Position Overview
We are seeking a Director/Vice President of Business Development to prospect, negotiate, and close new business with pharmaceutical manufacturers and occasionally media agencies. This quota-carrying executive individual contributor role requires you to own relationships with our most strategic targets and personally drive complex deals to close.
Who Will Love This Role
- A relentless hunter who is energized, not drained, by a blank territory and builds pipeline proactively before anyone asks.
- A closer with a reputation for finding a way in when others conclude an account is locked, who treats 3no4 as a timing issue, not a verdict.
- A student of the buyer who knows their brand priorities, agency roster, and fiscal calendar before the first call.
- A builder who enjoys establishing new relationships and market presence, not just maintaining what was handed to them.
- A strategic operationalist who pairs hustle with discipline through rigorous pipeline management, accurate forecasting, and data-driven account prioritization.
What you will work on
New Business Acquisition and Pipeline Development
- Identify and penetrate net-new pharmaceutical manufacturer accounts and agency holding companies with no prior DrFirst relationship.
- Build and maintain a prioritized target account list with a clear thesis, entry point, and timing for each named account.
- Compress sales cycles by building urgency and multi-threading across stakeholder levels simultaneously.
Deal Execution and Revenue Attainment
- Own the full sales cycle from first contact through executed MSA, covering pricing, proposal, negotiation, and signature, on complex, multi-six-figure digital media and data programs aligned to annual and campaign-based budget cycles.
- Navigate to C-suite and VP-level buyers across brand, media, market access, and digital functions, building relationships across multiple levels through a consultative approach that connects client business needs to a compelling DrFirst value proposition.
- Engage solutions, product, and legal at the right moments without losing deal momentum, and coordinate cross-brand solutions with other DrFirst teams when appropriate.
- Maintain current, credible pipeline and revenue forecasts in Salesforce. Own your number and call it accurately.
Market Intelligence and Strategic Contribution
- Serve as the internal authority on pharma digital media budgets, competitor positioning, agency relationships, and buying cycles.
- Gather and synthesize market intelligence to inform go-to-market strategy and contribute to the Consumer Solutions product roadmap.
- Identify emerging revenue opportunities from shifts in pharma marketing spend, regulatory changes, or new digital health channels.
Cross-Functional Collaboration
- Coordinate with the Consumer Solutions team and other DrFirst business units to present larger, cross-brand solutions.
- Partner with Marketing on co-marketing programs, thought leadership, and conference presence targeting pharma brand and agency audiences.
- Engage Legal and Finance on complex contract structures, pricing models, and deal economics.
Qualifications
- 10+ years of quota-carrying enterprise sales or business development in healthcare technology, digital health, or pharma media and marketing.
- Demonstrated, verifiable history of hunting and closing net-new logos, with references who will speak specifically to the ability to build from zero.
- Consistent quota overachievement, weighted toward new logo metrics rather than total book growth.
- Deep familiarity with pharmaceutical manufacturer buying processes, brand budget cycles, and the agency ecosystem (AOR, media agencies, specialty pharma agencies).
- Prior relationships with pharma brand teams or agency media buyers that could accelerate early pipeline (strongly preferred).
- Familiarity with e-prescribing, pharmacy benefit, or point-of-care media environments (strongly preferred).
- Proven track record of closing deals valued at $1M+ annually.
- Consistent quota attainment at 120%+ in enterprise sales or strategic partnerships.
- Experience negotiating complex, multi-stakeholder agreements with C-suite executives.
- Proven ability to influence without authority and drive cross-functional alignment.
- Access, Affordability, and Adherence experience (strongly preferred).
Skills and Competencies
- Exceptional executive presence and communication skills for C-suite audiences.
- Outstanding negotiation skills with experience structuring enterprise-scale agreements including pricing, contract terms, and performance guarantees.
- Expert-level consultative selling skills: ability to translate a patient engagement platform into a compelling ROI story for pharma brand marketers.
- Strong business acumen including financial modeling, ROI analysis, and P&L understanding.
- Analytical mindset with experience using data and metrics to inform strategic recommendations.
- Excellent relationship-building skills with ability to cultivate trust at executive levels.
- Strong command of digital marketing including mobile, programmatic, point-of-care, and HCP and patient marketing.
- Deep understanding of pharma marketing channel economics and indirect go-to-market strategies.
- Hunter mentality combined with strategic thinking capabilities and disciplined pipeline management.
- Resilience and persistence in managing complex, long-cycle enterprise deals.
- Strong collaboration skills across all organizational levels, with a preference for an individual contributor role over people management.
- Experience with CRM systems (Salesforce preferred) and enterprise sales methodologies.
Education and Certifications
- Bachelor's degree in Business, Marketing, or related field required.
- MBA or advanced degree strongly preferred.
Physical Requirements
- 50% desk and strategic planning work
- 50% travel to partner executive meetings, industry conferences, and strategic company events
#LI-GF1 #LI-Remote
Benefits
- Competitive compensation, with a base salary up to $175,000 (Exact compensation may vary based on skills and experience)
- Eligible for Commission, depending on individual performance and quarterly sales results
- Medical, dental, and vision insurance
- 401K eligible after 3 months of employment, with 50% company match up to first 5% of salary contributed to the plan with a 3-year vesting schedule
- HSA for eligible employees enrolled in the HDHP, with a generous company contribution up to $500 for individual coverage and $1000 for family coverage per year
- 100% company paid short and long-term disability, AD&D, and group life insurance
- Accrued annual paid time off (PTO) of 18 days for the first 3 years of service, increasing thereafter and 7 paid holiday days
- Employee Assistance Program
- Continuing Education funds up to $1,500 annually for eligible programs after 1 year of service
- Voluntary benefits including FSA, Hospital indemnity, Accident and Critical Illness insurances
