Director, Strategic Accounts - Pharma

Description Role Summary As Director of Strategic Accounts – Biopharma, you will own the client relationship and delivery results for a portfolio of enterprise biopharma accounts. This role is built for someone who genuinely wants to master the platform – who gets energized by understanding how Vi's products work end-to-end, where they create real value, and how to apply them to solve specific challenges across pharmaceutical companies, biotech firms, and life sciences organizations. You're as comfortable in a product deep-dive as you are in a C-suite conversation. Revenue growth matters – you'll drive POC conversions, upsells, cross-sells, and renewals toward an NRR of 110%+. But the engine behind that growth is product knowledge: understanding what Vi can do, helping clients unlock it, and feeding what you learn back into the roadmap through close collaboration with Client Performance and Product teams. Why This Role Vi already partners with over 5 of the top 10 biopharma companies – you'll inherit a portfolio of named enterprise accounts, not build from zero. You'll have direct influence on product direction, surfacing what biopharma clients need and shaping what Vi builds next. You'll be part of a small, senior team inside a company backed by $125M+ in R&D – not a layer in a 200-person account org. The biopharma vertical is scaling, and this role is positioned to grow with it. Key Responsibilities Own & Grow Client Relationships – Serve as the lead product and client partner for enterprise biopharma accounts. Build trusted relationships with VP and C-suite stakeholders while staying close to the day-to-day to ensure delivery matches commitments. Master the Platform – Develop deep, working knowledge of Vi's full product suite (Activate, Engage, Operate, Augment, Pulse). Understand how each product line works mechanically, how they connect, and how to apply them to the specific dynamics of biopharma clients – from HCP engagement and patient activation to brand strategy and real-world outcomes measurement. Translate Product into Client Value – Take what you know about the platform and make it land for clients – helping them understand what's possible, configuring solutions to their context, and connecting product capabilities to the outcomes they care about: script lift, NRx/TRx growth, HCP reach, patient adherence, and ROI. Drive Revenue Growth – Convert POCs, secure upsells and cross-sells, and contribute to strong NRR. The commercial results follow from doing the product and client work well. Retain & Expand – Keep clients engaged and growing through hands-on account stewardship, not just relationship management. Identify risks early and resolve them. Feed the Roadmap – Be a credible voice in product conversations internally. Surface patterns from your accounts, advocate for the right builds, and help Vi's product evolve based on what biopharma clients actually need. Drive Cross-Functional Delivery – Own the project management layer across client engagements. Organize and align cross-functional teams – Client Performance, Product, Solutions, Engineering – to deliver on client commitments on time and at the quality bar our partners expect. Partner Across Teams – Work closely with Client Performance, Product, and Solutions teams. Be the connective tissue between what clients are experiencing and what gets prioritized internally. Tell the Performance Story – Translate platform data and outcomes into clear narratives for senior stakeholders – linking Vi's work to business results, not just activity metrics. Lead & Develop – Bring a player/coach mentality. Own your accounts fully while helping develop the people around you. What We're Looking For Product Depth & Curiosity – You want to understand how the product actually works, not just how to position it. You invest time in platform knowledge, ask good questions of the product team, and bring that understanding into every client conversation. This is the core of how you add value. Hands-On Account Ownership – You don't delegate your way through accounts. You're comfortable in the data, working a problem directly, and taking ownership of outcomes – not just relationships. Consultative Mindset – You operate like a trusted advisor. You diagnose before you prescribe, and your recommendations are grounded in how the product actually works and what the client actually needs. Experience in consulting is a plus. Commercial Awareness – You understand the business model and can manage renewals and expansions of $500K+ ARR contracts. Commercial outcomes matter, but they're a byproduct of doing the product and client work well – not the starting point. Strategic Marketing & Omnichannel Literacy – Comfortable guiding clients through complex omnichannel engagement strategies across HCP and patient audiences. Strong understanding of pharma marketing dynamics, including branded and unbranded campaigns, KOL engagement, and multi-channel promotion. CRM or marketing automation experience is a plus. Project Management & Cross-Functional Leadership – You can organize complex, multi-workstream engagements across internal teams and client stakeholders. You keep deliverables on track, anticipate dependencies, and ensure nothing falls through the cracks. Formal PM credentials aren't required – but the discipline is. Stakeholder Engagement – Experience working with VP/C-level stakeholders at enterprise biopharma organizations while staying connected to the operational layer where the work actually happens. High IQ & EQ – Strong ability to influence internal and external teams. You read rooms well and adapt accordingly. Startup DNA – Strategic, creative, and entrepreneurial. You build structure where there isn't any and thrive in ambiguity. Problem-Solving Skills – You identify and resolve issues before they escalate. You bring solutions, not status updates. Biopharma Industry Knowledge – Deep familiarity with the biopharma landscape – pharmaceutical commercialization, brand marketing, HCP engagement, patient services, or life sciences consulting. You understand the regulatory environment, market access dynamics, and how technology adoption works in pharma and biotech.