Condor

• Account-driven GTM & Demand Gen • Email Marketing & Lifecycle Marketing • Full-funnel analytics • Signal-based campaign automation • Marketing Ops • Integrated campaign management • Content distribution • SEO & SEM • AEO • Web optimization

• Pipeline Generation: Build new business pipeline through targeted outbound prospecting. • Lead Management: Handle inbound leads resulting from outbound efforts and nurture early-stage opportunities. • Cold Calling: Drive interest by conducting cold outreach across life sciences accounts, focusing on new logos within the assigned territory. • Collaboration: Partner with core sales teams to identify opportunities, research account profiles, and align efforts for maximum impact. • Relationship Building: Build trusted relationships with customers, understand their needs • Decision-Maker Engagement: Identify key personas and decision-makers within accounts. • Insight Sharing: Utilize buyer intent trends to share relevant content, thought leadership, and educational materials. • Messaging Execution: Manage multi-channel cadences with tailored messaging that emphasizes Condor’s value proposition, showcases impact, and provides case studies to drive engagement.

• Identify, engage, and convert new life sciences customers from emerging biotech to enterprise pharma, with a focus on the Enterprise Segment. • Map the market, understand therapeutic pipelines, and uncover opportunities within the R&D finance ecosystem. • Partner with BDRs to execute targeted campaigns, ABM programs, and lead-generation initiatives. • Build trusted relationships with senior finance, FP&A, and clinical operations executives. • Serve as a consultative partner - helping sponsors transform manual financial workflows into automated, audit-ready processes. • Represent Condor at industry conferences, panels, and client events. Lead and organize and host regional roundtables, dinners, and partner gatherings that drive awareness and engagement. • Lead complex, multi-stakeholder enterprise sales cycles with precision and urgency. • Negotiate, manage and lead complex commercial contracts including MSAs, Sales Orders and enterprise agreements in collaboration with Legal ensuring win-win outcomes. • Develop SOWs, tailored business cases, ROI models, and executive presentations to demonstrate value. • Collaborate closely with Product, Sales, Customer Success, and Implementation to ensure smooth transitions and measurable client outcomes. • Operate with an ownership mindset. This is a role where you must wear multiple hats, move fast, and adapt quickly. • Contribute to pricing strategy, sales playbooks, and early GTM structure. • Bring market feedback to product and leadership teams to inform roadmap priorities.

• Own the overall health, retention, and growth of assigned enterprise customer accounts. • Build trusted, long-term relationships with senior stakeholders across finance, accounting, FP&A, and R&D organizations. • Act as the primary escalation point for customer needs, ensuring issues are resolved quickly and professionally. • Develop a deep understanding of each customer’s clinical portfolio, financial workflows, and strategic priorities. • Drive adoption of Condor across accounting and FP&A use cases, ensuring customers realize measurable value from the platform. • Partner with customers to define success metrics and track progress against agreed outcomes. • Proactively identify risks to adoption or satisfaction and implement mitigation plans to prevent churn. • Ensure customers are using Condor in a way that aligns with audit readiness, governance, and best practices. • Plan and lead executive-level Quarterly Business Reviews that clearly articulate value delivered, adoption trends, and forward-looking opportunities. • Translate platform usage and financial outputs into business-relevant insights for finance and R&D leadership. • Serve as a strategic thought partner to customers on clinical trial accounting and FP&A trends and best practices. • Identify and qualify expansion opportunities across additional trials, programs, and functional use cases. • Partner closely with Sales, Professional Services, and Product teams to support upsell and cross-sell motions. • Help customers build internal business cases for expanding Condor’s footprint across their organization. • Collaborate with Professional Services to ensure smooth handoffs from implementation to steady-state success. • Work closely with Product to relay customer feedback, emerging needs, and enterprise requirements. • Contribute to the development of customer success playbooks, health scoring models, and best practices.

• Serve as the primary engagement manager and trusted advisor for assigned client implementations and FP&A consulting engagements. • Lead in-depth discovery sessions to understand client R&D portfolios, clinical trial designs, cost drivers, planning assumptions, and governance models. • Partner with client stakeholders to define FP&A requirements across budgeting, forecasting, scenario planning, and long-range planning. • Guide clients through complex FP&A questions with clarity and confidence, ensuring outputs are decision-ready and defensible. • Provide expert guidance on clinical trial FP&A topics including trial-level budgeting, rolling forecasts, enrollment-driven cost models, scenario analysis, and portfolio prioritization. • Design and validate assumptions related to investigator fees, CRO costs, pass-throughs, milestones, country and site-level variability, and multi-currency trials. • Ensure Condor configurations support executive-level visibility into spend, variance drivers, and forward-looking projections. • Help clients move from static, spreadsheet-based planning to dynamic, system-driven FP&A workflows. • Configure Condor software to support client-specific FP&A models, workflows, and reporting requirements. • Validate configurations through walkthroughs, scenario testing, and stakeholder reviews to ensure accuracy and usability. • Collaborate closely with internal product, engineering, and customer success teams to address gaps and continuously improve delivery. • Identify repeatable FP&A patterns and best practices that can be standardized across implementations. • Build long-term, trusted relationships with FP&A and R&D finance leaders, earning credibility as an expert who understands their day-to-day realities. • Support clients in articulating insights and recommendations to executive leadership, including R&D, finance, and corporate strategy teams. • Represent Condor as a thought partner in clinical trial FP&A during strategic discussions and ongoing client engagements.

• Lead and support in-depth discovery with finance, FP&A, accounting, and clinical operations stakeholders • Translate customer workflows, pain points, and success criteria into clear Condor solution designs • Deliver tailored product demonstrations aligned to customer maturity and buyer personas (CFO, Accounting, Controller, FP&A, Clinical Ops) • Support pilots, POCs, and technical validations during the sales cycle • Partner with Account Executives on deal strategy, qualification, and technical win plans • Carry a shared or individual quota and actively influence deal progression, win rates, and close velocity • Support expansion opportunities by demonstrating additional modules, use cases, and value • Respond to technical, security, and compliance requirements (RFPs, SOC, audit readiness) • Collaborate with Customer Success to ensure clean handoff and early value realization • Surface recurring customer requirements, objections, and product feedback to Product and Engineering • Contribute to demo environments, discovery frameworks, and solution playbooks as the GTM team scales

• Translate product strategy into actionable roadmaps and own major product areas end-to-end. • Engage deeply with customers, services, and SMEs to gather insights, validate solutions, and ensure product decisions reflect real-world financial and clinical workflows. • Lead feature delivery from concept through UAT and release, ensuring high-quality, timely execution across sprints. • Define clear requirements, inc. high-quality user stories, manage the backlog, and drive consistent execution with engineering and design. • Demonstrate strong capability in shaping and delivering AI-driven product functionality, e.g. workflow automation, model-assisted features, data intelligence, and predictive insights. • Analyze product usage data, define success metrics, and apply quantitative and qualitative insights to refine the roadmap. • Collaborate closely with engineering, design, and go-to-market teams to ensure alignment, clarity, and smooth delivery. • Triage bugs, customer issues, and operational gaps, driving efficient root-cause analysis with engineering and services. • Communicate product and release progress clearly to leadership and cross-functional stakeholders.

• Serve as the primary point of contact and engagement manager for assigned client implementations and consulting engagements. • Lead structured discovery sessions with client stakeholders to understand clinical trial structures, accounting policies, operational workflows, and reporting requirements. • Translate client requirements into clear implementation plans that align accounting needs with Condor platform capabilities. • Act as a trusted advisor to client finance and accounting teams, providing guidance on clinical trial accounting considerations and best practices. • Provide expert guidance on clinical trial accounting topics including accruals, investigator payments, CRO costs, pass-through expenses, milestone-based contracts, and multi-currency trials. • Ensure Condor configurations accurately reflect client accounting policies and support audit-ready financial reporting. • Address complex accounting questions and edge cases with confidence and credibility, ensuring client stakeholders are comfortable with the resulting outcomes. • Partner with client accounting teams to validate outputs and ensure alignment with internal controls and financial close processes. • Configure Condor software to meet client-specific accounting and operational requirements. • Validate configurations through testing and scenario walkthroughs to confirm all use cases are supported. • Collaborate closely with internal product, engineering, and customer success teams to resolve issues and enhance client outcomes. • Identify opportunities to improve implementation approaches, templates, and best practices based on real-world client experience. • Build long-term, trusted relationships with client stakeholders at all levels, from hands-on accountants to finance leadership. • Represent Condor as a credible authority in clinical trial accounting during client meetings and strategic discussions. • Contribute to internal knowledge sharing by documenting accounting use cases, client patterns, and implementation insights.