Director, Business Development

Role Overview

• Proactively identify and qualify new business opportunities within target accounts across pharma, biotech, and medical device segments through strategic outbound prospecting, industry networking, and market intelligence
• Build and manage a robust pipeline of qualified opportunities in Sitero's CRM, maintaining accurate forecasting and activity documentation at all stages
• Engage clinical operations, data management, IT, and executive stakeholders to understand their eClinical technology and service needs and position Sitero's solutions effectively
• Partner with marketing on ABM (account-based marketing) campaigns, trade show strategy, and targeted outreach initiatives to accelerate pipeline development
• Represent Sitero at key industry conferences, symposia, and client-facing events (e.g., DIA, SCOPE)
• Conduct discovery calls, needs assessments, and capability presentations that clearly articulate Sitero's eClinical value proposition tailored to each prospect's therapeutic area, phase, and operational context
• Collaborate with internal subject matter experts (clinical technology, regulatory affairs, data management) to develop compelling, customized proposals, RFP responses, and solution narratives
• Guide prospective clients through complex, multi-stakeholder sales cycles, managing timelines, objections, and competitive positioning with confidence and professionalism
• Translate regulatory and operational pain points into specific Sitero service and technology recommendations, demonstrating command of eClinical workflows, 21 CFR Part 11, ICH E6(R3), and related compliance standards
• Track and communicate competitive intelligence, emerging trends in eClinical technology, and shifts in sponsor sourcing strategies to leadership and product teams
• Provide feedback from market interactions to inform Sitero's product roadmap, service offering development, and go-to-market positioning
• Contribute to quarterly business reviews with data-driven pipeline analysis, win/loss insights, and strategic recommendations for territory growth.

Requirements

• Minimum 5 years of direct sales or business development experience with an eClinical service or technology provider
• Demonstrated track record of selling into pharmaceutical manufacturers and/or biotechnology companies, with measurable revenue attainment against quota
• Deep functional knowledge of the clinical trial lifecycle, eClinical data standards (CDISC, CDASH, ODM), and regulatory frameworks governing clinical technology (21 CFR Part 11, Annex 11, ICH E6(R3))
• Established professional network within clinical operations, biometrics, data management, or regulatory affairs functions at pharma and/or biotech organizations
• Proficiency with CRM platforms (Salesforce preferred) and modern sales engagement tools; disciplined pipeline management and forecasting habits
• Exceptional communication, presentation, and relationship-building skills; comfort engaging at all organizational levels from clinical operations managers to C-suite
• Bachelor's degree in life sciences, business, or a related field; advanced degree a plus
• Ability and willingness to travel up to 40% of the time for client meetings, conferences, and team events.

Benefits

• competitive salary
• Variable pay
• paid time off
• healthcare benefits
• retirement benefits