Director, Scientific Solutions

This is a fully remote position, open to applicants in New Jersey, +2 more states.

📋 Description

• Assist in recruiting, developing, and retaining a high-performing team of Scientific Solutions Partners; establish clear performance expectations and provide coaching on both scientific credibility and commercial rigor.

• Create and maintain the team's operational rhythm — including pipeline reviews, deal inspections, forecasting discipline, and account planning.

• Guide team members through intricate, technical, multi-stakeholder sales cycles, demonstrating best practices through your own strategic accounts.

• Act as an escalation point and executive sponsor for the team’s most critical customer relationships and competitive scenarios.

• Cultivate a culture aligned with The Tetra Way — emphasizing scientific depth, customer obsession, accountability, and high standards.

• Personally lead technical discovery sessions on strategic accounts, elevating the team's understanding of each customer’s lab data landscape — including instruments, data formats, informatics stacks, and data science aspirations.

• Develop and present persuasive solution architectures tailored to specific scientific use cases (e.g., ADMET assays, FPLC/UPLC chromatography, bioassay data harmonization, AI training datasets), while ensuring the team is equipped to do the same.

• Advocate for demonstrating actual software aligned with each customer’s primary value drivers.

• Oversee and ensure the quality of proof-of-concept and proof-of-value engagements across the team, collaborating with TetraScience scientific data architects to provide credible, high-quality demonstrations of the Tetra Scientific Data Foundry’s capabilities.

• Manage the RFP technical strategy from start to finish for key opportunities, establishing the benchmark for how the team synthesizes platform capabilities, scientific use cases, and customer-specific requirements into compelling, accurate submissions.

• Clearly convey the medallion data architecture in both scientific and business terms: how bronze (raw scientific data), silver (harmonized Tetra Data), and gold (analysis-ready datasets) each add value, and how TetraScience’s AI-native layer accelerates scientific outcomes.

• Keep the team informed about the scientific and informatics landscape — including relevant assay workflows, instrument vendors, SDMS/ELN/LIMS/analytical software integrations, and AI/ML applications in drug discovery and development.

• Own the territory commercial strategy and revenue goals; build and manage a rigorous, accurate team pipeline with consistent forecasting and visibility for leadership.

• Personally prospect, qualify, and close strategic flagship accounts while driving the team’s broader pipeline generation in alignment with the TetraScience go-to-market strategy.

• Constantly identify and capitalize on expansion opportunities across new labs, instruments, geographies, sites, and use cases within existing accounts — both directly and through the team.

• Manage and mentor the entire sales cycle from discovery through contracting, employing modern sales methodologies (MEDDIC, MEDDPICC, Force Management, or similar).

• Build and enhance relationships across customer organizations at the highest levels, from individual contributors to C-suite executive sponsors.

• Collaborate with Delivery Management to ensure a seamless transition from sales to delivery and maintain continuity of scientific context across the team’s accounts.

• Represent TetraScience at industry conferences, seminars, and customer events as a senior, scientifically credible spokesperson.

• Provide customer and market insights back to product, marketing, and science teams to inform strategic roadmaps and messaging.

• Assist in creating impactful content — case studies, solution briefs, demo narratives — that advances the category and empowers your team.

⛳️ Requirements

• Advanced degree in a life science, chemistry, or engineering field preferred (MS or PhD); equivalent practical experience will be considered.

• Over 12 years of combined scientific, technical, and commercial experience in life sciences software, laboratory informatics, scientific data infrastructure, or related fields.

• Proven leadership experience — managing, coaching, or formally leading sales/solutions professionals, or strong evidence of player-coach leadership readiness to build and manage a team.

• A successful track record of personally owning and closing enterprise deals while enhancing the performance of those around you.

• Direct experience in pharma, biotech, or CRO/CDMO environments — as a scientist, scientific software specialist, or sales/solutions professional serving these customers.

• Demonstrated ability to lead and mentor complex technical sales cycles in enterprise SaaS or scientific software, including POC design and execution and RFP management.

• Deep understanding of laboratory workflows and data: you grasp what it means when a customer has 50 instruments producing unstructured data that is not analyzable.

• Proficiency with scientific data concepts: file formats, instrument connectivity, data harmonization, and the journey from raw data to AI-ready datasets.

• Experience with modern sales methodologies (MEDDIC, MEDDPICC, Force Management, or similar) is beneficial but not mandatory, alongside the ability to instill them within the team.

• Strong executive presence — equally effective in a whiteboard architecture session, a C-suite business case discussion, and an internal leadership forum.

• Willingness to travel (approximately 30%) to client locations within the assigned region.

🏝️ Benefits

• 100% employer-paid benefits for all eligible employees and their immediate family members.

• Unlimited paid time off (PTO).

• 401K plan.

• Flexible working arrangements, including remote work options.

• Company-paid Life Insurance, Long-Term Disability (LTD), and Short-Term Disability (STD).

• A culture of continuous improvement that fosters career growth and provides coaching opportunities.