Senior Manager, Business Development

Department: Business Development / Sales · Reports to: Director, Business Development · Travel: Up to 25%, including industry and scientific conferences About Us Each year people are diagnosed with cancer, autoimmune diseases, and more. The immune system is the ultimate determinant of health and disease. Leveraging our AI-first technology, we want to provide high-resolution understandings of the immune system to fully unlock its power. And with your help, we can do it. Ozette is a biotechnology company pioneering vertically integrated and computationally-driven solutions for deep immune profiling. By combining advanced AI-driven analysis with high quality & high-dimensional single-cell data generation in our Laboratory, Ozette is transforming immunological insights into actionable knowledge, empowering biopharmaceutical companies to develop therapies for complex diseases. Our mission is to empower the life sciences with intuitive, scalable, and accurate cytometry data tools that accelerate discovery and translational science. As we expand our commercial efforts, we're seeking a highly motivated Senior Manager, Business Development to join our Sales & Business Development team. Reporting to the Director, Business Development, you'll own the full partnership lifecycle, from finding and sourcing new partners through negotiating and executing final contracts, and drive revenue growth across biopharma, CRO, and academic markets. What you'll do at Ozette In this role, you will be responsible for owning the entire deal cycle end to end (prospecting, qualifying, structuring, negotiating, and closing) and building a high-quality pipeline of strategic partners in the life sciences space. This is a senior, hands‑on role ideal for an entrepreneurial self‑starter who thrives in a fast‑paced, technical, mission‑driven startup and is willing to step into whatever the business needs to win. You will work hand in hand with the Director of Business Development throughout the deal cycle. Prospecting & Pipeline Generation Identify, research, and prioritize prospective partners across pharma/biotech, CROs, diagnostics, and research institutions in line with Ozette's commercial strategy. Pipeline ownership: build and manage a robust, self‑sourced pipeline using LinkedIn, Salesforce, and market intelligence databases. Proactively research, test, and introduce new lead generation and marketing automation tools to the commercial team. Outbound execution: lead targeted outreach to decision‑makers across scientific, clinical, procurement, and executive functions, aligning messaging with active marketing campaigns. Full‑Cycle Deal Ownership Own opportunities from first contact through signature: discovery, qualification, solution design, proposal, negotiation, and contract execution. Conduct discovery with scientific and business stakeholders to understand their needs and map them to Ozette's platform, laboratory services, and data capabilities. Present Ozette's value proposition to technical and non‑technical audiences, up to and including scientific and executive leadership. Deal structuring & pricing: develop proposals, use existing pricing strategies, and commercial terms for service agreements, platform licenses, and strategic partnerships (e.g., phased SOWs, co‑development, and distribution arrangements). Contracting & execution: drive term sheets, MSAs, SOWs, and related agreements through to signature, partnering with Legal, Finance, and Operations to work through redlines and keep deals moving. Ensure a smooth handoff to scientific and operations teams after signature, and stay engaged with partners to drive expansion and renewal. Conferences & Market Presence Represent Ozette at key scientific and industry conferences (e.g., CYTO, AACR, SITC, BIO), seminars, and partner meetings, with travel of up to 25%. Participate in conference strategy from start to finish: pre‑event outreach and meeting scheduling, booth engagement, and structured post‑event follow‑up that converts contacts into pipeline. Focus on synergistic selling by engaging the broader Ozette sales, scientific, and leadership teams in key pursuits. Entrepreneurial, Cross‑Functional Contribution Operate with an owner's mindset, stepping into marketing, business operations, and other roles as needed to advance the company's goals. Marketing: contribute to positioning, sales collateral, case studies, webinars, and campaign content in partnership with Marketing. Business operations: help build and refine the commercial processes that let us scale, including pricing frameworks, contract templates, deal review, and CRM workflows. Relay market and customer feedback to Product, Scientific, and Executive teams to shape offerings, roadmap, and go‑to‑market strategy. CRM, Forecasting & Reporting Maintain accurate records of interactions, pipeline, and forecasts in Ozette's CRM (Salesforce). Provide regular reporting on performance, forecasts, and market insights to the Director, Business Development and the leadership team. Required Qualifications 5+ years of experience in business development, partnerships, or B2B sales in the life sciences, with a track record of closing complex deals. Demonstrated ownership of the full deal cycle, from sourcing partners to negotiating and executing contracts (e.g., MSAs, SOWs, licensing, or partnership agreements). Background in immunology and flow cytometry. Strong understanding of the biotech/pharma research and clinical development landscape, ideally involving single‑cell technologies like spectral flow cytometry. Proven negotiation skills and comfort working through contract terms alongside Legal and Finance. Excellent oral, written, and presentation skills, with the ability to communicate complex scientific and commercial content. Entrepreneurial mindset: comfortable with ambiguity, eager to take on work outside a traditional BD role, and motivated by company outcomes over titles. Willingness and ability to travel up to 25%, including conferences. Demonstrated ability to think strategically and creatively while applying sound business judgment and quantitative analytics. Preferred Qualifications M.S. or Ph.D. in a relevant field of study Experience selling scientific software, AI/analytics platforms, laboratory services, or SaaS to life sciences customers Experience at an early‑stage or high‑growth company, including building commercial processes from the ground up An established network across biopharma, CROs, and translational research Experience with international partnerships or distribution agreements Experience with Salesforce, LinkedIn Sales Navigator, and Google Workspace Why You'll Love Working Here Ozette is dedicated to building a world‑class science and technology team known for its products and services, high standards, employee development and retention. At the heart of great companies are great teams. We strive to give you everything you need to thrive at work and beyond. We offer full benefits, honor all 11 federal holidays, and offer a 'take what you need' vacation policy. As an early stage employee you will help set standards and mental models that set foundations for the future, be they product, culture, or operations related. Exercise your skills across a breadth of responsibilities and evolve your role as the company grows. You will work on some of the most exciting initiatives that bridge AI/ML with hard science, packaged with a brilliant user experience. Our work and teams thrive most when we are diverse and inclusive, so we take equal opportunity seriously. We commit to fostering a respectful, diverse, and inclusive environment where all team members can contribute and develop to their fullest potential. We welcome individuals of all backgrounds, orientations, and identities to join our community. Applications from women and members of underrepresented minority groups are particularly welcomed. Compensation Base Salary Range: $135,000 – $184,000 Total compensation, which includes performance‑based annual bonus and equity, determined based on experience. #J-18808-Ljbffr Madrona Venture Labs