About the role:

As an Associate Director focused on large Pharma Accounts, you will lead the most strategic and complex commercial engagements at Owkin. You’ll manage high-value sales cycles involving senior stakeholders at global pharmaceutical companies, aligning Owkin’s AI-native platform with the customer’s R&D and digital innovation priorities.

Managing the full sales cycle from prospecting to close, your focus is on nurturing deep relationships and securing long-term, high-value contracts. Your ability to build trust, develop internal champions, and deliver a compelling scientific and business case will directly contribute to Owkin’s impact on the future of drug discovery and development.

Position is based in our Boston or New York offices or remotely from an East Coast or Central time zone.

In particular, you will:

• Supported by the Team Lead for Pharma Accounts, you’ll 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.

About you

Required:

• 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.

Nice to have:

• 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.

Please submit your CV in English

Pay Transparency

Owkin offers a range of salaries at each level our organization, determined by responsibility, autonomy and impact. The OTE compensation range for this role level in the USA starts at $180,000 comprising base salary and performance-based bonus plus an equity option scheme, individual and family health insurance, 401k retirement, generous annual leave allowance of 35 days (in addition to any State or Federal recognised holidays) and flexible spending accounts.

Individual compensation packages will vary based on factors including but not limited to qualifications, skills, competencies, and experience, assessed through the interview process. Owkin reserves the right to modify compensation structures based on business needs, geographic location, market conditions, and other factors.

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