Director - Clinical Operations Strategy - SMB West

Veeva Systems is a mission-driven organization and pioneer in industry cloud, helping life sciences companies bring therapies to patients faster. As one of the fastest-growing SaaS companies in history, we surpassed $3B in revenue in our last fiscal year with extensive growth potential ahead.

At the heart of Veeva are our values: Do the Right Thing, Customer Success, Employee Success, and Speed. We're not just any public company – we made history in 2021 by becoming a public benefit corporation (PBC), legally bound to balancing the interests of customers, employees, society, and investors.

As a Work Anywhere company, we support your flexibility to work from home or in the office, so you can thrive in your ideal environment.

Join us in transforming the life sciences industry, committed to making a positive impact on its customers, employees, and communities.

The Role

Veeva Systems is seeking an accomplished and driven Director of Strategy to drive the adoption and growth of our full Clinical Operations suite across the small and mid-size market in the Western United States.

This strategic leader will be responsible for defining, building, and driving the market adoption and growth of our industry-leading Clinical Operations applications – including CTMS, eTMF, Study Startup, Study Training, Payments, Site Connect, and OpenData Clinical – across the SMB West territory. The ideal candidate is a versatile generalist who can speak credibly to every product in the suite, and possesses a deep blend of strategy, commercial execution, and knowledge of clinical trial operations within the Life Sciences industry. This role requires the ability to operate at an executive strategy level while simultaneously driving detailed, cross-functional execution to streamline how small and mid-size sponsors and CROs run their clinical trials.

What You'll Do

• Drive Go-to-Market Strategy - Develop and execute comprehensive strategies to increase adoption and usage of the Veeva Clinical Operations suite among small and mid-size Life Sciences companies across the Western United States, aligning with Veeva’s broader Clinical Operations and Development Cloud vision
• Engage with Customers - Act as a trusted advisor and subject matter expert to executive stakeholders, articulating the measurable value of a unified clinical operations platform in improving trial oversight, site activation speed, monitoring efficiency, and operational compliance, tailored to the resourcing realities of smaller organizations
• Support Sales Teams - Partner deeply with Veeva’s SMB West sales organization to define target accounts, educate customers on the advantages of a modern, cloud-native clinical operations platform, support strategic sales cycles, and ensure territory revenue goals are achieved
• Industry Thought Leadership - Represent Veeva as the primary evangelist for clinical operations technology at key industry events, regional conferences, and executive customer meetings to drive awareness, define market opportunity, and establish credibility across the SMB West market
• Cross-Functional Collaboration - Work closely with Veeva’s Product Management, Marketing, and Services teams to refine core positioning and messaging, shape the future Clinical Operations roadmap based on SMB market demand, and ensure seamless delivery and customer success
• Market Insights & Feedback - Continuously gather detailed customer feedback on the trial management pain points specific to small and mid-size sponsors, identify emerging trends in decentralized trials and outsourcing models, and provide actionable insights to enhance our Clinical Operations products and overall business strategy

Requirements

• 8+ years of progressive experience in strategic leadership, business development, or product/go-to-market strategy, specifically within a clinical software/SaaS/PaaS environment
• Proven Operator: A track record as a successful leader who can seamlessly transition between high-level strategy and detailed execution/project management across a broad product portfolio
• Exceptional Communication: Strong presentation skills with the ability to articulate complex operational and technical concepts to diverse audiences (technical teams, clinical operations leaders, and C-level executives)
• Education: Bachelor’s degree required

Nice to Have

• Clinical Operations Breadth: Deep experience leading go-to-market strategy or implementation across multiple clinical operations applications, such as CTMS, eTMF, study startup, study training, payments, or site collaboration; the ability to speak credibly to any product in the suite is a core competency
• SMB Market Experience: Specific experience working with small and mid-size sponsors and CROs, where teams are lean, budgets are tight, and buying cycles move quickly
• Regulatory Knowledge: Familiarity with GCP, ICH guidelines, and regulatory/compliance considerations in clinical trial technology
• Advanced Degree: MBA or advanced degree in a related field is a plus

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