The Opportunity
We're seeking an exceptional Director of Sales, Biotech, to own our go-to-market strategy and drive growth within the biotech sector. This is a rare opportunity to join a high-impact technology company in a major growth stage, where you'll build relationships with emerging biotechs and ecosystem organizations while directly contributing to revenue growth through a performance-based compensation structure.
What You'll Do
Own Biotech Go-to-Market Strategy
- Define and execute comprehensive GTM strategy for biotech customer segment
- Identify market opportunities and refine targeting, positioning, and messaging for emerging biotech companies
- Build and maintain a robust pipeline of qualified biotech prospects
- Develop territory plans that prioritize high-potential accounts and organizational partnerships
- Track and report on key metrics including pipeline generation, conversion rates, and revenue attainment
Build Relationships with Emerging Biotechs
- Identify and engage decision-makers at emerging biotech companies (Series A through pre-IPO)
- Understand the unique challenges biotechs face in portfolio strategy, asset valuation, and partnering
- Conduct consultative discovery to uncover needs and demonstrate platform value
- Navigate sales cycles from initial outreach through contract closure
- Serve as a trusted advisor helping biotechs optimize their development strategies and BD efforts
Develop Consortium and Organizational Partnerships
- Build strategic relationships with biotech consortiums, incubators, and accelerators
- Engage with state-driven biotech member organizations and regional life sciences clusters
- Identify partnership opportunities that provide access to multiple emerging biotech companies
- Represent Prudentia at consortium events, member meetings, and networking sessions
- Structure partnership agreements and member benefit programs that drive adoption
Drive Revenue Through Sales Execution
- Meet and exceed biotech sales quotas and revenue targets
- Lead end-to-end sales process from prospecting through contract negotiation
- Deliver compelling product demonstrations tailored to biotech use cases
- Orchestrate deal processes involving C-suite executives, BD teams, and operational stakeholders
- Negotiate commercial terms that deliver mutual value and sustainable partnerships
- Ensure accurate forecasting and pipeline management
Who You Are
Essential Qualifications
- 6+ years of sales, business development, or account management experience, preferably in SaaS, enterprise software, or life sciences
- Strong network within the biotech ecosystem, including emerging companies, incubators, and industry organizations
- Proven track record consistently meeting or exceeding sales quotas and revenue goals
- Experience selling to biotech C-suite executives and BD/portfolio management teams
- Understanding of biotech business models, drug development, fundraising cycles, and partnering strategies
- Demonstrated ability to build relationships with consortiums, member organizations, or similar ecosystem players
What Sets You Apart
- Hunter mentality with entrepreneurial drive and self-motivation
- Consultative selling approach focused on understanding customer needs and creating value
- Exceptional communication and presentation skills; can articulate complex concepts clearly
- Strategic thinker who can identify patterns and opportunities across the biotech landscape
- Highly organized with strong pipeline management and forecasting discipline
- Comfortable in fast-paced, evolving environments with ability to navigate ambiguity
- Collaborative team player who works effectively across functions
- Passion for healthcare innovation and supporting emerging biotechs in their mission
Bonus Points
- Prior experience in biotech business development, portfolio management, or operations
- Existing relationships with biotech consortiums (e.g., MassBio, BioNJ, BayBio) or regional life sciences organizations
- Track record selling AI/ML, data analytics, or decision support platforms
- Experience with partnership or channel sales models
- MBA or advanced degree in life sciences, business, or related field
- Experience building sales processes or customer segments at early-stage companies
What We Offer
- Impact: Your work directly enables breakthrough therapies to reach patients faster
- Ownership: Build and define the biotech segment as a foundational revenue driver
- Growth: Shape our biotech GTM strategy during a critical growth phase
- Compensation: Competitive base salary + uncapped variable compensation based on biotech sales quota attainment + equity
- Team: Collaborative, mission-driven colleagues passionate about transforming biopharma
Location
We are a remote-first company, but looking for team members to be located in the Northeast (Boston, New York, DC, etc.)