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Little Journey is a Series A healthtech company that provides Trial Flow, a digital platform helping pharmaceutical and biotech companies improve clinical trial recruitment, engagement, retention, and participant experience. The company works with leading global pharmaceutical organizations and is entering a phase of commercial expansion.
As Senior Account Executive, you will drive new business growth and build strategic partnerships with senior stakeholders in pharmaceutical R&D, Medical Affairs, and Clinical Operations. You'll own the full sales cycle from prospecting through contract negotiation and closure, managing complex multi-stakeholder deals and ensuring seamless handoff to the delivery team. You'll engage senior decision-makers through a thought-leadership approach, positioning Trial Flow as a key solution for clinical trial engagement and patient retention.
Key responsibilities include:
- Driving new business acquisition with an annual revenue target of £1.5M+ in new sales through structuring and negotiating multi-year, multi-trial contracts
- Owning the complete sales cycle with support from marketing
- Engaging senior decision-makers in pharmaceutical and biotech companies
- Navigating complex, multi-stakeholder deals involving R&D, clinical operations, and procurement teams
- Managing pipeline in HubSpot with accurate forecasting and deal tracking
- Collaborating with Product, Science, and Tech teams to ensure client insights shape product roadmap
- Staying informed on industry trends, regulations, and competitor positioning
The role reports to the Commercial Lead and is part of the Commercial team. This is a full-time position, either hybrid (Leeds-based) or fully remote within the UK. International travel to clients and events is required. The company cannot sponsor visas for UK work.
Requirements:
Required: Extensive enterprise sales experience with proven track record selling complex solutions into pharmaceutical or biotech companies; established network of senior decision-makers and procurement stakeholders within pharma/biotech with ability to leverage existing relationships; extensive experience coordinating RFP responses, bid submission and bid defence processes; experience managing complex sales cycles with multi-stakeholder buying groups, formal procurement processes, and senior decision-makers; strong commercial negotiation skills; understanding of pharma R&D lifecycle, particularly clinical trials and digital health technologies.
Desirable: Proficiency in HubSpot or equivalent CRM; knowledge of structured sales methodologies (MEDDIC, SPIN, Challenger Sales); strong PowerPoint and presentation skills.
