Inside Sales Associate, Partnerships

That’s why we’re seeking a Inside Sales Coordinator, Partnerships  accountable for managing and qualifying inbound sales opportunities generated through strategic partners and referral channels (primarily CRO and eCOA partners). This individual will serve as the central coordinator between partners, proposals, business development, science, operations and finance teams to ensure opportunities are fully qualified and move efficiently through the proposal and sales process. 

Primary responsibilities include: developing relationships with Cogstate partners, qualification of  inbound opportunities, coordination of budget development and proposal generation, maintenance of accurate opportunity tracking within Salesforce, facilitation of communication among internal stakeholders, and proactive follow-up activities in coordination with Business Development Directors to help manage sales process and improve win rates. The Inside Sales Associate may also be involved in outbound sales activity as directed by the Chief Commercial Officer in partnership with BD Directors. 

This role is ideal for an individual who is extremely organized, enjoys managing multiple opportunities simultaneously, collaborating across functions, and actively working with external partners to help convert partner referrals into revenue-generating contracts. 

Key Responsibilities

• Receive and manage inbound opportunities from strategic partners, including eCOA vendors, CROs, technology alliances, and other referral sources. 
• Coordinate with BD Directors and conduct initial qualification to assess: 
  • Sponsor name (or geographic location at minimum)
  • Management of mutual CDA agreements
  • Study specifications (including protocol synopsis if possible)
  • Budget requirements
  • Competitive positioning
  • Alignment with Cogstate Capabilities
  • Set expectations for proposal turnaround and determine if a ballpark or full budget is needed.
• Act as primary internal coordinator for inbound partner budget development activities  
• Input new opportunities into Salesforce and provide specifications to proposal team to generate PIC 
• Work with proposal team, BD Director for territory, and all Cogstate stakeholders to draft budget and proposal  
• Monitor proposal turnaround times and escalate bottlenecks when necessary 
• Ensure budgets and proposals align with commercial strategy and approved pricing guidelines.
• Maintain complete opportunity records within Salesforce.
• Ensure accuracy of:
  • Opportunity stage
  • Expected close dates
  • Probability assessments
  • Partner attribution
• Track activity metrics and conversion rates
• Identify stalled opportunities and implement follow-up plans
• Support forecasting and strategy to close opportunities in partnership with BD Directors
• Serve as a key point of contact for strategic partners regarding active, non-strategic opportunities Maintain regular communication with partners to obtain status updates and next steps
• Coordinate meetings and follow-up activities between stakeholders
• Build strong relationships with partner organizations and internal commercial teams
• Ensure timely responses to partner inquiries and opportunity requests
• Monitor sales cycle performance and identify opportunities to improve efficiency
• Track pipeline metrics including:  
  • Lead-to-opportunity conversion
  • Proposal conversion
  • Win rate
  • Sales cycle length
  • Partner performance
• Recommend process improvements that increase revenue generation and sales productivity
• Support implementation of commercial best practices and CRM standards.
• Work with BD Directors and Marketing colleagues as necessary to identify and engage with external sponsor contacts to promote understanding of Cogsate capabilities and identify new opportunities
• Assist BD Directors, as directed by CCO, in conference outreach and appointment setting, etc. 

Requirements

• Successful experience managing partner-generated opportunities
• Professional experience within a CRO, pharmaceutical, or biotechnology industry with knowledge of clinical trials 
• Bachelor’s Degree (Business preferred) 
• 2-5 years of experience in one of the following:
  • Business development support
  • Inside sales
  • Sales operations
  • Proposal management
• Excellent written, verbal, and presentation abilities
• Proficiency with Microsoft Office suite, especially Word, Excel and Copilot
• Experience supporting CRO, eCOA, RTSM, digital health, cognitive assessment, or clinical technology sales
• Familiarity with clinical trial budgeting and proposal development
• Familiarity with Salesforce and report generation preferred 

Skills, Knowledge and Specialist Expertise

• Strong communication skills, both oral and written
• Understanding of drug development process
• Exceptional organization and attention to detail
• Technical proficiency with Copilot and emerging AI tools to help streamline account targeting, qualification, and process improvement preferred 

What’s In It For You

• In addition to base salary, this position is eligible for participation in Cogstate's short-term incentive (STI) bonus program, with a target bonus opportunity of 5% of annual base salary, subject to the terms and conditions of the applicable plan.
• Remote Work Practices: Cogstate is a virtual first company. Cogstate employees can work from anywhere where Cogstate is registered to business within the United States, Australia, or the United Kingdom!
• Generous Paid Time-off: Cogstate employees receive 20 days of vacation leave, 10 days of personal leave and 10 paid public holidays.
• 401(k) Matching: As you invest in yourself and your future, Cogstate invests in you too: we match up to3% of your yearly salary in Cogstate’s 401k program.
• Competitive Salary: We offer competitive base salaries plus additional earning opportunities based on the position.
• Health, Dental & Vision Coverage: We've invested in comprehensive health & dental insurance options with competitive company contributions to help when you need it most. We also offer free vision insurance for all full-time employees.
• Short-Term & Long Term Disability Life Insurance: 100% employer sponsored
• Pre-Tax Benefits: Healthcare and Dependent Care Flexible Spending Accounts
• Learning & Development Opportunities: Cogstate offers a robust learning program from mentorships to assistance with programs to improve knowledge or obtain certifications in applicable areas of interest.