Account Partner - Veeva Ostro

Job description

Veeva Systems is a mission-driven organization and pioneer in industry cloud, helping life sciences companies bring therapies to patients faster. As one of the fastest-growing SaaS companies in history, we surpassed $3B in revenue in our last fiscal year with extensive growth potential ahead. At the heart of Veeva are our values: Do the Right Thing, Customer Success, Employee Success, and Speed. We're not just any public company – we made history in 2021 by becoming a [public benefit corporation](https://medium.com/@peter.gassner/public-benefit-corporation-pbc-486e1e9508a6) (PBC), legally bound to balancing the interests of customers, employees, society, and investors. As a [Work Anywhere](https://careers.veeva.com/work-anywhere/) company, we support your flexibility to work from home or in the office, so you can thrive in your ideal environment. Join us in [transforming the life sciences industry](https://www.youtube.com/watch?v=TaPSP8cCSKY&ab_channel=Forbes), committed to making a positive impact on its customers, employees, and communities. ### The Role The Veeva Ostro Sales team is looking for a results-driven Account Partner to drive new business acquisition and revenue growth across pharmaceutical and life sciences companies. You will own the sales process from prospecting and opportunity development through negotiation and close, selling Ostro’s AI-powered digital engagement solutions, including Ostro Sites for healthcare professionals (HCPs) and patients, and Ostro Email. This role is ideal for a consultative SaaS sales professional who can engage pharmaceutical brand marketers and senior commercial leaders, translate business challenges into compelling solutions, and build lasting customer partnerships. We are looking for someone who is humble, hungry, and smart: a self-starter with a strong sense of ownership, a collaborative mindset, and the persistence to succeed in a fast-growing business. ### What You'll Do - Own a sales quota and consistently achieve or exceed revenue targets through new customer acquisition and expansion of existing accounts. - Proactively identify, prospect, qualify, and develop new opportunities through outbound outreach, networking, referrals, industry events, and strategic account planning. - Lead discovery, presentations, product demonstrations, business-case development, stakeholder alignment, negotiation, and deal closure. - Build trusted relationships with pharmaceutical brand marketers, digital and omnichannel marketing leaders, commercial executives, and other key decision-makers. - Understand customer objectives and demonstrate how Ostro’s AI-powered solutions can improve HCP and patient digital experiences, content discovery, and engagement. - Develop account strategies, identify champions and decision-makers, build consensus across stakeholders, and navigate procurement and customer approval processes. - Articulate Ostro’s value proposition, competitive advantages, and business impact; confidently address objections and competitive alternatives. - Identify cross-sell and upsell opportunities across brands, products, and customer organizations. - Partner with Solutions Engineering, Client Services, Implementation, and other internal teams to support successful launches, customer satisfaction, renewals, and long-term growth. - Keep pipeline forecasts, account plans, CRM activity, and opportunity records accurate and current. - Monitor pharmaceutical marketing trends, customer priorities, competitive developments, and emerging AI capabilities to inform sales strategies. ### Requirements - 7+ years of experience in SaaS, technology, digital marketing, media, data/analytics, or related solutions, with a demonstrated track record of achieving or exceeding sales quotas and generating new business. - Experience independently identifying target accounts, initiating executive-level conversations, building qualified pipeline, and advancing opportunities from first contact through close. - Understanding of pharmaceutical commercial organizations, including brand marketing, digital and omnichannel engagement, and the needs of HCP and patient audiences. Ability to quickly learn the pharmaceutical business and its unique commercial environment. - Ability to uncover customer needs, understand business objectives, and translate complex technology into compelling value propositions, differentiated solutions, and measurable business outcomes. - Proven ability to build trusted relationships with senior stakeholders, navigate complex organizations, engage multiple decision-makers, and develop customer champions. - Confidence addressing competitive alternatives, overcoming objections, navigating procurement processes, and negotiating and closing complex sales opportunities. - Understanding of digital marketing, web experiences, media, or marketing technology, with the ability to discuss how technology can improve customer engagement and business performance. - Highly motivated, organized, and disciplined, with a strong sense of ownership for sales results, pipeline health, forecasting accuracy, and CRM hygiene. - Curious, resourceful, and comfortable operating in a fast-growing business where priorities, products, and market opportunities continue to evolve. - A team-oriented professional who shares knowledge, works effectively across functions, and contributes to collective success while maintaining individual accountability. - Able and willing to travel regularly for customer meetings, conferences, industry events, and relationship development, including occasional evening activities. Travel may exceed 50% during certain periods, if applicable to the territory and business needs. - Bachelor's degree required. ### Nice to Have - Direct experience with conversational AI or AI-powered life sciences products - Familiarity with the Veeva Commercial Cloud ecosystem ### Interviewing with Veeva We value your time and believe in a transparent hiring process. Here is the process you can expect. - Follow the application process and submit your resume. - Within 3 days, you will receive a link to a personality assessment administered by a third party. - Once you complete the assessment, our team will review your full application package and follow up via email with our decision. - If moving to the interview stage, the process is as follows: 1. A conversation with the hiring manager 2. A practical case exercise 3. A final conversation with our group's Senior Leader. - Once all interviews are complete, the manager will be in touch with a final decision. ### Perks & Benefits - Medical, dental, vision, and basic life insurance - Flexible PTO and company paid holidays - Retirement programs - 1% charitable giving program ### Compensation - Base pay: $80,000 - $300,000 - The salary range listed here has been provided to comply with local regulations and represents a potential base salary range for this role. Please note that actual salaries may vary within the range above or below, depending on experience and location. We look at compensation for each individual and base our offer on your unique qualifications, experience, and expected contributions. This position may also be eligible for other types of compensation in addition to base salary, such as variable bonus and/or stock bonus.