Director, Sales

Position Overview

We are seeking a Director of Sales with 7–12 years of progressive experience in business development, sales, or account management within the biotech, pharmaceutical, or life sciences services sector. This role is responsible for leading territory strategy, driving new business generation, expanding existing accounts, and managing high‑value client relationships across multiple regions and service lines. The Director of Sales partners closely with SMEs, Finance, Contracts, and Service Line Leads to shape proposals, negotiate contracts, and drive revenue growth.

This position requires strong strategic judgment, consultative selling skills, and the ability to engage senior and executive‑level stakeholders. The Director will also contribute to process optimization, pipeline forecasting, and internal alignment to support organizational commercial success.

• Lead territory and account strategy, including long‑range planning, prioritization, and proactive outreach.
• Drive complex business development efforts including territory expansion, new client acquisition, and strategic account penetration.
• Generate new business opportunities through targeted prospecting, market research, and relationship development.
• Maintain a strong, qualified pipeline with consistent outreach, forecasting, and opportunity management.
• Serve as the primary relationship owner for high‑value, multi‑region accounts.
• Engage senior and executive‑level client stakeholders through consultative and strategic discussions.
• Lead contract and rate negotiations, including MSAs, amendments, and commercial agreements.
• Coordinate cross‑functional resources to ensure aligned execution, client satisfaction, and timely delivery.
• Oversee proposal strategy and ensure cohesive scoping and pricing across internal partners.
• Lead early‑stage discovery, qualification, and scoping activities before SME involvement.
• Prepare and deliver client‑ready presentations, proposals, and supporting materials.
• Address contract, invoicing, or delivery challenges through structured analysis and coordinated resolution.
• Identify cross‑functional opportunities across CMC, Regulatory, Quality, Technical Operations, Medical Writing, and Manufacturing.
• Monitor competitive landscape, funding trends, and pipeline shifts to inform strategy.
• Provide high‑quality market insights and client intelligence to internal leadership.
• Partner with SMEs, Finance, Inside Sales, Contracts, and Service Line Leads to ensure aligned scoping and delivery.
• Provide informal mentorship to BD Associates and Sales Managers by modeling strong communication, organization, and strategic thinking.
• Support improvements to BD processes, CRM discipline, and pipeline visibility.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education

• Bachelor’s degree in business, life sciences, engineering, or a related field required.
• MBA or advanced degree preferred but not required.

Experience

• 7–12 years of experience in sales, business development, or account management within the biotech, pharma, or life sciences services industry.
• Extensive background managing multi‑region territories and complex client environments.
• Proven ability to lead end‑to‑end sales cycles including prospecting, qualification, scoping, negotiation, and closing deals.
• Experience engaging senior and executive‑level client stakeholders.
• Strong understanding of pricing structures, scoping methodologies, MSAs, amendments, and commercial frameworks.

Knowledge, Skills, and Abilities

• Strong verbal and written communication skills, able to translate complex information for different audiences.
• Strong critical thinking, problem‑solving, and analytical skills.
• High degree of autonomy and initiative; comfortable operating in a fast‑paced and ambiguous environment.
• Ability to influence cross‑functional teams and senior stakeholders.
• Strong organizational skills, able to manage multiple accounts, proposals, and deadlines simultaneously.