SKILLS & QUALIFICATIONS

• Experience in Legal Tech and/or Pharma Tech sales or business development.
• Understanding of domain-specific compliance: HIPAA, GDPR, FDA, 21 CFR Part 11, GxP, etc.
• Strong CRM and pipeline management skills.
• Excellent communication and stakeholder engagement skills.
• Proven ability to work independently and drive results in a B2B tech sales environment.
• Experience with staff augmentation is a plus.

• Lead Generation & Market Penetration
• Identify and target law firms, corporate legal departments, pharma companies, CROs, and life sciences organizations.
• Research and qualify leads using tools like LinkedIn Sales Navigator, Apollo.io, and Pharma-specific directories (e.g., BioSpace, PharmiWeb).
• Attend industry events such as ILTA, ILTACON, DIA Global, and HLTH to network and generate leads.
• Run outreach campaigns via cold emails, calls, webinars, and social selling.
• Promote offerings such as: Legal Tech: System Integration, Products - Contract Lifecycle Management (CLM), E-Discovery, AI Legal Assistants, Offshore teams etc
• Pharma Tech: Regulatory Tech, Clinical Trial Data Management, Pharmacovigilance Platforms
• Client Engagement & Discovery
• Connect with Legal Tech Departments and Designations in the Law Firms – including the connections with CXO’s, Legal Ops Managers, Regulatory Affairs Heads, and Clinical Ops leaders.
• Conduct discovery calls to understand challenges around compliance, automation, and digital transformation.
• Map client pain points to specific tech-enabled solutions.
• Solution Positioning & Proposal Development
• Collaborate with pre-sales and technical teams to tailor solutions.
• Create client-specific SoWs, proposals, RFP/RFI responses, and compliance-aligned documentation.
• Sales Presentations & Demonstrations
• Conduct personalized product demos, proof of concepts (PoCs), and client workshops.
• Clearly articulate ROI, use cases, and competitive advantages of the proposed solutions.
• Customer Engagement & Relationship Management
• Build long-term relationships with legal and pharma stakeholders.
• Provide clear communication and support throughout the sales cycle.
• Follow up consistently to move leads through the pipeline and ensure successful onboarding.
• Contracting & Documentation
• Facilitate execution of NDAs, MSAs, SLAs, and other contracts.
• Work closely with internal legal and compliance teams to meet client-specific requirements.
• Account Growth & Upselling
• Act as a single point of contact for client escalations or concerns.
• Identify opportunities to cross-sell/upsell other solutions like AI-driven analytics, staff augmentation, or data governance platforms.
• Schedule regular client check-ins and quarterly business reviews (QBRs).
• Reporting & Forecasting
• Maintain CRM (e.g., Apollo.io) to update pipeline status and track performance.
• Report on sales KPIs, revenue forecasts, and activity metrics to leadership.
• Present business development plans and performance updates regularly.
• Market & Competitive Intelligence
• Stay updated on trends in Legal Tech (e.g., AI in contract review, legal operations automation).
• Monitor Pharma Tech developments (e.g., decentralized trials, digital therapeutics).
• Provide client and market feedback for service enhancements and new offerings.