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The software company powering the path to the world’s new medicines.
The Role
Lead go-to-market strategy, adoption, and growth for Veeva Payments, a clinical trial payments solution. Advise executive customers, support strategic sales cycles, develop market positioning, represent the product at industry events, and gather customer insights. Collaborate with Product, Marketing, Services, and Sales teams to shape the product roadmap, improve customer value, and streamline clinical trial budgeting, site contracting, and investigator payments.
Summary Generated by Built In
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.
Veeva Systems is seeking an accomplished and driven Senior Director of Strategy to drive the adoption and growth of our clinical trial payments solution, Veeva Payments, within the Veeva Clinical Operations suite.
This strategic leader will be responsible for defining, building, and driving the market adoption and growth of our industry-leading Payments solution. The ideal candidate possesses a deep blend of strategy, commercial execution, and knowledge of clinical trial budgeting, site contracting, and investigator payments 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 sponsors and CROs budget, contract, and pay clinical research sites.
What You'll Do
- Drive Go-to-Market Strategy - Develop and execute comprehensive strategies to increase adoption and usage of Veeva Payments among Life Sciences companies (Sponsors, CROs, and emerging biotechs), 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 connected payments solution in improving site payment speed, budget visibility, financial accuracy, and site satisfaction
- Support Sales Teams - Partner deeply with Veeva’s sales organization to define target accounts, educate customers on the advantages of a modern, cloud-native payments application that generates payable items directly from trial execution data, support strategic sales cycles, and ensure revenue goals are achieved
- Industry Thought Leadership - Represent Veeva as the primary evangelist for clinical trial payments and site financial technology at key industry events, conferences, and executive customer meetings to drive awareness, define market opportunity, and establish credibility
- Cross-Functional Collaboration - Work closely with Veeva’s Product Management, Marketing, and Services teams to refine core positioning and messaging, shape the future Payments roadmap based on market demand, and ensure seamless delivery and customer success
- Market Insights & Feedback - Continuously gather detailed customer feedback on site payment and trial budgeting pain points, identify emerging trends in site financial management and investigator retention, and provide actionable insights to enhance the Payments product and overall business strategy
Requirements
- 10+ 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
- Exceptional Communication: Strong presentation skills with the ability to articulate complex operational and technical concepts to diverse audiences (technical teams, clinical operations and finance leaders, and C-level executives)
- Education: Bachelor’s degree required
Nice to Have
- Payments Domain Expertise: Deep experience leading go-to-market strategy or implementation for clinical trial payment or site financial management solutions; understanding the nuances of fee schedules, clinical trial agreements, study budgets, and accounts payable integration is a core competency
- Clinical Operations Expertise: Specific experience with the operational and financial workflows of clinical research sites, sponsors, and CROs
- Regulatory Knowledge: Familiarity with GCP, ICH guidelines, and the compliance considerations of investigator payments, including fair market value and transparency reporting
- Advanced Degree: MBA or advanced degree in a related field is a plus
Interviewing with Veeva
- Follow the application process and submit your resume.
- If moving to the interview stage, our process is as follows:
- A conversation with the hiring manager
- A personality assessment (unless you have already completed it with Veeva previously)
- A practical case exercise
- A final conversation with our group's Senior Leader
- Once all interviews are complete, the manager will be in touch with a final decision.
We value your time and believe in a transparent hiring process. Here is the process you can expect.
Perks & Benefits
- Medical, dental, vision, and basic life insurance
- Flexible PTO and company paid holidays
- Retirement programs
- 1% charitable giving program
Compensation
- Base pay: $150,000 - $300,000
- The salary range listed here has been provided to comply with local regulations and represents a potential base salary range for this role. Please note that actual salaries may vary within the range above or below, depending on experience and location. We look at compensation for each individual and base our offer on your unique qualifications, experience, and expected contributions. This position may also be eligible for other types of compensation in addition to base salary, such as variable bonus and/or stock bonus.
#LI-Remote#LI-Director
Veeva’s headquarters is located in the San Francisco Bay Area with offices in more than 15 countries around the world.
Veeva is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin or ancestry, age, disability, marital status, pregnancy, protected veteran status, protected genetic information, political affiliation, or any other characteristics protected by local laws, regulations, or ordinances. If you need assistance or accommodation due to a disability or special need when applying for a role or in our recruitment process, please contact us at [email protected].
Skills Required
- 10+ years of progressive experience in strategic leadership, business development, or product/go-to-market strategy
- Experience specifically within a clinical software, SaaS, or PaaS environment
- Track record of leading strategy while executing detailed cross-functional projects
- Strong presentation and communication skills for technical, clinical operations, finance, and executive audiences
- Bachelor's degree
- Experience with clinical trial payments or site financial management solutions
- Understanding of fee schedules, clinical trial agreements, study budgets, and accounts payable integration
- Experience with clinical research site, sponsor, and CRO operational and financial workflows
- Familiarity with GCP, ICH guidelines, fair market value, and transparency reporting
- MBA or advanced degree in a related field
Veeva Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Veeva and has not been reviewed or approved by Veeva.
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Flexible Benefits — Work Anywhere options, remote flexibility, and adaptable work schedules are emphasized, offering notable autonomy and location choice where role-specific rules allow.
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Leave & Time Off Breadth — Flexible personal time off is available where permitted, complemented by a company-wide holiday break that enhances rest opportunities.
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Wellbeing & Lifestyle Benefits — Physical and mental-health programs, wellness initiatives, fitness stipends, and onsite amenities at headquarters strengthen everyday support for employee wellbeing.
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The Company
What We Do
Veeva is the global leader in cloud software for the life sciences industry. Committed to innovation, product excellence, and customer success, Veeva serves more than 1,000 customers, ranging from the world’s largest pharmaceutical companies to emerging biotechs. As a Public Benefit Corporation, Veeva is committed to balancing the interests of all stakeholders, including customers, employees, shareholders, and the industries it serves.
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