Associate Director, Strategic Pharma Accounts

Summary

Join Owkin as an Associate Director focused on large Pharma Accounts, leading strategic commercial engagements with global pharmaceutical companies. Manage high-value sales cycles, nurturing deep relationships and securing long-term contracts. Build trust, develop internal champions, and deliver compelling scientific and business cases. The position involves managing the full sales cycle, from prospecting to close, and requires strong consultative and value-based selling skills. Based in Boston, New York, or remotely from the East Coast or Central time zone, this role contributes directly to Owkin's impact on drug discovery and development. The position offers a competitive salary and benefits package.

Requirements

• Proven success in enterprise B2B sales, ideally in SaaS, data platforms, or AI tools in the life sciences or healthcare sector
• A verified track record of navigating long and complex sales cycles in large, matrixed organizations
• Demonstrated success building multi-stakeholder relationships across R&D, digital, and commercial teams
• Strong consultative and value-based selling skills, with a data-driven, structured approach
• High levels of commercial acumen, negotiation confidence, and the ability to influence at senior levels
• Familiarity with CRM tools (e.g., Salesforce), pipeline forecasting, and cross-functional collaboration

Responsibilities

• Lead the end-to-end sales process for large pharma accounts — from strategic prospecting through contract signature and expansion planning
• Develop deep, multi-level relationships within accounts and serve as a trusted partner to senior scientific and business leaders
• Identify and cultivate internal champions to drive momentum and cross-functional buy-in
• Lead complex pricing and contracting discussions, coordinating across internal legal, finance, and product stakeholders
• Shape and deliver tailored proposals, demos, and business cases that align Owkin’s capabilities to pharma R&D workflows
• Partner with Technical Sales and Product teams to translate customer needs into feasible solutions and identify opportunities for platform growth
• Deliver insights from the field to help refine the commercial strategy and inform product development
• Support Sales leadership in mentoring junior team members and contributing to sales process evolution
• Maintain accurate and up-to-date CRM records, forecasts, and activity logs
• Collaborate with Technical Sales and Marketing to tailor presentations, demos, and proposals

Preferred Qualifications

• Experience working with or selling into biopharma R&D or translational science organizations
• Understanding of AI/ML technologies applied to biomedical data and drug discovery
• Background in life sciences, digital health, or biotech
• Experience in high-growth environments, scaling business development or commercial teams

Benefits

• Individual and family health insurance
• 401k retirement
• Generous annual leave allowance of 35 days (in addition to any State or Federal recognised holidays)
• Flexible spending accounts
• Flexible work organization
• Friendly and informal working environment
• Opportunity to work with an international team with high technical and scientific backgrounds