Senior Director, Business Development, Pharma

Client Summary:

• Aims to help people better understand and improve their overall wellness.
• Provides guidance and insights related to daily habits and personal health patterns.
• Encourages healthier behaviors through practical, personalized feedback.
• Supported by a broad team with diverse technical and scientific expertise.
• Committed to ongoing innovation and delivering value to users around the world.

Position Responsibilities:

• Serve as the primary commercial leader for the Pharma & Life Sciences vertical, responsible for building and executing the sales strategy to achieve revenue and partnership goals, with an immediate focus on driving sales into clinical research.
• Lead complex enterprise sales cycles and strategic negotiations with pharmaceutical and life sciences executives, targeting the use in decentralized clinical trials, and cultivating broader strategic collaborations that align with our long-term healthcare strategies and roadmap.
• Identify, negotiate, and operationalize strategic partnerships and channel integrations with Contract Research Organizations (CROs) and key platform providers, specifically seeking partners that maximize sales reach while simultaneously offering significant value-add to the offering within the life sciences ecosystem.
• Collaborate heavily with cross-functional groups including Product, Science, Clinical Affairs, and Legal to actively shape and evolve our pharma/life sciences offering.
• Act as a core internal advocate for the needs and priorities of the Pharma & Life Sciences business, ensuring these requirements are effectively represented and integrated across relevant organizational roadmaps and strategies.
• Proactively mitigate business and legal risks by expertly handling contract terms related to Intellectual Property (IP), regulatory compliance, and data privacy (e.g., HIPAA, GDPR, etc.).

Experience & Skills:

Required Experience and Qualifications:

• 10+ years of progressive commercial leadership experience in Business Development or Enterprise Sales selling into the pharmaceutical, biotech, or clinical research industry.
• Deep, verifiable understanding of the pharma research landscape, including the drug development lifecycle, clinical trial processes, and the roles of CROs and decentralized trial platforms.
• Proven ability to close multi-million-dollar deals that involve complex technical, legal, and regulatory considerations (e.g., data use agreements, IP rights).
• Working knowledge and practical experience negotiating agreements that address data security and privacy regulations.
• Demonstrated experience building and managing a revenue-generating channel partner network for scalable sales.
• A Commercial Builder and Driver Mentality — a true self-starter who owns the full strategy, motivated by winning deals and delivering measurable business impact, while embracing a “no job too big or small” attitude essential for building out an evolving and exciting new area of the business.

Compensation

Compensation $247k-$287k

• Health, dental, vision insurance, and mental health resources
• 20 days of paid time off plus 13 paid holidays plus 8 days of flexible wellness time off
• Paid sick leave and parental leave