Key Account Director

Company Description

At CluePoints , we’re on a mission to revolutionize clinical trials through cutting-edge Risk-Based Quality Management (RBQM) and Data Quality Oversight solutions. Our award-winning platform helps pharmaceutical, and biotech companies bring safer, more effective treatments to patients faster.

We’re proud to be an ambitious, fast-growing technology scale-up with a dynamic and diverse international team representing more than 20 nationalities. Collaboration, flexibility, and continuous learning are part of our DNA — at CluePoints, you’ll find a culture where you can grow, make an impact, and have fun along the way

We’re looking for a Key Account Director (KAD) to join our Commercial Team and contribute to our mission of transforming clinical research through data-driven insights by driving growth and expanding CluePoints’ business with a focus on growing enterprise engagements with current top-50 Pharmaceutical customers.

The KAD serves as the strategic liaison between CluePoints and key enterprise Customers. The KAD is pivotal in driving sustained revenue growth and fostering deep, long-term collaborative relationships with top-tier customers through structured strategic planning, executive engagement, efficient issue resolution and cross-functional coordination.

• College degree, preferably in Business, Life Sciences, or a related applicable field with 10+ years proven experience in strategic account management in B2B enterprise SaaS servicing the life sciences industry.
• Experienced with CRM systems (e.g., Salesforce), forecasting and account planning tools.
• Commercial Acumen : A proven track record of success in managing and growing complex multi-year enterprise engagements for SaaS products and customer retention.
• Life Sciences SaaS Industry Knowledge :
  Demonstrable experience and understanding of SaaS and cloud-based software models in the life science industry. Familiarity with subscription metrics (e.g. ARR, churn, CAC, LTV).
• Subject Matter Expertise : A deep understanding of the drug development industry and the e-clinical market. Ability to understand software product capabilities and integrations supporting drug development and communicate technical concepts and translate customer feedback into product roadmap insights.
• Cross-Functional Coordination and Project Management :
  The ability to work independently and lead cross-functional teams and coordinate complex customer initiatives. Experienced working with Product, Marketing, Engineering, Professional Services, Consulting and Support functions, coordinating global initiatives and deployments, managing timelines, resources, and stakeholder expectations.
• Data-Driven Decision Making :
  Experienced at using data and analytics to track account health, engagement, adoption and performance and to drive decisions and conversations.
• Communication & Presentation :
  Strong verbal and written communication skills. Proactive, clear and concise communication. Ability to present to C-level executives and tailor messaging to match customer needs.
• Strategic Thinking :
  Strong strategic thinking and problem-solving skills. Ability to connect the dots across conversations and work streams to identify strategic opportunities for growth.
• Negotiation & Influence :
  Excellent negotiation skills and proven track record of handling contract renewals, upselling, cross-selling and pricing discussions for complex multi-year enterprise engagements. Skilled in stakeholder engagement, executive relationship management, influencing internal and external stakeholders.
• Global Mindset :
  Experience navigating complex organizational structures across geographies. Cultural sensitivity and adaptability and experience working across time zones and geographies.
• Relationship Building :
  Personable and experienced at building, maintaining and strengthening long-term strategic client relationships as a trusted advisor at all levels including C-level stakeholders.

• Experience with enterprise onboarding or change management.
• Experience in life sciences or technology scale-ups.
• Familiarity with GCP, RBQM, or data analytics tools.
• Additional…