Senior Director, Agent Sales – West Coast
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Job Description
Senior Director of Agent Sales driving enterprise sales of AI solutions at Medable. Leading sales cycle from prospecting to closing and collaborating across departments for strategic execution.
Responsibilities:
- Own and exceed an annual quota through direct sales of Agent Studio and standalone Agent solutions
- Lead the full enterprise sales cycle—prospecting, qualification, value articulation, technical deep-dives, financial justification, pilot scoping, contracting, and closing
- Drive adoption of Agent Studio as a standalone revenue line as well as a strategic accelerator for Medable’s broader platform
- Serve as one of Medable’s top evangelists for AI Agent transformation in life sciences
- Shape customer understanding of compliant agent architectures, safety frameworks, and high-value clinical development use cases
- Partner with Marketing to deliver compelling narratives, demos, customer stories, and field enablement materials
- Work closely with Product, Engineering, Legal, and Delivery to translate customer needs into roadmap inputs, commercial constructs, and scalable deployment patterns
- Collaborate with Medable’s Enterprise Sales teams to identify joint opportunities and expand footprint within strategic accounts
- Ensure pilots and early deployments are structured for clear ROI measurement and expansion
- Develop territory and account strategies aligned with Medable’s platform and Agent business goals
- Forecast accurately, manage pipeline rigorously, and maintain world-class sales hygiene
- Provide competitive insights and contribute to pricing, packaging, and contract design for enterprise agent offerings
- Other duties as assigned
Requirements:
- 12+ years of experience in business development or a combination of education and experience
- Proven success closing complex $10M+ software deals with senior R&D, Clinical Operations, and IT leadership
- Strong understanding of AI/ML, agent architectures, workflow automation, or adjacent technical domains
- Exceptional executive communication and value-selling skills; able to lead C-suite conversations with clarity and authority
- Experience selling innovation-driven or category-creating platforms in highly regulated industries
- Ability to operate in a fast-moving, ambiguous, rapidly scaling environment
- Preferred: Experience selling AI agents, life-science platforms, or technologies aligned to clinical development digital transformation
- Familiarity with GxP, data privacy, and AI governance requirements in pharma
- Track record of building early GTM motions for new product lines or emerging businesses
- BS degree in business administration, economics, life sciences or a related field
- Preferred Degree/Certification: MBA / Master´s degree
- Microsoft Office, CRM/Salesforce experience
Benefits:
- Competitive base salaries
- Annual performance-based bonus
- Stock options for employees, aligning personal achievements to Medable's success
- Comprehensive medical, dental, and vision insurance coverage
- Carrot Fertility Program
- Health Saving Accounts (HSA) and Flexible Spending Accounts (FSA)
- Wellness program (Mental, Physical and Financial)
- Peer-to-peer recognition program, celebrating achievements and milestones
- Volunteer time off to support causes you care about
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