Senior Client Director, ODAIA
Strategic Accounts
Offers stock options
More information about location
AI-powered intelligence for pharma commerical teams
Be an early applicant
AI-powered intelligence for pharma commerical teams
101-200 employees
Be an early applicant
Offers stock options
More information about location
101-200 employees
Company mission
To reduce patients time to therapy by enabling meaningful interactions with healthcare providers, powered by AI-driven, human-centric software.
Role
Who you are
- 8-12+ years of enterprise SaaS, analytics, or technology sales experience within the Life Sciences commercial ecosystem, with a consistent track record of exceeding quota
- Proven success managing complex sales cycles with multi-stakeholder buying groups across pharma commercial, SIP, SFE, and IT organizations
- Deep understanding of the pharma commercial landscape, including brand launch strategies, field effectiveness, omnichannel strategy, and how AI/predictive analytics drive commercial impact
- Strong consultative selling skills with the ability to lead value-based discussions, reframe client challenges, and build business cases that connect technology to P&L outcomes
- Demonstrated ability to engage with and influence senior executives (VP, C-suite) across complex enterprise organizations
- Excellent communication, negotiation, and presentation skills - able to translate “technical jargon” into “Commercial ROI” with clarity and confidence
- Self-starter who thrives in a lean, high-autonomy, high-growth environment and finds building the engine while mid-flight exhilarating
- Can shift from strategic account planning to hands-on deal execution in the same hour - a bias for action over perfection
- Experience using CRM and sales engagement tools to manage pipeline, reporting, and account strategy
- Hands-on experience leveraging AI tools and agentic workflows to accelerate productivity - at ODAIA, we don’t just deliver AI, we live it
What the job involves
- Reporting to the Managing Principal, AI-Driven Commercial Effectiveness, the Senior Client Director 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
- 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
- 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 roadmap
- Solution Engineers: To bridge the gap between AI capabilities and client needs
- Business Acceleration Partners: To ensure seamless onboarding and rapid time-to-value
- Marketing Leads: To sharpen the narrative and drive demand within your target accounts
- Own and drive new business acquisition across mid-market and enterprise Life Sciences organizations, with full accountability for pipeline generation, deal progression, and revenue targets
- Lead complex, multi-stakeholder sales cycles, navigating commercial, SIP, SFE, and IT buying groups to build consensus and close
- Identify whitespace opportunities across business units, therapeutic areas, and brands to expand ODAIA’s footprint within strategic accounts
- Develop compelling business cases that connect ODAIA’s AI-driven insights to measurable commercial outcomes - revenue acceleration, field productivity, and competitive advantage
- Lead with outcomes, not features - challenge the status quo and help clients rethink how predictive intelligence and Next Best Action strategies can transform commercial performance
- Conduct strategic discovery conversations that uncover pain points across commercial organizations, translating complex analytics into executive-ready narratives
- Build 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 vendor
- Serve as the primary commercial point of contact for key accounts, maintaining alignment across internal and client stakeholders throughout the customer lifecycle
- Operate within ODAIA’s cross-functional pod model alongside Solution Architecture, Business Acceleration, Product, and Customer Success to co-create value-driven proposals and demonstrations
- Partner with the Managing Principal to shape account strategy, prioritize high-value opportunities, and ensure seamless transition from strategic win to activation
- Translate ODAIA’s predictive modeling, AI orchestration, and platform capabilities into clear commercial impact during client-facing engagements
- Maintain disciplined pipeline management, forecasting, and CRM hygiene (Salesforce), ensuring pipeline health through proactive opportunity development
- Bring real-world market insights, competitive intelligence, and client transformation needs back to Engineering and Product to influence roadmap priorities
- Identify emerging shifts in omnichannel strategy, NBA orchestration, and AI adoption across the pharma landscape
- Represent the voice of the customer internally to help inform product evolution and market positioning
Our take
ODAIA have been growing fast in recent years. The company began in the University of Toronto with an intensive period of R&D in AI, journey mapping, and process mining. From there, the ODAIA commercial insights platform for the pharmaceuticals industry was born. Its MAPTUAL solution uses AI and predictive analytics on a vast spread of data to segment and target physicians, thereby driving up customer engagement.
Its rapid growth can be put down, in part, to a widespread shift in the way healthcare providers (HCPs) interact with Pharma, precipitated by the COVID pandemic. With on-site visits restricted, pharma reps needed to seek out different ways of forging meaningful client connections. What we’re seeing now is pharma messaging developing into more detailed, tailored forms of HCP support. As we’ve seen with marketing more generally, big data analytics is a phenomenally powerful tool for maintaining this competitive, tailored edge and funding awarded in 2023 proves that ODAIA's AI is being tipped as a solution for the "bottleneck" in pharma delivery and testing.
This means that ODAIA is blazing what is likely to prove an impressive trail in the new model of Pharma/HCP relations. Offering a more streamlined, modern method of targeting and value production, ODAIA is likely to prove an increasingly crucial player going forward in a highly lucrative market.
Steph
Company Specialist at Welcome to the Jungle
Insights
49% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
May 2023
$25m
SERIES B
Feb 2022
$13.8m
SERIES A
Total funding: $43.4m
Company benefits
- Flexible Working Hours: We focus on what we achieve and not the number of hours we clock. We trust our employees and empower them to shape their work themselves so that they can achieve the best possible results
- Remote Work: We are a remote-first company with plans for in-person collaborative work sessions post-covid. We leverage many synchronous and asynchronous communication tools as well
- Flex Vacation Policy: Our employees can take time off whenever they want - as long as they get their work done, get the time approved, and get things covered while they're away. One of our core values is trusting and respecting each other.
- Leadership Opportunities: If you’re willing to invest in yourself, we’re willing to invest in you! As a fast growing company, there's lots of opportunity for career advancement and personal development.
- Health Benefits: We offer top-notch health benefits for medical, dental, vision care, prescription drug coverage, travel insurance and alternative treatments such as acupuncture and chiropractic services.
Company HQ
Financial District, Toronto, ON
Leadership
Philip Poulidis
(Co-Founder & CEO)Veteran public company executive leader, board member, and startup CEO with experience in the IoT, Semiconductor, Digital Health, and Enterprise SaaS markets.
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