Little Journey
Senior Account Executive
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About the Role
At Little Journey, we're helping pharmaceutical companies address challenges in clinical trials through our Trial Flow platform. As we expand our presence, we're looking for an experienced Senior Account Executive to shape and execute our go-to-market strategy.
You'll engage senior stakeholders, navigate sophisticated buying processes, and build strategic partnerships that create measurable value for customers.
Responsibilities
- Drive new business growth, managing complex sales cycles, and building strategic relationships with senior stakeholders in Pharma R&D, Medical Affairs, and Clinical Operations.
- Work closely with Little Journey's Marketing, Research, Product, Regulatory, and Tech teams to ensure our solutions meet the evolving needs of our clients and their trials, and Delivery team to ensure our solutions can be implemented smoothly.
- Drive new business acquisition, meeting or exceeding an annual revenue target of £1.5M+ in new sales, through structuring and negotiating multi-year, multi-trial contracts, ensuring long-term partnerships.
- Own the full sales cycle, from prospecting (with support from marketing) to contract negotiation and closure, ensuring seamless handoff to our delivery team for implementation.
- Engage senior decision-makers in pharmaceutical and biotech companies through a thought-leadership approach, positioning our platform as a key solution for clinical trial engagement and patient retention.
- Navigate complex, multi-stakeholder deals with R&D, clinical operations, and procurement teams in pharma and biotech.
- Manage your pipeline within HubSpot, ensuring accuracy in forecasting and deal tracking.
- Work closely with Product, Science, and Tech teams, ensuring client insights shape our product roadmap and evidence strategy.
- Stay informed on industry trends, regulations, and competitor positioning, adapting sales strategies accordingly.
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Requirements
Required:
- Extensive and demonstrable enterprise sales experience, with a proven track record of selling complex solutions into pharmaceutical or biotech companies.
- Established network of senior decision-makers and procurement stakeholders within pharmaceutical and biotech organisations, with the ability to leverage existing relationships to generate enterprise opportunities quickly.
- Extensive experience coordinating RFP responses, bid submission and bid defence processes.
- Experience managing complex sales cycles (engaging and influencing different multi-stakeholder buying groups with different objectives, formal procurement processes and senior decision-makers).
- Strong commercial negotiation skills, able to craft strategic, high-impact deals.
- Understanding of the pharma R&D lifecycle, particularly clinical trials and digital health technologies.
Desirable:
- Proficiency in HubSpot (or equivalent CRM) and structured sales methodologies (eg. MEDDIC, SPIN, Challenger Sales).
- Strong Power Point and presentation skills.
Behaviours and values needed:
- Results driven - You take ownership and stay resilient through challenges.
- Consultative and credible - you build trust with clients, and can lead insightful conversations with them.
- Collaborative - You know that nothing great is done alone, build strong partnerships with internal teams.
- Low ego - You are professional, adaptable and understand the constraints and opportunities of working in a scale up.
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Benefits
- Competitive Salary.
- Uncapped Commission scheme.
- Up to 6% pension match (salary sacrifice).
- EMI share options.
- 28 days annual leave per year (plus public holidays).
- £500 annual training budget.
- £200 home working budget (one-off).
- Enhanced (family & parental) leave policies.
About Little Journey
Little Journey was founded by Dr Chris Evans, a paediatric anaesthetist and researcher, and Sophie Copley, a human-centred product designer, with a shared ambition to improve how people are supported through complex experiences. Our mission is to make patient-centric participation the foundation of better research. As clinical trials become more complex, Trial Flow helps participants, families and sites navigate what is being asked of them, reducing avoidable burden and supporting better adherence, retention and trial outcomes.
Today, Little Journey is a Series A company with a team of around 30 to 40 people, working with pharmaceutical companies on clinical trials around the world. We value honesty and integrity, trust people to take accountability, and make time to reflect, learn and improve.
Diversity & Inclusion
We encourage people from all walks of life to apply and strive to eliminate unconscious bias in our recruitment process. We do not discriminate on ethnicity, religion, sexual orientation, gender identity, veteran or parental status or disability. We encourage candidates from underrepresented groups to apply. If you need adjustments made to our application process, to help accommodate any disabilities, please let us know on hr@littlejourney.health.
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