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Florence Healthcare is hiring a Strategic Account Development Representative (SADR) to drive enterprise account development within the pharma and CRO segment. You will report to the BDR Manager and partner directly with enterprise Account Executives on named accounts, working as a coordinated team.
Unlike traditional BDR roles focused on cold outbound volume, this position emphasizes account strategy, relationship building, buyer intelligence gathering, and deep account penetration within top pharma and CRO organizations. You'll spend significant time on account planning sessions, own a named portfolio of enterprise logos alongside paired AEs, and become the subject-matter expert on your assigned accounts.
Key responsibilities include: owning account development strategy alongside AEs; multi-threading the buying committee across 6–10 personas (ClinOps, IT, Procurement, Quality, Data Management); leading with data-backed insights rather than generic asks; harvesting and documenting buyer intelligence (competitor moves, study pipelines, tech stack changes); facilitating substantive meetings that drive pipeline; managing event coverage pre-, during, and post-event; maintaining rigorous CRM hygiene in Salesforce/HubSpot/Gong; and contributing to the development of repeatable enterprise playbooks.
You'll need 3+ years of B2B SaaS BDR/SDR or sales development experience, with at least 12 months in enterprise or account-based work. Strong written communication, ability to operate in ambiguity, rigor in account planning and follow-through, and a Bachelor's degree are required. Prior experience selling into pharma, biotech, or CRO organizations is highly valued, as is working knowledge of clinical trial operations and the site–sponsor–CRO ecosystem. Experience with Salesforce, LinkedIn Sales Navigator, and modern account-based prospecting tools is a plus.
