CRO professionals with forecasting experience and biopharma sponsor engagement will find this remote-focused, forecast-driven role in clinical research.
Derived from job-description analysis by Serendipath's career intelligence engine.
Original posting from Paradigm Health via Ashby
Paradigm Health is rebuilding the clinical research ecosystem by enabling equitable access to trials for all patients. Our platform enhances trial efficiency and reduces the barriers to participation for healthcare providers. Incubated by ARCH Venture Partners and backed by leading healthcare and life sciences investors, Paradigm’s seamless infrastructure implemented at healthcare provider organizations, will bring potentially life-saving therapies to patients faster.
Our team hails from a broad range of disciplines and is committed to the company’s mission to create equitable access to clinical trials for any patient, anywhere. Join us, and bring your expertise, passion, creativity, and drive as we work together to realize this mission.
ABOUT THE ROLE:
The Senior Inside Sales Manager owns a net-new Early Engagement pipeline target for Paradigm Health by running forecast-driven prospecting into biopharma sponsor accounts. The defining capability of the role is building and maintaining a planned and predicted trial forecast: a view of which sponsors are likely to run which trials, when, and therefore when each account is most likely to be shopping for the solutions Paradigm Health offers. The role converts that forecast into a prioritized, well-timed outreach plan and into qualified opportunities.
The role prospects and generates leads across all of Paradigm Health's solution lines, including clinical technology solutions as well as full-service CRO solutions, tailoring outreach and timing to each. The Senior Inside Sales Manager is responsible for timing and conversion of outbound prospecting, working the right accounts at the right moment and handing accepted opportunities to Sales, who are responsible for the outcome after acceptance.
WHAT YOU WILL DO:
- Build and maintain the planned and predicted trial forecast. Map priority trial sponsors' pipelines, phase transitions, readouts, and expected trial starts using public and commercial trial-intelligence sources; convert them into predicted solution-buying windows. Refresh on a regular cadence.
- Define timing windows by solution line. Establish and document when sponsors typically evaluate vendors for planning, site selection, recruitment, and conduct relative to phase milestones, for both clinical technology and full-service CRO engagements; validate against outcomes and adjust. Serve as the internal authority on timing.
- Prioritize and prospect accordingly. Rank accounts and contacts by window proximity and fit; run multi-channel outreach (email, phone, LinkedIn, event follow-up) timed to the forecast and to sponsor decision-makers in clinical operations, development, outsourcing, and procurement.
- Prospect and generate leads across the full portfolio. Generate qualified leads for clinical technology solutions and for full-service CRO solutions, adapting positioning, buyer targeting, and buying-window assumptions to each.
- Own the pipeline target. Carry and deliver a net-new ‘Sales-Accepted Lead’ pipeline number, measured in qualified opportunities within the CRM.
- Convert marketing-generated engagement. Work engaged accounts and leads from events, content, and paid programs; qualify and hand off to Sales with account context and a clear read on timing.
- Partner with solution marketers and Sales. Feed forecast insights into account-based target lists, event targeting, and messaging; coordinate with the lead qualification function and with Sales leadership on handoffs and follow-up.
- Track competitive and sponsor outsourcing signals. Monitor CRO and technology competitors, preferred-provider arrangements, and sponsor vendor changes that open or close windows.
- Maintain data integrity and report on accuracy. Keep CRM activity and source attribution clean; measure forecast accuracy (windows predicted versus engagement and opportunities realized).
WHO YOU ARE:
REQUIRED
- A career built in the CRO environment. Senior-level experience at a contract research organization in business development, sales, strategic or proposal development, feasibility, or client-facing clinical operations. CRO experience is a firm requirement for this role.
- Hands-on experience building, maintaining, or acting on a forecast of planned and predicted trials, including how phase transitions translate into vendor-selection timing.
- Demonstrated ability to prospect and generate leads for both clinical technology solutions and full-service CRO solutions, adjusting message and timing to each.
- Working knowledge of how sponsors buy: RFI and RFP cycles, bid defense, full-service versus functional outsourcing, and preferred-provider or strategic partnership structures.
- Demonstrated ownership of a pipeline, qualified-opportunity, or bookings target.
- Deep clinical development fluency: phases, protocol design, feasibility, site selection, patient recruitment, and therapeutic-area context.
- Experience engaging biopharma sponsor decision-makers (clinical operations, development operations, outsourcing and vendor management, procurement).
- Proficiency with trial-intelligence sources (for example ClinicalTrials.gov http://ClinicalTrials.gov, commercial pipeline and trial databases, sponsor pipeline disclosures) and with CRM (Salesforce, HubSpot).
- Self-directed individual contributor, comfortable running a long, complex sales cycle (roughly 12 months for net-new sponsors) with limited supervision.
- 5+ years of relevant experience.
STRONGLY PREFERRED
- Inside Sales experience at an Oncology-focused mid-size CRO.
- Direct experience supporting clinical technology (for example patient recruitment, trial planning, or data capture technology).
- Therapeutic-area understanding and existing relationships with sponsor outsourcing and clinical operations leaders.
WHAT SUCCESS LOOKS LIKE IN THE FIRST 12 MONTHS
- A documented planned and predicted trial forecast covering priority sponsor accounts, with defined timing windows per solution line, refreshed on a regular cadence.
- A prioritized outreach calendar tied to forecast windows, shared with solution-level marketers and Sales.
- Delivery against the Early Engagement pipeline target of [$X to be set], with clean source attribution through to Salesforce.
- Forecast accuracy tracked and improving: the share of predicted windows that converted to engagement and to opportunities
At Paradigm Health, we are committed to providing equal employment opportunities to all qualified individuals. We encourage and welcome candidates from all backgrounds and perspectives to apply for our open positions. We are interested in all qualified individuals and ensure that all employment decisions are based on job-related factors such as skills, experience, and qualifications.
Source: Paradigm Health careers (Ashby)