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Account Director, CRO Partnership

Company: Citeline
Location: Remote, United States
Date Posted:
Employment Type: Full Time
Job ID: R-386

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About Citeline:

Every patient deserves treatment, and every treatment demands evidence. 
Citeline (a Norstella Company) powers a full suite of complementary business intelligence offerings to meet the evolving needs of health science professionals to accelerate the connection of treatments to patients and patients to treatments. 
These patient-focused solutions and services deliver and analyze data used to drive clinical, commercial, and regulatory related-decisions and create real-world opportunities for growth. 
Our global teams of analysts, journalists and consultants keep their fingers on the pulse of the pharmaceutical, biomedical and medtech industries, covering it all with expert insights: key diseases, clinical trials, drug R&D and approvals, market forecasts and more. 
Now, Citeline is proud to be a part of Norstella, an organization that consists of market-leading pharmaceutical solutions providers united under one goal: to improve patient access to life-saving therapies. Within this organization, Citeline plays a key role in helping clients connect the dots from pipeline to patient. 

The Role:

As an Account Director, you will grow and maintain an existing client base of top Clinical CRO accounts through renewal and expansion of long-term partnerships. You’ll serve as a trusted advisor for key leaders and identify how Citeline’s solutions will support each client with achieving their business priorities.  


  • Be accountable to achieve and exceed the agreed quarterly and annual sales targets as set forth by the business 
  • As an expert of your clients, you will be responsible for understanding every facet of a client’s business including organizational structure, performance, business strategy and key leadership 
  • Execute against a comprehensive account and territory plan to drive high retention rates, renewal uplift, and new bookings within relevant whitespace  
  • Proactively identify and capture opportunities or address risks at strategic and tactical levels 
  • Demonstrate deep knowledge of your client base to align product offerings and packages with client needs 
  • Full cycle of planning execution, collaborating with support teams internally (SDR’s, Client Success, Solution Consulting and Consulting & Analytics) to drive success 
  • Partner with Citeline’s Product management & Client Success teams to share feedback from client interactions and strive for continuous improvements in Citeline’s offering to CRO companies. 
  • Utilize SFDC to document all sales activities and provide accurate and up-to-date sales pipeline reports and forecasts on a weekly basis 


  • At least 10+ years of experience in similar roles preferred 
  • Extensive Experience Working For or Selling to Clinical CROs: You have deep knowledge of the CRO business and have a firm understanding of their RWD needs and strategies 
  • Account Leadership Experience: A proven track record expanding business with clients by engaging key stakeholders to understand their needs and provide value 
  • Strategic Perspective: You approach each interaction from a strategic point of view and create account plans to ensure alignment across internal teams, identifying risks and opportunities as they emerge to build and maintain effective relationships 
  • Contracting Skills: You’ve led contract negotiations in rapidly changing environments by proactively identifying risks and opportunities within each account 
  • Consultative Sales Skills: You have proven consultative sales skills, including competitive market research, lead generation, prospecting, business development and closing sales 
  • Collaboration: You have worked in a collaborative environment and thrive by partnering internally as well as with clients/prospects 
  • High Close Ratios: You have strong presentation, communication, negotiation, objection handling skills leading to high close ratios 
  • A desire to be the best in the team…while supporting your fellow team members, to be their best 

The guiding principles for success at Norstella: 

01:  Bold, Passionate, Mission-First  
We have a lofty mission to Smooth Access to Life Saving Therapies and we will get there by being bold and passionate about the mission and our clients.  Our clients and the mission in what we are trying to accomplish must be in the forefront of our minds in everything we do.   

02:  Integrity, Truth, Reality 
We make promises that we can keep, and goals that push us to new heights.  Our integrity offers us the opportunity to learn and improve by being honest about what works and what doesn’t.  By being true to the data and producing realistic metrics, we are able to create plans and resources to achieve our goals.   

03:  Kindness, Empathy, Grace 
We will empathize with everyone's situation, provide positive and constructive feedback with kindness, and accept opportunities for improvement with grace and gratitude.  We use this principle across the organization to collaborate and build lines of open communication.   

04:  Resilience, Mettle, Perseverance 
We will persevere – even in difficult and challenging situations.  Our ability to recover from missteps and failures in a positive way will help us to be successful in our mission. 

05:  Humility, Gratitude, Learning 
We will be true learners by showing humility and gratitude in our work.  We recognize that the smartest person in the room is the one who is always listening, learning, and willing to shift their thinking.   


  • Medical and Prescription Drug Benefits  
  • Health Savings Accounts (HSA) or Flexible Spending Accounts (FSA) 
  • Dental & Vision Benefits  
  • Basic Life and AD&D Benefits  
  • 401k Retirement Plan with Company Match  
  • Company Paid Short & Long-Term Disability 
  • Paid Parental Leave  
  • Education Reimbursement  
  • Paid Time Off & Company Holidays 
The expected base salary for this position ranges from $160,000 to $190,000 plus commission. It is not typical for offers to be made at or near the top of the range. Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, licensure or certifications obtained. Market and organizational factors are also considered.  
Norstella is an equal opportunity employer.   All job applicants will receive equal treatment regardless of race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, medical condition, sex (including pregnancy and pregnancy-related conditions), marital or domestic partner status, military or veteran status, gender, gender identity or expression, sexual orientation, genetic information, reproductive health decision making, or any other protected characteristic as established by federal, state, or local law.
Sometimes the best opportunities are hidden by self-doubt. We disqualify ourselves before we have the opportunity to be considered. Regardless of where you came from, how you identify, or the path that led you here- you are welcome. If you read this job description and feel passion and excitement, we’re just as excited about you.