Account Director

Account Director, CRO Partnerships Company: Citeline Location: Remote, United States Date Posted: Jul 21, 2026 Employment Type: Full Time Job ID: R-2067 Description About Norstella: Norstella is a premier and critical global life sciences data and AI solutions provider dedicated to improving patient access to life‑saving therapies. Norstella supports pharmaceutical and biotech companies across the full drug development lifecycle — from pipeline to patient. Our mission is simple: to help our clients bring therapies to market faster and more efficiently, ultimately impacting patient lives. Norstella unites market-leading brands - Citeline, Evaluate, MMIT, Panalgo, Skipta and The Dedham Group and delivers must‑have answers and insights, leveraging AI, for critical strategic, clinical, and commercial decision‑making. We help our clients: Accelerate the drug development cycle Assess competition and bring the right drugs to market Make data driven commercial and financial decisions Match and recruit patients for clinical trials Identify and address barriers to therapies Norstella serves most pharmaceutical and biotech companies around the world, along with regulators like the FDA, and payers. By providing critical proprietary data supporting AI‑driven workflows, Norstella helps clients make decisions faster and with greater confidence. Norstella’s investments in AI are transforming how data is consumed and decisions are made, disrupting inefficient legacy workflows and helping the industry become more efficient, innovative, and responsive to patient needs. About Citeline: Citeline is one of the world’s leading providers of data and intelligence on clinical trials, drug treatments, medical devices and what’s new in the regulatory and commercial landscape. Relying on us to deliver vital advantage when making critical R&D and commercial decisions, our customers come from over 3000 of the world’s leading pharmaceutical, contract research organizations (CROs), medical technology, biotechnology and healthcare service providers, including the top 10 global pharma and CROs. 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 Account Director, you will grow and maintain an existing client base of 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. Responsibilities: 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 Biopharma companies. Utilize SFDC to document all sales activities and provide accurate and up‑to‑date sales pipeline reports and forecasts on a weekly basis Ad hoc duties as assigned (All Responsibilities need to end with this bullet) Qualifications: At least 5+ years of experience in similar roles preferred 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 Knowledge of the Pharmaceutical Industry: You’re able to demonstrate deep knowledge of the pharmaceutical industry and speak the language of life sciences clients when communicating about the strategic value of Citeline’s solutions. 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 Location: Remote US Our Guiding Principles for success at Norstella: 01: Bold, Passionate, and Mission-First 02: Integrity, Truth, and Reality 03: Kindness, Empathy, and Grace 04: Resilience, Mettle, and Perseverance 05: Humility, Gratitude, and Learning Benefits: 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 Paid Time Off & Company Holidays 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. 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. #J-18808-Ljbffr