Senior Client Director, Strategic Accounts ABOUT ODAIA ODAIA noun o·da·ia | 'oh-day-yeah An Ancient Greek word referring to “tools of the trade.” To learn more visit odaia.ai. ODAIA delivers AI-powered commercial intelligence for life sciences - unifying data, accelerating results, and helping commercial teams deepen engagement to enhance care for providers and patients. ODAIA's AI platform transforms complex data into predictive, personalized insights, enabling commercial leaders to understand their customers, anticipate prescribing behaviors, and make the informed, strategic decisions that bring therapies to patients faster. OUR MISSION Reducing patients’ time to therapy by facilitating meaningful interactions with healthcare providers, through human-centric software powered by AI. WHAT’S ON OFFER Reporting to the Managing Principal, AI-Driven Commercial Effectiveness, the Senior Client Director, Strategic Accounts is the commercial engine within ODAIA’s cross-functional GTM team. This is not a traditional account management role;It is a high-autonomy, high-impact sales leadership position designed for a strategist who thrives at the intersection of complex selling and long-term account growth. The Mission: A “Hunter with a Farmers Mindset” You will own the full commercial lifecycle, from identifying 'white space' and qualifying high-value prospects to orchestrating complex deal executions and securing the close. Your success isn't just measured by the initial contract, but by the executive-level relationships and account depth you build to drive sustained, multi-year expansion. The Pod Structure: Integrated Execution You won't operate in a silo. You will lead and collaborate within a cross functional, specialized team (Pod) alongside:Managing Principals: Your strategic partners and executive sponsors. They provide the high-level industry vision, navigate C-suite blockers, and ensure your pod’s commercial strategy aligns with ODAIA’s AI roadmapSolution Engineers: To bridge the gap between AI capabilities and client needsBusiness Acceleration Partners: To ensure seamless onboarding and rapid time-to-valueMarketing Leads: To sharpen the narrative and drive demand within your target accountsWHAT YOU WILL DO Enterprise Sales & Revenue GrowthOwn and drive new business acquisition across mid-market and enterprise Life Sciences organizations, with full accountability for pipeline generation, deal progression, and revenue targetsLead complex, multi-stakeholder sales cycles, navigating commercial, SIP, SFE, and IT buying groups to build consensus and closeIdentify whitespace opportunities across business units, therapeutic areas, and brands to expand ODAIA’s footprint within strategic accountsDevelop compelling business cases that connect ODAIA’s AI-driven insights to measurable commercial outcomes - revenue acceleration, field productivity, and competitive advantageConsultative Client EngagementLead with outcomes, not features - challenge the status quo and help clients rethink how predictive intelligence and Next Best Action strategies can transform commercial performanceConduct strategic discovery conversations that uncover pain points across commercial organizations, translating complex analytics into executive-ready narrativesBuild and deepen executive-level relationships with decision-makers across Director, VP, and C-suite levels, positioning ODAIA as a long-term transformation partner - not a transactional vendorServe as the primary commercial point of contact for key accounts, maintaining alignment across internal and client stakeholders throughout the customer lifecyclePod Collaboration & Deal ExecutionOperate within ODAIA’s cross-functional pod model alongside Solution Architecture, Business Acceleration, Product, and Customer Success to co-create value-driven proposals and demonstrationsPartner with the Managing Principal to shape account strategy, prioritize high-value opportunities, and ensure seamless transition from strategic win to activationTranslate ODAIA’s predictive modeling, AI orchestration, and platform capabilities into clear commercial impact during client-facing engagementsMaintain disciplined pipeline management, forecasting, and CRM hygiene (Salesforce), ensuring pipeline health through proactive opportunity developmentMarket Intelligence & Product InfluenceBring real-world market insights, competitive intelligence, and client transformation needs back to Engineering and Product to influence roadmap prioritiesIdentify emerging shifts in omnichannel strategy, NBA orchestration, and AI adoption across the pharma landscapeRepresent the voice of the customer internally to help inform product evolution and market positioningWHAT YOU BRINGSales Track Record & Commercial Pharma Expertise8-12+ years of enterprise SaaS, analytics, or technology sales experience within the Life Sciences commercial ecosystem, with a consistent track record of exceeding quotaProven success managing complex sales cycles with multi-stakeholder buying groups across pharma commercial, SIP, SFE, and IT organizationsDeep understanding of the pharma commercial landscape, including brand launch strategies, field effectiveness, omnichannel strategy, and how AI/predictive analytics drive commercial impactConsultative Selling & Executive PresenceStrong consultative selling skills with the ability to lead value-based discussions, reframe client challenges, and build business cases that connect technology to P&L outcomesDemonstrated ability to engage with and influence senior executives (VP, C-suite) across complex enterprise organizationsExcellent communication, negotiation, and presentation skills - able to translate “technical jargon” into “Commercial ROI” with clarity and confidenceOperational Agility & Growth MindsetSelf-starter who thrives in a lean, high-autonomy, high-growth environment and finds building the engine while mid-flight exhilaratingCan shift from strategic account planning to hands-on deal execution in the same hour - a bias for action over perfectionExperience using CRM and sales engagement tools to manage pipeline, reporting, and account strategyHands-on experience leveraging AI tools and agentic workflows to accelerate productivity - at ODAIA, we don’t just deliver AI, we live itWHAT WE OFFERValues-Based CultureWe Ignite Innovation, Own It, and Stand TogetherAI-Native EnvironmentAt ODAIA, we don't just deliver AI - we live it. We use AI and agentic automation to 10x our efficiency and impact, encouraging constant curiosity in leveraging and integrating AIComprehensive RewardsMeaningful stock option grants, immediate medical/dental enrollment, and flexible time offRemote-First FlexibilityWFH flexibility with intentional, high-value in-person collaboration and socialsLOCATION & BUSINESS TRAVEL ODAIA is a remote first organization, with employees located across Canada and the U.S. Our primary office hub is located in central downtown Toronto and walking distance from Union Station. This role requires travel within the US and Canada to support strategic customer meetings, industry conferences and internal meetings and offsites. EMPLOYMENT VERIFICATION Any conditional offer of employment made to a successful candidate will be subject to the full satisfaction with the results of any background and reference checks. JOB PROCESS & INTERVIEW DISCLOSURE ODAIA does not use artificial intelligence (AI) to review applications, filter or analyze resumes. Our recruitment team may use an AI-powered meeting assistant to record and transcribe interviews for note-taking purposes only. This tool helps our recruiters to be fully present during conversations with candidates who provide consent to this tool being used during an interview. This tool is used in compliance with privacy and employment laws across Canada and the U.S. We respect the time candidates invest into participating in our recruitment process. ODAIA is committed to providing timely status updates on hiring decisions to all candidates following their final interview, in accordance with applicable employment laws. Compensation is discussed with candidates early in the interview process to ensure alignment. Final compensation is determined through a comprehensive review of the successful candidate’s unique skill set, specialized experience, certifications and other relevant considerations and is based on current market data and internal pay and equity frameworks and structures. This role is also eligible for health benefits, stock options, and flexible time off policies as mentioned above. Position Status: This is a newly created position and not related to an existing position vacancy or departure. DIVERSITY, EQUITY & INCLUSION ODAIA is an equal opportunity employer. We are committed to building an environment where everyone feels included, valued, respected and heard. We are committed to creating a diverse workplace, free from discrimination on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, disability status or any other characteristics protected by local laws, regulations or ordinances. ACCOMMODATIONS AND ACCESSIBILITY Accommodations are available upon request. If you need assistance or accommodation due to a disability or special need at any stage of the recruitment process, please contact us at [email protected].
