Business Development & Key Account Lead - CRO Solutions (all genders)

Help us shape the next generation of software for CROs

BSI Life Sciences develops Swiss-made software for clinical development organizations. Our solutions include CTMS, eTMF, and adjacent capabilities used by life sciences companies to manage clinical trials with clarity, usability, and reliability.

We are looking for a commercially strong life sciences professional who understands this world from the inside and can help us both sell and shape products for CROs. This includes our CTMS, eTMF, and a new CRM offering optimized for CRO sales and integrated with CTMS/eTMF to support a reliable data flow from opportunity to awarded study to operational execution.

We are looking for an experienced professional who can engage on an equal footing with CRO executives, heads of clinical operations, and business development and IT teams to convincingly demonstrate how our software optimizes the entire process, from sponsor engagement to trial execution. You will drive the expansion of our CRO business by strategically combining business development, key account management, market insights, and product feedback. 

You are likely to be successful in this role if you have worked inside or closely with a CRO and understand both the commercial and operational side of clinical research.

• Identify, qualify, and develop CRO opportunities in international markets
• Build and manage strategic account plans (stakeholder maps, pain points, decision processes, expansion opportunities)
• Lead consultative sales conversations with CRO executives and functional stakeholders
• Position BSI CTMS, eTMF, and CRO CRM capabilities against the operational needs of CROs, including bid management, proposal development, handover to delivery, study startup, trial execution, oversight, TMF completeness, reporting, and sponsor collaboration 
• Represent BSI at conferences, industry events, and customer meetings
• Maintain disciplined pipeline and opportunity data in CRM; support forecasting and sales planning
• Develop trusted relationships with existing and prospective CROs and identify opportunities to expand usage into adjacent modules (CTMS, eTMF, CRM, reporting, integrations)
• Bring the CRO perspective into product development and go‑to‑market: define requirements, 
   monitor market trends, and support marketing with CRO‑specific messaging and demo scenarios

• 5‑10+ years experience in CRO business development, sales, strategic/key‑account management, or enterprise software sales to life‑science organizations (CTMS, eTMF, EDC, SaaS)
• Deep understanding of the CRO business model: sponsor acquisition, RFP/RFI, bid defense, project award, scope & change‑order management, operational handover 
• Strong knowledge of clinical trial operations and the regulated environment (ICH‑GCP, GxP, TMF, inspection readiness)
• Proven ability to credibly engage senior stakeholders (clinical operations, commercial, IT, QA, procurement, C‑level) and manage complex, multi‑stakeholder sales or account‑development processes
• Excellent communication, presentation, negotiation, and relationship‑building skills; fluent English
• Hands‑on experience with CTMS/eTMF/CRM/EDC tools, established network in the CRO/pharma/biotech ecosystem, SaaS sales in regulated life‑sciences, and familiarity with budgeting, feasibility, RTSM/IRT, safety, and reporting tools alre a plus

• Entrepreneurial opportunities to shape and contribute within an appreciative company culture free from rigid hierarchies 
• Personal mentoring and a dedicated training budget to support your professional development 
• Opportunities for part-time studies alongside work, with financial support for tuition fees 
• Flexible working hours and locations, including the options to work remotely from within the EU (workation)

Sounds interesting? We'd love to hear from you. Please submit your CV/application to recruiting@bsi-software.com. Feel free to let us know your earliest possible start date and preferred workload percentage. If you have any questions beforehand, our Recruiting Team is happy to help at: recruiting@bsi-software.com.

What happens next? We will review your application documents internally and typically get back to you within one week. Our recruitment process usually consists of two interviews, which take place in person at one of our BSI locations. Instead of assessments, we value getting to know each other and finding out whether we're a good match.