Head of Sales in London

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.