Account Director - Regulatory Solutions

Company Description

The mission of ArisGlobal is to empower life science organizations to deliver breakthroughs faster, more accurately, and with greater precision. ArisGlobal's software, services, and technologies are essential to the delivery of life-saving medications. As an industry leader, ArisGlobal offers software as a service for Clinical Trials, Regulatory Affairs, Drug Safety, and Medical Affairs. Our products are utilized by 40 out of 50 major biopharmaceutical companies. Among our clients are four out of five of the world's most advanced global pharmaceutical companies and nine government-health authorities, including the FDA, Health Canada, and the National Medical Products Administration.

ArisGlobal proudly boasts offices in Boston, Croatia, Slovenia, Tokyo, Shanghai, and India. Our global presence is clear, and we are growing faster than ever. At ArisGlobal, we are distinguished by the high caliber of our team and by our passion for creativity and innovation. We pride ourselves on our welcoming and supportive corporate culture, which is inclusive of all Team Members. Our challenging projects are complemented by flexible work locations and competitive salaries.

Position Summary

ArisGlobal is seeking a highly strategic, results-driven Account Director with deep domain expertise in Life Sciences Regulatory Affairs. In this critical role, you will act as a consultative partner to regulatory leaders, guiding them through digital transformation by selling our comprehensive Regulatory Ecosystem software.

You will target new logos and acquire new business within a defined territory. To be successful, you must be a proven hunter and a sophisticated closer, capable of leading complex, multi-stakeholder sales cycles and closing enterprise SaaS deals exceeding $1M. You will leverage a value-based selling approach, aligning ArisGlobal’s regulatory solutions (spanning Regulatory Information Management, submissions, and document management) with the core strategic objectives of prospective life sciences clients.

*Posting is based in the UK, but we are also accepting applications from talent residing in Ireland, Croatia and Slovenia*

Responsibilities

• Drive Revenue Growth: Manage the entire end to end sales process, from strategic prospecting and pipeline generation to negotiating and aggressively closing complex, high value enterprise SaaS deals.
• Consultative Ecosystem Selling: Lead highly consultative, value driven sales cycles; assess the prospect's current regulatory landscape and clearly articulate how ArisGlobal’s interconnected regulatory ecosystem solves critical compliance, speed to market, and operational challenges.
• Executive Engagement: Build consensus and foster deep relationships across highly matrixed organizations, effectively selling to C suite executives, VPs of Regulatory Affairs, and IT leadership.
• Strategic Territory Planning: Develop and execute comprehensive territory and account strategies to penetrate life sciences segments, capturing market share from legacy competitors.
• Orchestrate Winning Presentations: Partner seamlessly with Solution Consultants, Product Marketing, and executive leadership to deliver differentiated, high impact product demonstrations and proposals that highlight ArisGlobal’s unique ecosystem value.
• Pipeline Management: Consistently prospect using advanced sales tools and outbound strategies, while seamlessly managing inbound leads from Sales Development to ensure a robust, high converting pipeline.
• Sales Excellence: Maintain highly accurate forecasts and opportunity data within SFDC (Salesforce), consistently meeting or exceeding quarterly and annual bookings targets.

Your Experience

• SaaS Sales Success: 5+ years of proven, quota-carrying experience in B2B enterprise SaaS sales, functioning as a true hunter and closer.
• Life Sciences Regulatory Domain Expertise: Strong working knowledge of Life Sciences Regulatory Affairs processes, RIM (Regulatory Information Management), submissions, and compliance technology ecosystems.
• Enterprise Deal Experience: Demonstrated track record of leading complex, multi month sales cycles and closing high-value deals (consistently managing transactions >$1M).
• Consultative Methodology: Deep understanding of value-based, consultative selling frameworks (e.g., MEDDPICC, Challenger, Command of the Message) to align software capabilities with strategic business outcomes.
• Executive Presence: Exceptional oral, written, and presentation skills, with the ability to command a room and influence decision-makers at the VP and C-level.
• Resourcefulness & Drive: Highly entrepreneurial, scrappy, and capable of marshaling internal resources to overcome objections and push deals across the finish line.
• Technical Acumen: High comfort level discussing technical architectures, integrations, and software solutions with IT and business stakeholders.
• Core Toolkit: Highly proficient in modern sales tools including SFDC, LinkedIn Sales Navigator, and ecosystem prospecting tools.
• Education: Bachelor’s degree from an accredited four-year university is required.

ArisGlobal is headquartered in Boston, Massachusetts with offices located in more than 9 countries around the world. Please check out our website/LinkedIn to find out more information about the organization and other available positions.

*ArisGlobal is an Equal Employment Opportunity Employer and considers all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, age, marital status, national origin, protected veteran status, disability, or any other legally protected class.