Sales Lead (Account Executive)

ZS is a place where passion changes lives. As a management consulting and technology firm focused on improving life and how we live it, we transform ideas into impact by bringing together data, science, technology and human ingenuity to deliver better outcomes for all. ZSers drive impact by bringing a client-first mentality to each and every engagement. We partner collaboratively with our clients to develop custom solutions and technology products that create value and deliver company results across critical areas of their business. Bring your curiosity for learning, bold ideas, courage and passion to drive life-changing impact to ZS.

What you'll do

• Drive new client acquisition and revenue growth in the Emerging and Mid Pharma territory.
• Manage complex B2B SaaS sales cycles, engaging multiple senior stakeholders across Clinical Operations, Clinical Development, Data Science and IT functions.
• Partner with internal teams (solution consultants, product managers, SMEs) to translate clinical development and operational challenges into compelling ZAIDYN Study Planning solutions.
• Quantify business value by demonstrating how ZAIDYN Study Planning improves clinical timelines, reduces enrollment risk, and enhances study execution
• Generate and qualify opportunities through outbound prospecting, industry events, referrals, account-based strategies, and networking
• Lead presentations, demos, and value-based discussions with Directors, VPs, and C-suite leaders.
• Maintain accurate pipeline management, forecasting, and activity tracking within CRM (Salesforce, Dynamics, etc.).
• Stay informed on industry trends, competitive dynamics, and evolving client needs within clinical planning & operations

What you’ll bring:

• 5-8 years of top-performing B2B SaaS sales experience combined with prior clinical operations, CRO or life sciences experience.
• Strong understanding of clinical trial planning and execution, including study feasibility, enrollment forecasting, site selection, and sponsor operational challenges.
• Experience working with sponsors, CROs, or clinical technology vendors preferred.
• Demonstrated success selling into life sciences, biotech, or emerging pharma companies.
• Proven ability managing opportunities from prospecting through contract negotiation and delivery handoff
• Experience managing mid-to-complex sales cycles involving multiple stakeholders.
• Proven ability to influence senior decision makers (Director-level through C-suite).
• Strong CRM proficiency (Salesforce, HubSpot, or equivalent).
• Experience with solutions involving data analytics, workflow automation, or AI/ML is a plus.
• Experience selling against life sciences clinical technology, study feasibility, enrollment forecasting or clinical analytics competitors is a plus.
• High intellectual curiosity and passion for life sciences innovation.
• Resilient, coachable, and open-minded, with a willingness to learn and adapt.
• Strong storytelling and communication skills, both written and verbal with the ability to distill complex solutions into clear, value-driven messaging.
• Self-starter with the ability to work independently while staying aligned to team goals.
• Excellent organizational skills; able to manage multiple accounts or initiatives simultaneously.
• Bachelor’s degree required; life sciences, business, or technology-related fields preferred.

How you’ll grow:

• Cross-functional skills development & custom learning pathways
• Milestone training programs aligned to career progression opportunities
• Internal mobility paths that empower growth via s-curves, individual contribution and role expansions

Perks & Benefits:

• At ZS, your growth matters. We offer a comprehensive total rewards package that supports your health and well‑being, financial future, time away, and professional development. With robust skills‑building programs, multiple career progression paths, internal mobility, and a deeply collaborative culture, you’ll have the opportunity to do meaningful work, expand your capabilities, and thrive as part of a global community. For details on total rewards in United States, visit ZS US office locations | Where we work | ZS.

Hybrid working model:

• We are committed to giving our employees a flexible and connected way of working. A flexible and connected ZS allows us to combine work from home and on-site presence at clients/ZS offices for the majority of our week. The magic of ZS culture and innovation thrives in both planned and spontaneous face-to-face connections.

Travel:

• Travel is a requirement at ZS for client facing ZSers; business needs of your project and client are the priority. While some projects may be local, all client-facing ZSers should be prepared to travel as needed. Travel provides opportunities to strengthen client relationships, gain diverse experiences, and enhance professional growth by working in different environments and cultures.

• If you’re eager to grow, contribute, and bring your unique self to our work, we encourage you to apply.

• ZS is an equal opportunity employer and is committed to providing equal employment and advancement opportunities without regard to any class protected by applicable law.

Work Authorization:

• This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.