Director, Business Development – Life Sciences

This is a fully remote position, open to applicants in Massachusetts.

📋 Description

• Develop a pipeline in a newly established or designated Life Sciences sector through participation in conferences, monitoring publications, leveraging thought leadership networks, and engaging in both warm and cold outreach, alongside BDR support and partnerships with CROs or consultancies.

• Identify and prioritize pharmaceutical and biotechnology targets with a high probability of success.

• Map out stakeholder ecosystems that include R&D, HEOR, medical, market access, and commercial teams.

• Ensure pipeline integrity by employing qualification methodologies such as MEDDIC, MEDDPICC, or BANT.

• Facilitate discovery discussions across various areas such as research, clinical development, HEOR/RWE, market access, and commercial analytics.

• Convert client requirements into actionable solutions that balance data, analytics, services, and delivery considerations.

• Align solutions with the client's budgeting and planning timelines.

• Conduct consultative, value-oriented discovery sessions and develop ROI and business cases.

• Tailor sales messaging and proof points to resonate with buyer personas and specific use cases.

• Structure and negotiate enterprise data agreements, which may include licensing, DUAs, MSAs, and usage-based pricing.

• Manage opportunity qualification, solution design, scoping, proposal and SOW development, pricing, commercial structuring, contract negotiation, and closing processes.

• Collaborate with legal, finance, leadership, data science, medical, product, and delivery teams.

• Coordinate internal resources and oversee the transition to delivery and customer success.

• Maintain precise CRM records and reliable forecasting.

• Gather market and competitive insights to influence product roadmap, packaging, and pricing strategies.

• Establish enterprise relationships and successfully close multiple deals, including long-term or enterprise contracts.

⛳️ Requirements

• Over 5 years of experience in sales within pharmaceutical and/or biotechnology sectors, preferably in a quota-carrying, individual contributor capacity.

• Proven track record in selling data-, analytics-, or evidence-driven solutions, including RWD, RWE/HEOR, clinical analytics, or similar offerings.

• Extensive working knowledge of a Life Sciences functional area, such as HEOR, Medical Affairs, Clinical Development, or Payer/Market Access.

• Proficient in engaging scientific buyers, including PhDs, MDs, biostatisticians, and epidemiologists, with credibility regarding methodology, study design, and data suitability.

• Experience in structuring and negotiating enterprise data licensing agreements, including DUAs, MSAs, and usage-based pricing models.

• Systematic pipeline management and forecasting utilizing a defined qualification methodology.

• Strong ability to collaborate cross-functionally and thrive in a commercial environment focused on growth.

• Established senior relationships within the pharmaceutical or biotech industries are preferred.

• Familiarity with FDA RWE Framework, EMA guidelines, or ISPOR methodology standards is preferred.

• Experience in selling across multiple Life Sciences functional areas is preferred.

• Active participation in relevant industry conferences and established referral relationships with CROs or HEOR consultancies are preferred.

• MEDDIC or MEDDPICC certification, or equivalent formal sales methodology training is preferred.

🏝️ Benefits

• Access to a market-leading, expansive payer and provider platform as the foundation for Life Sciences solutions.

• Comprehensive longitudinal clinical and claims data, integrated clinical workflows, and strong healthcare ecosystem relationships.

• A large de-identified real-world dataset that merges claims data with clinically rich EHR data.

• Specialized real-world data assets tailored for specific purposes.

• Clinically connected solutions that integrate insights into provider workflows.

• An expanding research and collaboration ecosystem.

• Dedicated resources in leadership, product, data, and operations.

• A founding, hands-on role in commercial leadership with strong executive support.

• An opportunity to influence deals, messaging, and market positioning.