Senior Director, Business Development - Pharmacovigilance ICON plc is a world-leading healthcare intelligence and clinical research organization. We’re proud to foster an inclusive environment driving innovation and excellence, and we welcome you to join us on our mission to shape the future of clinical development We are currently seeking a Senior Director, Business Development to join our diverse and dynamic team specialising in Pharmacovigilance. As a Senior Director at ICON, you will play a pivotal role in fostering client relationships, driving strategic initiatives, and contributing to the advancement of innovative treatments and therapies. What you will be doing - Develop and maintain strong relationships with clients, serving as a primary point of contact for communication and support. - Collaborate with cross-functional teams to understand client needs, develop solutions, and ensure the successful delivery of services. - Identify opportunities for account expansion and revenue growth, leveraging industry trends and market insights. - Manage the end-to-end sales process, from lead generation to contract negotiation and close. - Monitor account performance, track key metrics, and identify areas for improvement to enhance client satisfaction and retention. Your profile - Bachelor's degree in business, life sciences, or related field; advanced degree preferred. - Proven experience in Pharmacovigilance account management, sales, or client services within the pharmaceutical, biotechnology, or clinical research industry. - Strong understanding of Pharmacovigilance and clinical trial operations, regulatory requirements, and industry standards. - Excellent communication, negotiation, and interpersonal skills, with the ability to build rapport and influence stakeholders at all levels of the organization. - Results-oriented mindset with a track record of achieving sales targets and driving business growth. #LI-CL1 What ICON can offer you: Our success depends on the quality of our people. That’s why we’ve made it a priority to build a diverse culture that rewards high performance and nurtures talent. In addition to your competitive salary, ICON offers a range of additional benefits. Our benefits are designed to be competitive within each country and are focused on well-being and work life balance opportunities for you and your family. Our benefits examples include: - Various annual leave entitlements - A range of health insurance offerings to suit you and your family’s needs. - Competitive retirement planning offerings to maximize savings and plan with confidence for the years ahead. - Global Employee Assistance Programme, TELUS Health, offering 24-hour access to a global network of over 80,000 independent specialised professionals who are there to support you and your family’s well-being. - Life assurance - Flexible country-specific optional benefits, including childcare vouchers, bike purchase schemes, discounted gym memberships, subsidised travel passes, health assessments, among others. Visit our careers site to read more about the benefits ICON offers. At ICON, inclusion & belonging are fundamental to our culture and values. We’re dedicated to providing an inclusive and accessible environment for all candidates. ICON is committed to providing a workplace free of discrimination and harassment. All qualified applicants will receive equal consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application process, or in order to perform the essential functions of a position, please let us know or submit a request here. Interested in the role, but unsure if you meet all of the requirements? We would encourage you to apply regardless – there’s every chance you’re exactly what we’re looking for here at ICON whether it is for this or other roles. Are you a current ICON Employee? Please click here to apply

About the Team The Outside Account Development team expands on existing DoorDash partnerships while identifying opportunities for further engagement, growth, and performance on our platform. We collaborate closely with merchants to understand their business needs, uncover revenue opportunities, and help them adopt new SaaS and operational solutions that fuel long-term success. Our team currently spans the U.S. and is composed of highly tenured sellers known for their collaboration, fast-paced execution, and commitment to building DoorDash’s next billion-dollar product line. About the Role We’re looking for a Strategic Account Development Executive to drive adoption of DoorDash’s growing suite of SaaS and platform tools through a primarily virtual, remote selling motion. In this role, you will own a full-cycle sales process — from discovery to pitch to close — conducted largely over Zoom, phone, and digital engagement tools, with occasional in-person meetings as needed. You will manage a high-volume, fast-moving pipeline, working from a defined quarterly book of business. specifically focused on SMB customers. This role requires exceptional organization, digital communication skills, and the ability to influence busy restaurant operators in a remote environment. As a virtual seller, you will leverage data, storytelling, internal tools, and thoughtful follow-up to deepen relationships with existing merchants and drive adoption of new SaaS offerings. You’ll collaborate closely with cross-functional partners, provide insights into product needs, and help shape the processes that will scale one of DoorDash’s fastest-growing product lines. This role is remote with minimal travel requirements, optimized for sellers who excel at building trust and closing complex deals without relying on frequent in-person engagement. You're excited about this opportunity because you will… - Drive a complex, fast-paced, high-volume sales motion. - Run a highly structured end-to-end sales workflow: prospecting, discovery, data analysis, pitching, negotiation, and close. - Excite our existing accounts on the potential to increase revenue share. - Engage with strategic decision makers, including C-suite, VPs, and business owners, while using data to tell a compelling story. - Use deep product knowledge to position advanced DoorDash Commerce platform tools designed to improve revenue, operations, and brand perception. - Use forecasts, unit economics, and internal insights to show merchants how various SaaS and sales packages drive revenue growth. - Work with Account Managers, Sales Leadership, and cross-functional partners to ensure smooth merchant onboarding and adoption. Contribute to building internal sales processes, documentation, and best practices for a rapidly scaling product line. - Travel across your region (up to 40%), while we offer flexible hours and options to work from home. We're excited about you because… - You have 5+ years of closing sales experience, including 3+ years of selling B2B SaaS or Restaurant Technology products. - You have strong discovery skills and a track record of navigating ambiguous, fast-paced environments. - Ability to sell in a primarily virtual selling environment. - Expertise working in Salesforce, Microsoft Office, and Excel, with the ability to use data to persuade and forecast outcomes. - Ability to run a high-volume pipeline across many stages with precision and urgency. - Strong cross-functional collaboration abilities and experience working with account managers or service teams. - Excellent communication and negotiation skills with proven success driving revenue. Notice to Applicants for Jobs Located in NYC or Remote Jobs Associated With Office in NYC Only We use Covey as part of our hiring and/or promotional process for jobs in NYC and certain features may qualify it as an AEDT in NYC. As part of the hiring and/or promotion process, we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound from August 21, 2023, through December 21, 2023, and resumed using Covey Scout for Inbound again on June 29, 2024. The Covey tool has been reviewed by an independent auditor. Results of the audit may be viewed here: Covey Compensation Actual compensation within the pay range listed below will be decided based on factors including, but not limited to, skills, prior relevant experience, and specific work location. Base salary is localized according to employee work location. In addition to base salary, the compensation for this role includes opportunities for sales commission. Talk to your recruiter for more information. DoorDash cares about you and your overall well-being. That’s why we offer a comprehensive benefits package to all regular employees, which includes a 401(k) plan with employer matching, 16 weeks of paid parental leave, wellness benefits, commuter benefits match, paid time off and paid sick leave in compliance with applicable laws (e.g. Colorado Healthy Families and Workplaces Act). DoorDash also offers medical, dental, and vision benefits, 11 paid holidays, disability and basic life insurance, family-forming assistance, and a mental health program, among others. To learn more about our benefits, visit our careers page here. See below for paid time off details: - For salaried roles: flexible paid time off/vacation, plus 80 hours of paid sick time per year. - For hourly roles: vacation accrued at about 1 hour for every 25.97 hours worked (e.g. about 6.7 hours/month if working 40 hours/week; about 3.4 hours/month if working 20 hours/week), and paid sick time accrued at 1 hour for every 30 hours worked (e.g. about 5.8 hours/month if working 40 hours/week; about 2.9 hours/month if working 20 hours/week). The national base pay range for this position within the United States, including Illinois and Colorado. $98,520—$144,900 USD The total on-target earnings (base + commissions) for this position within the United States, including Illinois and Colorado. $164,200—$241,500 USD About DoorDash At DoorDash, our mission to empower local economies shapes how our team members move quickly, learn, and reiterate in order to make impactful decisions that display empathy for our range of users—from Dashers to merchant partners to consumers. We are a technology and logistics company that started by enabling door-to-door delivery, and we are looking for team members who can help us go from a company that is known as the place you order food to a company that people turn to for any and all goods. DoorDash is growing rapidly and changing constantly, which gives our team members the opportunity to share their unique perspectives, solve new challenges, and own their careers. We're committed to supporting employees’ happiness, healthiness, and overall well-being by providing comprehensive benefits and perks including premium healthcare, wellness expense reimbursement, paid parental leave and more. Our Commitment to Diversity and Inclusion We’re committed to growing and empowering a more inclusive community within our company, industry, and cities. That’s why we hire and cultivate diverse teams of people from all backgrounds, experiences, and perspectives. We believe that true innovation happens when everyone has room at the table and the tools, resources, and opportunity to excel. Statement of Non-Discrimination: In keeping with our beliefs and goals, no employee or applicant will face discrimination or harassment based on: race, color, ancestry, national origin, religion, age, gender, marital/domestic partner status, sexual orientation, gender identity or expression, disability status, or veteran status. Above and beyond discrimination and harassment based on “protected categories,” we also strive to prevent other subtler forms of inappropriate behavior (i.e., stereotyping) from ever gaining a foothold in our office. Whether blatant or hidden, barriers to success have no place at DoorDash. We value a diverse workforce – people who identify as women, non-binary or gender non-conforming, LGBTQIA+, American Indian or Native Alaskan, Black or African American, Hispanic or Latinx, Native Hawaiian or Other Pacific Islander, differently-abled, caretakers and parents, and veterans are strongly encouraged to apply. Thank you to the Level Playing Field Institute for this statement of non-discrimination. Pursuant to the San Francisco Fair Chance Ordinance, Los Angeles Fair Chance Initiative for Hiring Ordinance, and any other state or local hiring regulations, we will consider for employment any qualified applicant, including those with arrest and conviction records, in a manner consistent with the applicable regulation. If you need any accommodations, please inform your recruiting contact upon initial connection.

• Identify, pursue, engage, and close direct sales opportunities across the UK • Build, manage, and progress a robust pipeline of new business opportunities with accurate forecasting, using MEDDPICC to qualify and advance deals • Prospect proactively to create self-generated opportunities alongside inbound leads • Manage opportunities through the full sales cycle, from initial outreach and discovery through to proposal, negotiation, and close • Lead multi-stakeholder sales processes, building relationships with decision-makers, champions, and procurement contacts to drive momentum and consensus • Develop compelling value propositions and commercial cases that align Everway’s solutions to customer needs and strategic priorities • Deliver against ARR, logo capture, pipeline generation, and customer engagement targets • Collaborate cross-functionally with Marketing, Product, Customer Success, and Technical Support to support pipeline development and deal progression • Represent Everway at events and exhibitions • Maintain accurate CRM records and analyse KPIs to track progress, conversion, and overall performance

Standort: Bielefeld, Hamburg oder Remote (OWL-Wurzeln bevorzugt) Level: Einstieg / Mid-Level Über uns: „KI ist keine Raketenwissenschaft – aber wir beherrschen sie.“ Wir bei Ailio sind die Spezialeinheit für datengetriebene Enterprise-Lösungen. Mit einem Team von 15 Experten (unseren „AilionautInnen“) begleiten wir Konzerne wie BASF, EDEKA und die Telekom sowie den gehobenen Mittelstand auf ihrer Mission in die Cloud. Unser Werkzeugkasten? Microsoft Azure, Fabric und Databricks. Unser Ziel? Echter Impact statt nur PowerPoint-Folien. Deine Mission: Als BDR bist du die Speerspitze unseres Vertriebs. Du wartest nicht darauf, dass Kunden anklopfen, sondern identifizierst Potenziale, bevor der Wettbewerb es tut. - Pipeline-Building: Du identifizierst Entscheider (CIOs, Heads of Data/AI, CDOs) in mittelständischen und großen Unternehmen. - Outbound Excellence: Du nutzt Social Selling (LinkedIn), E-Mail und das Telefon, um Erstkontakte zu knüpfen und Neugier für unsere Data- & AI-Services zu wecken. - Discovery: Du qualifizierst Leads vor und verstehst, ob der Kunde eher ein zentrales Data Lakehouse (Databricks) oder eine moderne Analytics-Plattform (Microsoft Fabric) benötigt. - Terminierung: Du vereinbarst Discovery-Calls für unsere Account Executives und bereitest die Übergabe perfekt vor. - Markenbotschafter: Du repräsentierst Ailio und unsere Philosophie: Gemeinsam. Einfach. Machen. - Du entwickelst du über die Zeit in eine AE Rolle hinein. Das bringst du mit: - Hunger & Drive: Du hast Lust auf Kaltakquise und lässt dich von einem „Nein“ nicht stoppen. - Tech-Affinität: Du musst kein Data Scientist sein, aber Begriffe wie Machine Learning, Cloud-Migration und Data Governance schrecken dich nicht ab. - Kommunikationstalent: Du kannst komplexe Themen auf den Punkt bringen und sprichst die Sprache unserer Kunden – vom pragmatischen Mittelständler bis zum IT-Leiter im Konzern. - Mindset: Du arbeitest strukturiert (CRM ist dein Freund) und hast eine hohe Eigenmotivation. Warum Ailio? - Premium-Positionierung: Du verkaufst keine Standardsoftware, sondern High-End-Beratung und innovative Lösungen, die bei Kunden wie Ingredion Millionen-Erfolge feiern. - Lernkurve: Direkte Zusammenarbeit mit unserem CEO und tiefgehende Insights in die spannendsten Tech-Stacks des Jahrzehnts. - Flexibilität: Modernes Arbeiten, flache Hierarchien und eine Crew, die zusammenhält. - Impact: Du bist maßgeblich am Wachstum von Ailio beteiligt. Aufgaben 1. Prospecting & Lead-Generierung - Identifikation: Recherche von Zielunternehmen, die perfekt zu uns passen (z. B. gehobener Mittelstand mit Modernisierungsstau oder Konzerne mit Fokus auf Cloud-Migration). - Entscheider finden: Identifikation der richtigen Personas (CIOs, Head of Data, CDO, IT-Leiter) über Tools wie LinkedIn Sales Navigator. - Targeting: Analyse, welche Unternehmen bereits auf Microsoft Azure oder Databricks setzen könnten, um dort mit unserem Fachwissen anzudocken. 2. Multichannel Outbound & Social Selling (Die Ansprache) - LinkedIn-Power: Aktiver Beziehungsaufbau durch wertvollen Content und gezielte Vernetzung. Kein "Spam", sondern strategisches Social Selling. - Cold Outreach: Durchführung von Telefonaten (Cold Calling) und personalisierten E-Mail-Kampagnen, um das Interesse an Ailio-Lösungen (wie dem Enterprise-Chatbot oder Data Lakehouses) zu wecken. Präsenz auf Events. - Value-First: Die Ansprache erfolgt immer über den Mehrwert (z.B. "Wie Sie mit Fabric Datensilos auflösen"), nicht über den Preis. 3. Lead-Qualifizierung & Discovery (Der Filter) - Bedarfsanalyse: Herausfinden: Hat der Kunde ein echtes Problem (Pain Point)? Gibt es ein Budget? Wie sieht die aktuelle IT-Landschaft aus? - Storytelling: Unsere Success Stories nutzen, um die Kompetenz von Ailio greifbar zu machen. - Terminierung: Vereinbarung von qualifizierten Erstgesprächen für unser Expertenteam. 4. CRM-Management & Feedback-Loop - Datenpflege: Saubere Dokumentation aller Aktivitäten im CRM, damit die Account Executives beim Discovery-Call perfekt vorbereitet sind. Qualifikation 1. Fachliche Qualifikationen (Hard Skills) - Vertriebserfahrung: Erste Erfahrungen im Bereich Sales, Business Development oder Account Management (idealerweise im B2B-Umfeld oder SaaS/IT-Dienstleistung). - Technisches Grundverständnis: Du musst kein Data Scientist sein, aber du musst verstehen, was Begriffe wie Cloud Computing, Data Lakehouse, Machine Learning und Generative AI bedeuten. Das Wissen über das Microsoft-Ökosystem (Azure) ist ein großes Plus. - Sprachkompetenz: Verhandlungssicheres Deutsch (C2) für die Kommunikation mit dem deutschen Mittelstand und sehr gute Englischkenntnisse für die Arbeit im Tech-Umfeld. - Tool-Stack: Sicherer Umgang mit CRM-Systemen (z. B. Pipedrive, Salesforce oder HubSpot) sowie Recherche-Tools wie LinkedIn Sales Navigator. - Akademischer Hintergrund: Ein Studium im Bereich BWL, Wirtschaftsinformatik, Marketing oder eine vergleichbare Ausbildung ist vorteilhaft, aber kein Muss, wenn die relevante Erfahrung vorhanden ist. 2. Persönliche Qualifikationen (Soft Skills / Mindset) - Kommunikationsstärke: Die Fähigkeit, komplexe Tech-Themen (z. B. "Modernisierung der Datenarchitektur") in einfachen, nutzenorientierten Sätzen zu erklären. - Resilienz & Ausdauer: Eine hohe Frustrationstoleranz bei der Kaltakquise – du siehst ein „Nein“ als Schritt zum nächsten „Ja“. - Eigeninitiative & Struktur: Du kannst dich selbst organisieren, Leads priorisieren und verfolgst deine Pipeline diszipliniert. - Empathie & Zuhörvermögen: Du stellst die richtigen Fragen, um die Schmerzpunkte des Kunden (z. B. Datensilos oder ineffiziente Prozesse) herauszuarbeiten, statt nur ein Skript abzuspulen. - Lernbereitschaft: Die KI-Welt verändert sich täglich. Du hast Lust, dich ständig in neue Technologien wie Microsoft Fabric oder Databricks einzuarbeiten. 3. Der "Ailio-Fit" (Kulturelle Qualifikation) - Pragmatismus: Du passt zu unserer Mentalität: "Gemeinsam. Einfach. Machen." Du bist kein Theoretiker, sondern willst Dinge bewegen. - Teamplayer: Du arbeitest eng mit dem Marketing und den Account Executives zusammen, um die Strategie ständig zu verbessern.