Director of Sales

Director of Sales

Location: San Diego, CA
Department: Business Development & Strategy
Reports To: Vice President, Business Development & Strategy
Status: Full-Time, Exempt
Work Arrangement: Hybrid
Salary Range: $105,000-$125,000
Sales Territory: Orange County and San Diego County
Travel: Up to 80% Local Travel / 20% Overnight
Transportation: Requires reliable transportation

About California Life Sciences (CLS)

California Life Sciences (CLS) is the state's largest and most influential life sciences advocacy and business leadership organization. With offices in Sacramento, San Diego, South San Francisco, Los Angeles, and Washington, DC, CLS works closely with industry, government, academia, and other stakeholders to shape public policy, improve access to innovative technologies, and grow California's life sciences economy.

CLS serves biotechnology, pharmaceutical, medical device, diagnostics, research institutions, investors, and service providers throughout California. Founded in 2015 through the merger of BayBio and the California Healthcare Institute (CHI), CLS represents and supports organizations advancing innovation and improving lives.

About the Role

California Life Sciences (CLS) is seeking a dynamic and results-driven Director of Sales to drive membership growth, expand market presence, and strengthen engagement across California's life sciences ecosystem.

This highly visible role is responsible for the full membership sales lifecycle, including prospecting, qualification, relationship development, proposal development, negotiation, closing, onboarding, and long-term account growth. The Director of Sales will work closely with prospective and existing members, strategic partners, and internal stakeholders to deliver exceptional member experiences while supporting CLS's mission to advance innovation and improve California's life sciences industry.

As a key contributor to organizational growth, the Director of Sales develops and executes business development strategies that increase membership, strengthen industry relationships, and drive sustainable revenue growth. This role partners closely with leadership, marketing, membership services, events, and external stakeholders to identify opportunities, cultivate relationships, and enhance CLS's impact throughout the life sciences community.

Key Responsibilities

Strategic Growth, Member Acquisition & Revenue Development

• Drive membership growth and revenue generation by identifying, cultivating, and converting high-value prospects across the life sciences ecosystem, including biotechnology, pharmaceutical, medical device, diagnostics, digital health, and emerging innovation sectors.
• Develop and execute comprehensive business development strategies aligned with organizational goals and membership growth targets.
• Conduct ongoing market analysis to identify industry trends, competitive dynamics, investment activity, and emerging growth opportunities.
• Build, maintain, and expand a robust pipeline of prospective members, strategic partners, incubators, innovation hubs, and industry stakeholders through proactive outreach, networking, referrals, and relationship-building initiatives.
• Establish trusted advisor relationships with executive leaders and key decision-makers, effectively communicating the value of CLS membership and engagement opportunities.
• Lead the full membership sales lifecycle, including prospecting, qualification, needs assessment, proposal development, negotiation, closing, onboarding, and account expansion.
• Partner with BIO Business Solutions, CLS Cost Savings partners, and other strategic stakeholders to create mutually beneficial relationships that enhance member value and accelerate membership growth.
• Champion a seamless onboarding experience for new members, fostering strong organizational relationships and driving early engagement across all levels of member organizations.

Sales Excellence & Business Intelligence

• Maintain a disciplined, data-driven approach to pipeline management utilizing Salesforce to track opportunities, forecast performance, monitor key metrics, and provide actionable insights to leadership.
• Deliver accurate and timely reporting on sales activities, pipeline health, revenue performance, market trends, and growth opportunities.
• Collaborate with executive leadership and cross-functional teams to refine sales strategies, identify new market opportunities, and optimize member acquisition and retention efforts.
• Leverage market intelligence and member feedback to identify emerging needs, strengthen value propositions, and support continuous improvement across CLS programs and services.

Industry Leadership & Market Presence

• Serve as a visible ambassador for CLS across assigned territories and market segments, strengthening the organization's reputation, influence, and presence within the life sciences community.
• Represent CLS at industry conferences, trade shows, networking events, investor forums, and association meetings to expand strategic relationships, generate qualified leads, and increase brand awareness.
• Maintain a significant field presence through regular travel, engaging directly with prospective and existing members to deepen relationships and uncover growth opportunities.
• Contribute to organization-wide membership campaigns, strategic initiatives, and business development efforts that drive sustainable growth and long-term organizational success.

Qualifications & Experience

Required

• Bachelor's degree preferred; equivalent combination of education, training, and experience will be considered.
• Minimum 3-5 years of outside sales experience within the life sciences industry preferred.
• Demonstrated success meeting or exceeding sales, membership, business development, or revenue goals.
• Experience building relationships with senior leaders, executives, founders, and key decision-makers.
• Strong communication, presentation, negotiation, and relationship management skills.
• Experience utilizing CRM systems, preferably Salesforce.
• Strong analytical, organizational, and problem-solving skills with the ability to manage multiple priorities.
• Ability to work independently and manage a territory with significant travel requirements.
• Ability to travel throughout California and attend occasional overnight events as business needs require.
• Reliable transportation for business travel.

Preferred

• Experience within biotechnology, pharmaceutical, medical device, diagnostics, digital health, or related life sciences sectors.
• Experience working for a trade association, nonprofit, membership organization, or mission-driven organization.
• Existing relationships within California's life sciences ecosystem.
• Experience selling memberships, sponsorships, partnerships, or professional services.
• Experience developing strategic partnerships and driving long-term business growth.
• Familiarity with California's life sciences, innovation, and investment communities.

Final compensation will be based on experience, skills, internal equity, and organizational budget.

CLS is an equal opportunity employer committed to fostering an inclusive and equitable workplace.