Sales Executive (Full Remote)

Company:

CRIO (Clinical Research IO) is a health tech company helping pharma, biotech, research sites, and academic research centers streamline regulatory workflows with one system and a single source of clinical data capture. Our modules allow sites to capture data electronically in real-time, providing data managers and monitors with enhanced transparency, and enabling remote monitoring by sponsors and CROs.

CRIO's eSource and CTMS system is a leading, modern, enterprise platform built for clinical research sites. Since CRIO's launch in 2016, CRIO has established the leading brand position in eSource and has won close to 50% of the emerging class of enterprise-grade site networks, many of whom are backed by institutional investors such as VC, PE and corporations. CRIO has achieved the attached metrics, all with little to no serious outbound sales or marketing.

In 2022, CRIO released its Reviewer product, a separate application that allows third parties to review, query, lock, medical code and extract source data collected in eSource. Reviewer is a flexible application that CRIO plans to commercialize with its own site networks, with third party vendors (e.g., overnight EDC entry services), and with sponsors and CRO's as either a remote monitoring tool OR a full EDC solution. This innovative architecture is truly groundbreaking, and offers a new vision for how sponsors and CRO's can drive quality and efficiency.

For a full understanding of CRIO's vision, please review this talk by CEO and founder Raymond Nomizu: WEBINAR

Job Summary:

As a Business Development Representative-Sponsor Solutions, your primary job is to perform both inbound and outbound lead qualification for sponsors and CROs. For inbound leads generated by marketing activities, you will need to contact prospects immediately to address questions, qualify their interest, and, if they meet our ideal customer profile, seek to move them to a qualified sales opportunity for conversion by the Account Executive. For outbound leads, you'll be responsible for identifying, contacting, nurturing, and maintaining ongoing touchpoints with prospects so that our brand and solution remain top of mind. You must have a strong grasp of our core value proposition; be adept at performing customer discovery by asking probing questions and performing active listening; be creative and resourceful at identifying target customer profiles and knowing how to personalize your approach; and be able to handle and re-frame common first-line objections. As the first CRIO representative our future clients communicate with, you must be professional, articulate, persuasive and collaborative.

Location & Travel:

• This position is fully remote. You can work anywhere in the US with the expectation of being available based on EST time zone.
• This position will require light travel. There would be the possibility of traveling to a couple trade shows per year.

Requirements

Sales Executive Responsibilities:

• Stay on top of industry press releases and/or news to keep your finger on the pulse of activity that could lead to new business or further learning.
• Collaborate with the sales team and/or marketing to create lead generation campaigns through various channels including emails, calls, social media, etc.
• Contact prospects to educate them about the CRIO product and value proposition, address common objections, identify and qualify their interest, and set up meetings for our sales team once you determine appropriate fit.
• Use personalized outreach to identify high prospect clients; this involves researching the company and person to identify their needs and pain points.
• Build and nurture relationships with existing clients and prospects; keep in touch on a regular basis by providing helpful information.
• Keep Salesforce up to date with all notes/interactions/opportunities.
• Establish a steady schedule of lead generation activities.
• Participate in sales demos and perform required follow-ups, such as scheduling the next demo, updating the opportunity pipeline, performing follow up research, and sending relevant collateral/case studies.
• As needed, travel to conferences to network with prospects and develop leads.

Qualifications:

• 1+ year Life Sciences / Clinical Trials / Pharma / EDC experience; familiarity with the roles of a sponsor, CRA and Investigator; an EDC system; and ICH-GCP.
• Strong interest in a sales career with either demonstrated sales experience or an articulated interest. You must enjoy the hunt for clients; be proactive; willing to do extended outreach; and must be resilient and creative - you view rejection as an opportunity to learn and improve.
• You are capable of asking open ended questions, establishing empathy and rapport, addressing objections, and building relationships.
• Intellectually curious; fast learner. Able to learn the basics of our product suite.
• Extremely well organized; able to keep track of multiple dialogues and next steps. Disciplined about follow-ups. Takes detailed notes.
• Strong written communication skills. Able to write cogent and succinct emails.
• Strong interpersonal skills. Able to build rapport and establish trust with prospects.
• Working knowledge of CRM software and the sales process, or tech savvy and able to learn a new system quickly.
• Highly self-motivated; able to thrive in a high-trust, high-delegation, fully remote environment where your value is demonstrated through reliable output. Always eager to improve your skills.
• Ethical. You have an internal moral compass. You sell our product because you believe in it; you do not lie or misrepresent; you understand your role is to enable our clients to be successful by adopting our innovative technology and approach, even if it's a departure from established routines.

Benefits

Benefits & Perks:

• Work from anywhere
• Coworking Reimbursement
• Lunch on us - During Training Days
• Unlimited vacation
• Unlimited sick days
• 401k company match
• Healthcare
• Dental
• Vision
• Life insurance
• Stock options
• Professional development