• Establish a working knowledge of Florence's SiteLink solution and the value proposition it provides to both Sponsors and CROs. • Have a proven track record of sales excellence and high performance in selling innovation to new global large pharma and CRO strategic accounts. • Achieve your annual bookings target by building and maintaining a 3X pipeline in Salesforce. • Prospect and secure meetings with key stakeholders in the assigned portfolio of top 100 CRO/Sponsor global accounts and be able to confidently engage them in a discovery process to understand their highest priority business challenges in clinical operations. • Establish relationships with Director, VP and SVP level execs across departments in clinical operations, innovation, drug development, procurement and information management. • Motivate operational change at your clients through ROI models, current/state future state maps and case studies. • Maintain accurate meeting notes, pipeline, forecast, quarterly business reviews, mutual action close plans and MEDDIC reviews. • Upon securing new accounts, design an overall strategy to drive the growth of the account by implementing SiteLink on all future studies. • Partner with Florence’s Implementation, Customer Success, Product, Development and other functional teams internally to manage flawless delivery and scale the business through high customer satisfaction.