AVP, Sales

AVP, Sales Company:

Norstella Location:

Remote, United States Date Posted:

May 27, 2026

Employment Type:

Full Time Job ID:

R-1964

• Description
• About Norstella
• Norstella is a premier and critical global life sciences data and AI solutions provider dedicated to improving patient access to life-saving therapies.

Norstella supports pharmaceutical and biotech companies across the full drug development lifecycle — from pipeline to patient.

Our mission is simple:

to help our clients bring therapies to market faster and more efficiently, ultimately impacting patient lives. Norstella unites market-leading brands - Citeline, Evaluate, MMIT, Panalgo, Skipta and The Dedham Group and delivers must-have answers and insights, leveraging AI, for critical strategic, clinical, and commercial decision-making.

We help our clients:

• Accelerate the drug development cycle
• Assess competition and bring the right drugs to market
• Make data driven commercial and financial decisions
• Match and recruit patients for clinical trials
• Identify and address barriers to therapies Norstella serves most pharmaceutical and biotech companies around the world, along with regulators like the FDA, and payers.

By providing critical proprietary data supporting AI-driven workflows, Norstella helps clients make decisions faster and with greater confidence. Norstella's investments in AI are transforming how data is consumed and decisions are made, disrupting inefficient legacy workflows and helping the industry become more efficient, innovative, and responsive to patient needs.

• The Role:

• Due to continued growth, we are seeking a dynamic and experienced AVP, Sales [CM1.

1]with a strong background in healthcare analytics, real-world data (RWD), and real-world evidence (RWE). This individual will serve as a senior commercial leader, leading a team of 3 sellers while also owning and expanding relationships with biopharmaceutical and medical device clients. In this role, you will serve as a strategic leader and primary point of contact for key client partnerships, driving client success, satisfaction, and long-term loyalty while maximizing renewals and uncovering expansion opportunities. As a player-coach, you will personally lead high-value relationships and complex engagements while mentoring and guiding a team to deliver exceptional client outcomes. You'll collaborate closely with internal experts across the organization to develop and execute high-impact RWD solutions aligned to clients' clinical, commercial, and market access objectives. The ideal candidate brings 5-10 years of sales and client leadership experience, a proven track record of growing revenue within pharma-focused accounts, and a deep understanding of the RWD landscape. The AVP, Sales will be a strategic thinker and strong communicator who can lead complex engagements, influence senior stakeholders, and help guide high-performing teams to deliver measurable outcomes for clients.

• Responsibilities:

• Sales Leadership & Execution (Player/Coach)
• Lead, mentor, and coach a small team of individual contributor sellers responsible for new logo acquisition.
• Carry personal revenue responsibility, owning expansion and strategic opportunities.
• Develop and execute regional and account level sales strategies aligned to overall revenue targets.
• Drive disciplined forecasting, pipeline management, and deal inspection to ensure consistent execution.
• Lead complex, consultative sales cycles for RWD, analytics, and software enabled solutions. Client Partnership, Expansion & Retention
• Own senior level relationships within assigned accounts, acting as the primary commercial and strategic partner.
• Drive expansion and cross sell revenue through upsells, whitespace strategy, and penetration into new departments and divisions.
• Develop and maintain comprehensive account plans in collaboration with Sales, Client Engagement, Scientific, and Operations teams.
• Ensure high levels of customer satisfaction, retention, and long term partnership value. Whitespace & Growth Strategy
• Partner cross functionally to identify whitespace opportunities within existing accounts and across the broader market.
• Translate client needs, competitive dynamics, and market insights into actionable growth strategies.
• Proactively assess risk and opportunity within accounts and implement mitigation or acceleration plans as needed. Internal Advocacy & Cross Functional Leadership
• Serve as the voice of the customer internally, advocating for solutions that drive client value and business growth.
• Collaborate closely with Product, Marketing, Data Science, Client Engagement, and Operations to align GTM strategy and delivery.
• Represent the company at industry events, conferences, and executive level client engagements
• Ad hoc duties as assigned.

• Qualifications:

• 5-10+ years of experience selling software, analytics, and/or real world data solutions into life sciences.
• Prior experience leading and coaching sales teams in a player/coach capacity.
• Strong understanding of RWD/RWE, healthcare analytics, and life sciences commercial use cases.
• Proven track record of closing complex enterprise deals and driving expansion within existing accounts.
• Executive level communication, negotiation, and relationship building skills.
• Strategic mindset with the ability to balance hands on execution and leadership.

• Location:

  Remote US
• Our Guiding Principles for success at

Norstella:

• 01: Bold, Passionate, and Mission-First 02: Integrity, Truth, and Reality 03: Kindness, Empathy, and Grace 04: Resilience, Mettle, and Perseverance 05: Humility, Gratitude, and Learning Please Note - All candidates must be authorized to work in the United States. We do not provide visa sponsorship or transfers. We are not currently accepting candidates who are on an OPT visa.

• Benefits:

• Medical and Prescription Drug Benefits
• Health Savings Accounts (HSA) or Flexible Spending Accounts (FSA)
• Dental & Vision Benefits
• Basic Life and AD&D Benefits
• 401k Retirement Plan with Company Match
• Company Paid Short & Long-Term Disability
• Paid Parental Leave
• Paid Time Off & Company Holidays _Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, licensure or certifications obtained.

Market and organizational factors are also considered. In addition to base salary and a competitive benefits package, successful candidates are eligible to receive a discretionary bonus._ _Norstella is an equal opportunity employer. All job applicants will receive equal treatment regardless of race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, medical condition, sex (including pregnancy and pregnancy-related conditions), marital or domestic partner status, military or veteran status, gender, gender identity or expression, sexual orientation, genetic information, reproductive health decision making, or any other protected characteristic as established by federal, state, or local law._ _Sometimes the best opportunities are hidden by self-doubt. We disqualify ourselves before we have the opportunity to be considered. Regardless of where you came from, how you identify, or the path that led you here- you are welcome. If you read this job description and feel passion and excitement, we're just as excited about you._ _All legitimate roles with Norstella will be posted on Norstella's job board which is located at norstella.com/careers. If a role is not posted on this job board, a candidate should assume the role is not a legitimate role with Norstella. Norstella is not responsible for an application that may be submitted by or through a third-party and candidates should proceed with extreme caution if a third-party approaches them about an open role with Norstella. Norstella will never ask for anything of value or any type of payment during or as part of any recruitment, interview, or pre-hire onboarding process. If you are aware of or have reason to believe a job posting purportedly for a role with Norstella is fraudulent or otherwise not authorized by Norstella, please contact the Company using the following email address:_ _[email protected]_Norstella is an equal opportunity employer. All job applicants will receive equal treatment regardless of race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, medical condition, sex (including pregnancy and pregnancy-related conditions), marital or domestic partner status, military or veteran status, gender, gender identity or expression, sexual orientation, genetic information, reproductive health decision making, or any other protected characteristic as established by federal, state, or local law.