At a Glance
- Tasks: Lead sales growth and close deals in the pharma and clinical research sectors.
- Company: Join a fast-growing healthtech start-up revolutionising clinical trials with innovative software.
- Benefits: Earn up to £200k OTE, enjoy remote work, and benefit from 28 days annual leave.
- Other info: Collaborative culture with opportunities for professional growth and development.
- Why this job: Make a real impact in healthcare while scaling a dynamic company.
- Qualifications: 6+ years B2B SaaS sales experience and a strong track record in pharma.
The predicted salary is between 80000 - 95000 £ per year.
About Research Grid: Research Grid (R.grid) is the automation engine for admin‑free clinical trials. Our mission is to enable faster, more successful clinical trials by engineering smart software that safely automates back‑office admin across the full lifecycle. R.grid has developed two industry‑leading products leveraging its AI‑powered automation engine. Together, Inclusive and TrialEngine form the only end‑to‑end platform to automate the back office of clinical trials, from pretrial to trial close. R.grid is a London‑based start‑up founded in 2020 by Dr Amber Hill. We are a small but growing team of data scientists, engineers, and business professionals passionate about technology and healthcare.
About the Role: We’re hiring a Head of Sales to lead and scale our commercial growth at R.grid. This is a player‑coach role: you will be expected to personally drive new business and close deals, while also building the foundations of a scalable sales function. You’ll own the full sales cycle, lead strategic accounts, shape our go‑to‑market approach, and work closely with the CEO and COO to grow revenue in the pharmaceutical and clinical research markets. This role is ideal for a hands‑on commercial leader with strong enterprise B2B SaaS experience, a track record of selling into pharma / biotech / clinical research, and the ambition to help scale a fast‑growing healthtech company.
Role and Responsibilities:
- Personally own and close new business opportunities across pharma, biotech, CROs, NHS, and clinical research organisations.
- Lead the full sales cycle from outbound prospecting and qualification through to demo, negotiation, and close.
- Build and grow a high‑quality pipeline of enterprise opportunities and manage strategic accounts.
- Develop and execute proactive sales strategies for the pharmaceutical and medical research markets to meet revenue targets.
- Own customer success outcomes post‑sale, including pipeline health, satisfaction, and renewals, while reporting key metrics to the executive team.
- Build and evolve a scalable customer success playbook to support predictable, measurable growth.
- Respond to client and partner inquiries promptly, resolving issues to maintain strong relationships and drive retention.
- Track and lead key performance indicators (KPIs) across the sales and success teams to ensure accountability and productivity.
- Collaborate closely with marketing to align go‑to‑market activities and create targeted, high‑conversion campaigns.
- Run technical demos, explain technology to leads and customers, and work with different forms of technology and software.
- Represent R.grid at industry events and conferences, helping build brand awareness and strategic influence.
Essential Qualifications, Experience, Knowledge, and Skills:
- Minimum 6 years of full‑cycle B2B SaaS sales experience, with a data‑backed track record from lead generation through to deal closure.
- Masters or PhD degree in Business, STEM, Communications, or a related field.
- Proven success selling software technology into pharma, biotechs, medical research organisations, CROs, NHS, or clinical research sites.
- Experience with enterprise‑level sales in the clinical research and pharmaceutical sectors.
- Demonstrated ability to close deals with average contract values (ACVs) ranging from £100k to £1 million+.
- Global sales experience across EMEA, North America, and/or Asia.
- Track record of selling to at least two distinct buyer types (e.g. clinical operations, procurement, IT).
- Comfortable working across cultures and time zones, with experience engaging global teams or clients.
- Previous experience with technical demos, explaining technology, and working with different forms of technology and software.
- Hands‑on experience scaling a startup from early‑stage to growth (e.g. £1M–£100M in ARR).
- Strong executive‑level communication, negotiation, and team leadership skills.
- Excellent problem‑solving and critical thinking abilities, with strong attention to detail and time management.
- Self‑motivated and organized with excellent time management, attention to detail, and ability to manage multiple projects simultaneously in a fast‑paced environment.
- Proficiency in tools such as Google Workspace and Hubspot.
- Willingness to commit to a full‑time, long‑term role that includes occasional travel and event attendance.
We offer:
- Full‑time contract.
- Total earnings potential up to £200k OTE (base + performance‑based bonus).
- Competitive base salary, commensurate with experience.
- Performance‑based bonus scheme.
- 28 days annual leave (including statutory).
- Remote work is available.
- Growth opportunities within the company.
- Training towards professional goals and ambitions.
- Experienced team, positive working environment, and collaborative company culture.
- A chance to make a meaningful impact in a fast‑moving, high‑growth sector.
- Company pension.
- Sick pay.
- Work from home.
Pay: £80,000.00 – £95,000.00 per year
Head of Sales employer: PassFort
Research Grid Ltd is an exceptional employer located in the heart of London, offering a dynamic and collaborative work culture that fosters innovation in the healthtech sector. With competitive salaries, performance-based bonuses, and ample opportunities for professional growth, employees are empowered to make a meaningful impact while enjoying a supportive environment that values their contributions. The chance to work with cutting-edge technology in a fast-growing start-up makes this role particularly rewarding for those looking to advance their careers in clinical research and software sales.
StudySmarter Expert Advice🤫
We think this is how you could land Head of Sales
✨Tip Number 1
Network like a pro! Get out there and connect with people in the pharma and biotech sectors. Attend industry events, join relevant online forums, and don’t be shy about reaching out to potential contacts on LinkedIn. You never know who might have the inside scoop on job openings!
✨Tip Number 2
Show off your skills! When you get the chance to meet potential employers, whether at a conference or a casual coffee chat, be ready to discuss your past successes in sales. Bring along some data or case studies that highlight your achievements in closing deals and driving revenue.
✨Tip Number 3
Be proactive! Don’t just wait for job postings to pop up. Reach out directly to companies you’re interested in, like Research Grid, and express your enthusiasm for their mission. A well-crafted email can go a long way in making a memorable impression.
✨Tip Number 4
Keep learning! Stay updated on the latest trends in healthtech and clinical trials. This knowledge will not only help you in interviews but also show potential employers that you’re genuinely passionate about the industry. Plus, it’s a great conversation starter!
We think you need these skills to ace Head of Sales
Some tips for your application 🫡
Tailor Your CV:Make sure your CV is tailored to the Head of Sales role. Highlight your B2B SaaS experience and any relevant achievements in the pharma or clinical research sectors. We want to see how your background aligns with our mission at Research Grid!
Craft a Compelling Cover Letter:Your cover letter is your chance to shine! Use it to explain why you're passionate about healthtech and how you can contribute to our growth. Be sure to mention specific experiences that demonstrate your sales success and leadership skills.
Showcase Your Sales Strategy:In your application, give us a sneak peek into your sales strategies. How do you approach lead generation and closing deals? We’re keen to see your thought process and how you plan to build a scalable sales function at R.grid.
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you don’t miss out on any important updates. Plus, we love seeing candidates who take that extra step!
How to prepare for a job interview at PassFort
✨Know Your Numbers
As a Head of Sales, you'll need to demonstrate your understanding of sales metrics. Be prepared to discuss your past performance, including deal sizes, conversion rates, and pipeline management. Bring specific examples that showcase your ability to drive revenue and close deals.
✨Understand the Product Inside Out
Research Grid's products are at the heart of the role. Familiarise yourself with Inclusive and TrialEngine, their features, and how they benefit clients in the pharma and clinical research sectors. This knowledge will help you articulate value during the interview and show your genuine interest in the company.
✨Showcase Your Leadership Style
Since this is a player-coach role, be ready to discuss your leadership approach. Share examples of how you've built and scaled sales teams in the past, and how you plan to do the same at Research Grid. Highlight your ability to mentor others while still being hands-on in closing deals.
✨Prepare for Technical Demos
You'll likely need to run technical demos as part of the sales process. Brush up on your presentation skills and be ready to explain complex technology in simple terms. Consider preparing a mock demo to showcase your ability to engage potential clients and address their needs effectively.
