Director of Business Development

Job Description

Director, Business Development - Clinical Research Services & Technology Solutions

Remote / field-based, US • Reports to VP/Chief Commercial Officer

A fast-growing clinical research organisation, built natively around AI and digital technology rather than retrofitted with it is expanding its commercial team. Alongside a full-service CRO offering spanning clinical operations, biostatistics, regulatory and therapeutic expertise, the business has developed a genuinely differentiated portfolio of AI-enabled software, clinical data platforms and digital trial technology. This is a senior, externally-facing business development role at the centre of both: engaging pharmaceutical, biotechnology, government, academic and healthcare organisations, and selling standalone software, CRO services, or integrated technology-enabled solutions depending on what the client actually needs.

The ideal candidate pairs deep life sciences industry knowledge with strong commercial instincts, and is equally comfortable selling complex services, SaaS platforms, or a blend of both, uncovering opportunities early in the buying cycle and building the executive relationships that turn them into long-term growth.

Responsibilities

• Drive net-new business growth by securing new clients and expanding existing accounts across the full services-and-software portfolio
• Meet or exceed annual sales, bookings and revenue targets
• Build and maintain a robust pipeline through proactive prospecting, networking, industry engagement and strategic account management
• Identify and influence opportunities before formal procurement processes begin
• Develop and execute territory plans, account strategies and pursuit plans aligned to overall growth objectives
• Sell CRO capabilities including clinical operations, data management, biostatistics, regulatory support, consulting and therapeutic expertise
• Sell software and technology offerings including clinical data platforms, digital trial solutions, AI-enabled analytics, data intelligence products and operational technology
• Develop consultative, blended solutions that combine services and software, partnering with subject matter experts to shape customer-specific value propositions
• Build relationships with senior stakeholders across clinical development, clinical operations, data science, IT, digital transformation, procurement, medical affairs and executive leadership
• Create and execute strategic account plans to maximise client growth and retention, acting as a trusted advisor on customer priorities and market trends
• Lead executive meetings, capability presentations, client visits, demonstrations, proposals and bid defence meetings
• Monitor industry trends, competitor activity, emerging technologies and customer investment strategies, feeding competitive intelligence back to commercial and executive leadership
• Identify and pursue cross-sell and upsell opportunities within strategic accounts
• Collaborate with operational leaders, technology teams, product management, therapeutic experts and executive stakeholders to build compelling customer solutions
• Lead internal pursuit teams and coordinate resources through the sales cycle, ensuring alignment between sales commitments, solution design, delivery capability and customer expectations
• Contribute to commercial strategy, pricing approaches and go-to-market initiatives
• Maintain disciplined CRM practices, accurate forecasting, and regular reporting on pipeline health and sales performance

You'll bring

• Bachelor's degree in life sciences, healthcare, business, technology or a related field (advanced degree - MBA, MS, MPH or equivalent, preferred)
• 8-10 years of business development, sales or commercial leadership experience
• Demonstrated success selling CRO services, clinical technology platforms, SaaS solutions, healthcare technology or related life sciences offerings
• Experience engaging and influencing executive decision-makers within biotechnology, pharmaceutical, government, healthcare or research organisations
• A proven track record of consistently achieving or exceeding revenue targets and growing strategic accounts
• Experience navigating complex sales cycles involving multiple stakeholders and long-term customer relationships
• Strong understanding of the clinical development lifecycle and the evolving role of technology in drug development
• Experience selling consultative, solution-based offerings that combine services and technology
• Knowledge of clinical research, decentralised trials, data management, clinical operations or AI-enabled healthcare solutions
• Exceptional presentation, negotiation, relationship-building and communication skills, with genuine executive presence
• Demonstrated ability to identify, qualify, develop and close complex opportunities
• Strong analytical and strategic thinking skills
• Proficiency with CRM platforms, Microsoft Office and commercial reporting tools
• Comfort operating in a matrixed, cross-functional environment
• Willingness to travel up to approximately 50% to client locations, industry conferences and company offices

Business Development Director | CRO Sales | Clinical Research Sales | SaaS Sales | Healthcare Technology Sales | Life Sciences Business Development | Solution Selling |