Global Account Director, Strategic Solutions

About Norstella

Norstella is a premier and critical global life sciences data and AI solutions provider dedicated to improving patient access to life‑saving therapies. Norstella supports pharmaceutical and biotech companies across the full drug development lifecycle — from pipeline to patient. Our mission is simple: to help our clients bring therapies to market faster and more efficiently, ultimately impacting patient lives. Norstella unites market‑leading brands — Citeline, Evaluate, MMIT, Panalgo, Skipta and The Dedham Group — and delivers must‑have answers and insights, leveraging AI, for critical strategic, clinical, and commercial decision‑making.

We help our clients:

• Accelerate the drug development cycle
• Assess competition and bring the right drugs to market
• Make data driven commercial and financial decisions
• Match and recruit patients for clinical trials
• Identify and address barriers to therapies

Norstella serves most pharmaceutical and biotech companies around the world, along with regulators like the FDA, and payers. By providing critical proprietary data supporting AI‑driven workflows, Norstella helps clients make decisions faster and with greater confidence. Norstella’s investments in AI are transforming how data is consumed and decisions are made, disrupting inefficient legacy workflows and helping the industry become more efficient, innovative, and responsive to patient needs.

About Citeline

Citeline is one of the world's leading providers of data and intelligence on clinical trials, drug treatments, medical devices and what’s new in the regulatory and commercial landscape. Relying on us to deliver vital advantage when making critical R&D and commercial decisions, our customers come from over 3,000 of the world’s leading pharmaceutical, contract research organizations (CROs), medical technology, biotechnology and healthcare service providers, including the top 10 global pharma and CROs. Now, Citeline is proud to be a part of Norstella, an organization that consists of market‑leading pharmaceutical solutions providers united under one goal: to improve patient access to life‑saving therapies. Within this organization, Citeline plays a key role in helping clients connect the dots from pipeline to patient.

The Role

As an Account Director, you will grow and maintain an existing client base of Biopharma accounts through renewal and expansion of long‑term partnerships. You’ll serve as a trusted advisor for key leaders and identify how Citeline’s solutions will support each client with achieving their business priorities.

Responsibilities

• Be accountable to achieve and exceed the agreed quarterly and annual sales targets as set forth by the business
• As an expert of your clients, you will be responsible for understanding every facet of a client’s business including organizational structure, performance, business strategy and key leadership
• Execute against a comprehensive account and territory plan to drive high retention rates, renewal uplift, and new bookings within relevant whitespace
• Proactively identify and capture opportunities or address risks at strategic and tactical levels
• Demonstrate deep knowledge of your client base to align product offerings and packages with client needs
• Full cycle of planning execution, collaborating with support teams internally (SDR’s, Client Success, Solution Consulting and Consulting & Analytics) to drive success
• Partner with Citeline’s Product management & Client Success teams to share feedback from client interactions and strive for continuous improvements in Citeline’s offering to Biopharma companies.
• Utilize SFDC to document all sales activities and provide accurate and up‑to‑date sales pipeline reports and forecasts on a weekly basis
• Ad hoc duties as assigned

Qualifications

• At least 5+ years of experience in similar roles preferred
• Account Leadership Experience: A proven track record expanding business with clients by engaging key stakeholders to understand their needs and provide value
• Strategic Perspective: You approach each interaction from a strategic point of view and create account plans to ensure alignment across internal teams, identifying risks and opportunities as they emerge to build and maintain effective relationships
• Contracting Skills: You’ve led contract negotiations in rapidly changing environments by proactively identifying risks and opportunities within each account
• Knowledge of the Pharmaceutical Industry: You’re able to demonstrate deep knowledge of the pharmaceutical industry and speak the language of life science clients when communicating about the strategic value of Citeline’s solutions.
• Consultative Sales Skills: You have proven consultative sales skills, including competitive market research, lead generation, prospecting, business development and closing sales
• Collaboration: You have worked in a collaborative environment and thrive by partnering internally as well as with clients/prospects
• High Close Ratios: You have strong presentation, communication, negotiation, objection handling skills leading to high close ratios
• A desire to be the best in the team…while supporting your fellow team members, to be their best
• Travel: up to 50% travel

Location: London UK - Hybrid

Our Guiding Principles for success at Norstella:

• Bold, Passionate, and Mission‑First
• Integrity, Truth, and Reality
• Kindness, Empathy, and Grace
• Resilience, Mettle, and Perseverance
• Humility, Gratitude, and Learning

Benefits

• Medical and Prescription Drug Benefits
• Health Savings Accounts (HSA) or Flexible Spending Accounts (FSA)
• Dental & Vision Benefits
• Basic Life and AD&D Benefits
• 401k Retirement Plan with Company Match
• Company Paid Short & Long‑Term Disability
• Paid Parental Leave
• Paid Time Off & Company Holidays

The expected base salary for this position ranges from 50,000 to 70,000 GBP. It is not typical for offers to be made at or near the top of the range. Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, licensure or certifications obtained. Market and organizational factors are also considered. In addition to base salary and a competitive benefits package, successful candidates are eligible to receive a discretionary bonus.

Norstella is an equal opportunity employer. All job applicants will receive equal treatment regardless of race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, medical condition, sex (including pregnancy and pregnancy‑related conditions), marital or domestic partner status, military or veteran status, gender, gender identity or expression, sexual orientation, genetic information, reproductive health decision making, or any other protected characteristic as established by federal, state, or local law.

Sometimes the best opportunities are hidden by self‑doubt. We disqualify ourselves before we have the opportunity to be considered. Regardless of where you came from, how you identify, or the path that led you here‑ you are welcome. If you read this job description and feel passion and excitement, we’re just as excited about you.