Strategic Account Development Representative

What You’ll Bring to The Team:

Florence is hiring a Strategic Account Development Representative (SADR) to help us build the enterprise motion inside our largest pharma and CRO accounts. As an SADR, you will report to the BDR Manager and partner directly with Florence’s enterprise Account Executives, working named accounts as a team. Where most BDR roles chase meetings, this role also builds relationships, harvests buyer intelligence, and drives account penetration inside the top pharma and CRO organizations in the industry.

You’ll spend less time on cold outbound and more time on account strategy, buyer conversations, event coverage, and thought partnership with your AEs. You’ll join account planning sessions, own a named portfolio of enterprise logos alongside your paired AEs, and become the person on the team who knows more about those accounts than anyone else.

As a Strategic Account Development Representative, You Will:

• Own account development. Partner with your AEs to work a named portfolio of enterprise pharma and CRO logos, with top accounts backed by a detailed account plan you help build and maintain.
• Multi-thread the buying committee. Map 6–10 personas across ClinOps, IT, Procurement, Quality, and Data Management inside your top accounts..
• Lead with insight, not asks. Use tailored outreach, data-backed insights, and messaging focused on outcomes to earn conversations with buyers.
• Harvest buyer intelligence. Document first-hand context from every conversation, including competitor intelligence, study pipeline updates, tech stack changes, etc. and bring it back to your AE so the account strategy deepens.
• Facilitate meetings that matter. Facilitate substantive conversations target personas that culminate to sales motions and pipeline generation. 
• Own event coverage. Build target lists pre-event, set up meetings beforehand, and drive follow-up as part of a major cross-team initiative. 
• Operate as one team with your AEs. Surface insights and ask for guidance in weekly 1:1s to ensure alignment and adherence to shared account development strategies.
• Maintain rigorous CRM hygiene. Every conversation and every insight documented in our tech stack (Salesforce, HubSpot, Gong) so that all stakeholders are aligned on who owns what in the complex buying cycle.
• Contribute to the playbook. This role is helping build a repeatable enterprise motion at Florence. Log what works, escalate what doesn’t, and shape the plays.

The Ideal Candidate Has:

• 3+ years of B2B SaaS BDR, SDR, or sales development experience, with at least 12 months in enterprise or account-based work.
• Demonstrated ability to multi-thread accounts and build durable buyer relationships.
• Strong written communication. You can draft an executive-grade insight email without coaching.
• Comfort operating in ambiguity. This role is helping build a motion, not executing a fully-proven playbook.
• Rigor in account planning, CRM hygiene, and follow-through.
• Excellent written, verbal, and presentation skills.
• Bachelor’s Degree or equivalent work experience required.

We’ll Be Extra Excited If You Have:

• Prior experience selling into pharma, biotech, or CRO organizations.
• Working knowledge of clinical trial operations, ClinOps titles, or the site–sponsor–CRO ecosystem.
• Conference and field event coverage experience…you know what “working an event” actually looks like.
• Experience with Salesforce, LinkedIn Sales Navigator, and modern account-based prospecting tools.
• History of collaborating tightly with enterprise AEs on named accounts.
• Comfort with the reality that enterprise pipeline builds slowly and shows up in relationships before it shows up in dashboards.