites to deliver Drug Hunter capability presentations, identify and evaluate opportunities, establish personal relationships, follow-up on proposals, and otherwise advance the sales process.
• Coordinate client-facing Drug Hunter events including dinners, mixers, and workshops.
4. Collaboration and Leadership:
• Work closely with cross-functional teams, i.e. marketing, product development, and customer support, to enhance client experience and product satisfaction.
• Mentor and provide guidance to junior sales and sales support team members, sharing best practices and strategies for sales and account management.
• Able to react to change productively and handle other essential tasks as assigned.
5. Market Intelligence and Reporting:
• Stay informed about industry trends, market conditions, and competitive landscape to effectively position Drug Hunter’s offerings.
• Maintain and update CRM, provide quarterly reporting on account performance (headwinds/tailwinds), and provide forecasts to senior management.
• Analyze account performance insights and leverage intelligence to refine strategies and improve results.

Requirements

• 7-10+ years of experience in Enterprise Sales, Account Management or related roles in a B2B environment serving enterprise-level, technical customers in biotech, pharma, or a related life sciences industry.
• Track record of managing renewals and supporting account growth with enterprise or mid-market customers.
• Comfortable communicating with scientific, technical, and business stakeholders.
• Strong organizational and communication skills with an eye for detail.
• Familiarity with CRM tools (e.g., HubSpot) and customer engagement analytics.
• A proactive, resourceful mindset; able to balance multiple priorities in a fast-growing environment.
• Passion for Drug Hunter’s mission to accelerate drug discovery.

Benefits

• Competitive salary, variable compensation, and equity
• Broad range of medical, dental, vision, and life insurance plans for employees and their dependents, including generous coverage for a platinum PPO healthcare plan
• Short-term disability and long-term disability insurance
• Cancer and critical illness coverage
• Up to 12 weeks paid parental leave (after 1 yr tenure) and childcare FSA plan
• 401(k) + employer match (3-5%)
• Home office set up stipend for fully remote employees
• Learning and development support
• Generous and flexible vacation and leave policies