We're growing rapidly and seeking an accomplished Associate Director / Director of Business Development ready to roll up their sleeves and drive the next wave of adoption for our AI/ML-powered platform transforming clinical development. You'll own the full sales cycle from strategic prospecting to contract execution and early client success working with biopharma sponsors and CROs as they turn to us to run faster, smarter trials and generate richer clinical insights
Key Responsibilities- Full-Cycle Enterprise Sales - Build and manage a robust pipeline; identify and prioritize the right sponsors; navigate organization-level complexities including procurement, budget cycles, and strategic planning; engage senior stakeholders and key decision-makers; run discovery, solution alignment, pricing, and negotiations; and close multi-year SaaS or platform agreements.
- Proposal & Contract Leadership - Translate complex client needs into clear statements of work; develop persuasive slide decks and written proposals; and navigate standard partnership documents (MSA, DTAs, change orders, etc.).
- Client & Internal Liaison - Bridge scientific, operational, and commercial teams. Synthesize feedback from pharma/CRO partners and distill it into actionable product requirements or service scopes for data science, product, and legal teams
- Account Growth & Renewal - Identify upsell/cross-sell opportunities, and drive high NPS to secure renewals and references.
- Process Improvement - Refine playbooks, KPIs, and operational workflows to drive efficiency and scalability, laying the foundation for repeatable success as the commercial organization grows.
Minimum Qualifications- 3+ years closing complex enterprise deals (average ACV $1M+) in life-science software, data, or tech-enabled services (deal sheet available). Proven track record selling to or partnering with top-20 biopharma sponsors; established senior-level relationships a plus.
- Skilled in developing proposals, statements of work, and pitch decks, with the ability to deliver them confidently through polished verbal and written communication.
- Experience negotiating commercial terms with Procurement and Legal, including driving and overseeing redlines through to final agreement.
- Ability to thrive under deadline pressure and shifting priorities in a fast-paced, high-growth environment.
Preferred Qualifications- Prior quota-carrying roles at AI/ML, RWE, or data-driven vendors serving clinical development (e.g., decentralized trials, digital biomarkers, advanced analytics).
- Advanced degree (MBA, PhD, or MD) valued but not required.
- Working knowledge of clinical development concepts, including trial phases and endpoints, adaptive and Bayesian designs, biomarker-driven recruitment, clinical operations (site selection, site monitoring), and emerging AI/ML applications in clinical development.
- Experience coordinating cross-functional pursuit teams with Product, Biostatistics, Data Science, and Regulatory Affairs.
What We Offer- Mission-driven team pushing the frontier of data driven AI/ML powered clinical development
- Competitive compensation and equity participation
- Comprehensive benefits, 401(k) match, and flexible hybrid culture
