---
title: 'Strategic Account Development Representative (Pharma/Life Sciences) at Florence Healthcare - EU'
canonical: 'https://feeny.ai/job/strategic-account-development-representative-pharma-life-sciences-florence-m0scatjnfgrf'
type: 'job'
last_seen: '2026-09-06'
---

# Strategic Account Development Representative (Pharma/Life Sciences) at Florence Healthcare - EU

- **Company:** Florence Healthcare - EU
- **Location:** Belgrade, Serbia
- **Posted:** 2026-08-12
- **Last confirmed live:** 2026-09-06
- **Apply:** https://job-boards.greenhouse.io/florenceeu/jobs/4723244005

## Job description

What We Do:

Florence software advances cures by helping the world’s most important research sites do their best work. Our solutions are now used by over 30,000 research teams in 70 countries around the world—we’re the most widely deployed site workflow tool in the industry. By the end of the decade, we’ll double the pace at which new medicines get to market by doubling the output of trial site teams. To date, we were named a Deloitte Fast 50 business, G2 Category Leader, an Inc. & AJC best place to work, and an Inc. 5000 company five years in a row.

At Florence, we are committed to make the world a better place by accelerating research while providing an environment for our employees where they can be happy in their lives, enjoy their jobs, and grow.

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.

What’s in it for you?

- Do well. We offer exceptional salary + fun remote activities, the PC setup of your choice as well as medical insurance.
- Do good. We insist that health technology is the highest calling for software development. We pride ourselves on working on something bigger than ourselves; helping advance cures and therapies
- Enjoy. Our office is in Belgrade and we offer a hybrid work environment

Florence Healthcare supports workplace diversity and does not discriminate on the basis of race, color, religion, gender identity or expression, national origin, age, military service eligibility, veteran status, sexual orientation, marital status, physical disability, or any other protected class.

Please be cautious of potential recruitment fraud. If you are interested in exploring opportunities at Florence Healthcare, please go directly to our [Careers Page](https://florencehc.com/careers/). Florence Healthcare will never ask you to pay a fee or download software as part of the interview process with our company. In addition, Florence Healthcare will not ask for your personal banking information until you have signed an offer of employment and completed onboarding paperwork that is provided by our People Operations team. All communications with Florence Healthcare employees will only be sent from @florencehc.com email addresses.

## About Florence Healthcare - EU

## Company Overview
- **One-liner**: Florence Healthcare provides a clinical trial operations platform that digitizes and automates document workflows for research sites, sponsors, and CROs to accelerate the delivery of new medicines.
- **Entity Type**: Private (funding stage not publicly disclosed)
- **Headquarters**: Atlanta, Georgia, USA (global HQ) with a major EU office in Belgrade, Serbia
- **Founded**: Not publicly available from provided sources (the company has been an Inc. 5000 honoree for five consecutive years, indicating establishment prior to 2020)
- **Founders**: Not publicly available

## Core Business
- **Primary industry**: Clinical trial technology / Healthcare IT
- **Target customers**: Research sites (hospitals, academic medical centers), sponsors (pharma, biotech), and Contract Research Organizations (CROs) – B2B, Enterprise
- **Mission or purpose**: “Make the world a better place by accelerating research” – specifically to double the pace at which new medicines reach market by doubling the output of trial site teams by the end of the decade

## Products & Services
- **Florence Trial Operations Platform**: Unified platform for document management, remote monitoring, and workflow automation across the clinical trial lifecycle.
- **eTMF (Electronic Trial Master File)**: Cloud-based eTMF built for ease-of-use with direct site connectivity for eISF document exchange, compliant audit trails, and role-based access.
- **eBinders™**: Digitize and automate investigator site files, participant binders, and logs; enables remote monitoring for sponsors and CROs.
- **SiteLink®**: Seamless document distribution, management, and automated eTMF syncing across all study sites.
- **ParticipantLink™**: Centralizes and automates participant enrollment and journey management, including StudyReady™ candidate databases.
- **eConsent**: Digital informed consent for in-person or remote consenting, reducing risks and speeding enrollment.
- **eNcounter™**: Tool for remote monitoring and document collaboration to improve communication and accelerate trial operations.
- **AI-augmented automation**: Intelligent workflows and automation embedded across the platform to boost efficiency and team capacity.

## Market Standing
- **Valuation/Market Cap**: Not publicly available
- **Key Metrics**:
  - Over 30,000 research teams and 600+ study sites use the platform
  - Supports 65,000+ trials across 90+ countries
- **Notable Investors/Partners**: Not publicly available from provided sources
- **Growth Signals**:
  - Named a Deloitte Fast 50 business, Inc. 5000 company five years in a row, G2 Category Leader, and an Inc. & AJC Best Place to Work
  - Expanding AI capabilities with active hiring for Senior AI Engineer and AI Automation Manager roles
  - Strong international presence with offices in Atlanta and Belgrade; hybrid/remote workforce
  - Active job postings (8 open positions) indicating continued growth

## Competitive Advantages
- **#1 rated platform** for research sites to digitize and automate workflows
- **Only eTMF** built specifically for ease-of-use and direct connectivity to study sites for eISF document exchange
- **AI-augmented automation** that reduces manual work and accelerates trial operations
- **Comprehensive compliance**: GDPR compliant, active under EU-U.S. Data Privacy Framework, and validated against EMA/EU Annex 11, FDA 21 CFR Part 11, and ICH E6(R2)
- **End-to-end solution** covering document management, enrollment, consent, and monitoring – all unified on one platform

## Strategic Focus
- Doubling the output of trial site teams to speed up the delivery of new medicines
- Deepening AI integration across the platform (automated workflows, intelligent monitoring)
- Expanding remote monitoring and decentralized trial capabilities
- Growing the EU presence from the Belgrade hub and building out the engineering and product teams

## Why Work Here
- **Culture & Impact**: Employees report a “friendly environment, encouraging managers, passionate coworkers” and the satisfaction of working on health technology that directly advances cures
- **Work Model**: Remote work opportunities globally; hybrid environment in Belgrade (Serbia office); flexible work hours
- **Perks & Benefits**:
  - Exceptional salary + equity + 401k programs
  - Unlimited vacation policy
  - Excellent health benefits (medical insurance)
  - Commuter benefits, unlimited snacks & drinks in office
  - Learning & development programs, Dev Mentorship Program, Women of Florence Mentorship Group
  - Regular office celebrations and volunteer opportunities
- **Hiring Process**: Transparent and human-centered – resume review, team chat, 10-minute virtual interactive presentation, then offer. No automated black hole.
- **Tech Stack**: Node.js, Angular, AWS, modern AI coding tools (Claude Code, Cursor), Git, JWT, microservices, NoSQL – strong engineering culture with mentorship and growth

## Sources
1. [florencehc.com](https://www.florencehc.com/)
2. [florencehc.com/careers](https://www.florencehc.com/careers/)
3. [linkedin.com](https://www.linkedin.com/company/florence-healthcare) (company page showing 8 open positions)
4. [job-boards.greenhouse.io](https://job-boards.greenhouse.io/florenceeu/jobs/4693923005) (Staff Engineer job description)
5. [florencehc.com/compliance-eu-eea](https://www.florencehc.com/compliance-eu-eea/) (EU/EEA compliance details)

## Other roles at Florence Healthcare - EU

- [Staff Engineer](https://feeny.ai/job/staff-engineer-florence-healthcare-eu-serbia-9xrnnxepfnrs) — Serbia
- [Strategic Account Development Representative (Pharma/Life Sciences)](https://feeny.ai/job/strategic-account-development-representative-pharma-life-sciences-florence-b6t92c07awxj) — Atlanta, GA