Director of Business Development

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

📋 Description

• Proactively discover, initiate, and finalize new commercial ventures with pharmaceutical and biotechnology firms.

• Manage the complete sales cycle from initial outreach and qualification to solution development, proposal creation, negotiation, and contract signing.

• Create a qualified sales pipeline through targeted prospecting, leveraging existing industry connections, responding to inbound inquiries, attending conferences, and coordinating marketing efforts.

• Establish relationships with decision-makers in scientific, computational biology, technology, and R&D sectors.

• Recognize customer challenges and craft value propositions surrounding Turbine's Virtual Lab products and Virtual Assays.

• Propel new project and screening initiatives towards broader client relationships and future enterprise licenses.

• Formulate and implement account strategies for priority pharmaceutical and biotechnology clients.

• Transition initial project engagements into enterprise license agreements and long-term platform adoption.

• Engage with senior customer stakeholders and executive sponsors on complex opportunities.

• Lead the development, structuring, and negotiation of commercial agreements.

• Collaborate with Product, Scientific, and Delivery teams to define requirements, scope, deliverables, and commercial value.

• Create business cases and pricing proposals; assess deal economics, commercial risks, and strategic value.

• Coordinate input from Legal, Finance, Product, and Delivery teams during contract execution.

• Maintain pipeline records, forecasts, and customer interactions in Turbine's CRM system.

• Monitor opportunities through various sales stages and utilize pipeline analytics to enhance performance.

• Stay updated on pharmaceutical R&D priorities, AI-enabled drug discovery, virtual biology, and computational R&D trends.

• Identify customer segments, therapeutic applications, and market opportunities.

• Provide insights on customers and market trends for product development, positioning, pricing, and commercial strategies.

• Collaborate with Marketing, Product, and Scientific teams on presentations, sales materials, case studies, campaigns, and technical evaluations.

• Represent Turbine at industry conferences, scientific meetings, and executive engagements.

⛳️ Requirements

• A Master's degree or higher in a life science discipline or a closely related scientific field.

• Over 7 years of pertinent commercial experience, including business development, enterprise sales, or strategic account development within biopharma, drug discovery, or scientific technology.

• Proven understanding of AI/ML-enabled technologies utilized in pharmaceutical research and drug discovery.

• Experience in or closely associated with drug discovery or early-stage drug development organizations.

• Demonstrated success in selling scientific technologies, AI-enabled platforms, software, or services to pharmaceutical R&D stakeholders.

• A solid track record of independently originating, structuring, negotiating, and finalizing complex commercial agreements.

• Proven capacity to meet or surpass individual sales targets.

• Experience in evolving initial customer engagements into broader enterprise licensing relationships.

• In-depth understanding of the biopharma R&D ecosystem, including technology, data, and service providers.

• Experience in developing business cases, assessing deal economics, and structuring commercial proposals.

• Strong skills in pipeline management, forecasting, and CRM.

• Excellent communication skills, both written and verbal, with the ability to convey complex scientific concepts and articulate business value effectively.

• Ability to independently formulate and execute strategic account plans while managing multiple customer stakeholders.

• Demonstrated capability to collaborate and influence across Product, Scientific, Delivery, Legal, and Finance teams.

• Willingness and ability to travel up to 30%.

• Established network within the pharmaceutical R&D, computational biology, translational research, or drug discovery fields.

• Experience in selling AI-enabled drug discovery platforms, computational biology solutions, or scientific software.

• Experience in structuring complex enterprise technology or platform licensing agreements.

• Familiarity with the procurement, contracting, and technology evaluation processes in pharmaceutical R&D.

• Experience in converting initial scientific projects into multi-program enterprise license agreements and long-term platform partnerships.

• Experience using HubSpot or a comparable CRM platform.

• Experience working in a high-growth, venture-backed biotechnology or technology company.

🏝️ Benefits

• Home office allowance of $410: You can utilize this amount within your first 6 months to purchase items for your home office (desk, ergonomic chair, router, etc.).

• 401(k) plan with company matching.

• Comprehensive medical, dental, and vision coverage options.

• 20 paid vacation days accrued each calendar year per pay period.

• 8 days of paid sick leave each calendar year.