Director of Business Development - CRO Services & Software Solutions (Remote - US - East Coast)

The Director of Business Development is responsible for driving revenue growth by identifying, developing, and closing new business opportunities across Emmes’ portfolio of clinical research services and technology solutions. This role serves as a strategic commercial leader responsible for positioning Emmes as a trusted partner capable of delivering end-to-end clinical development support through both its global CRO capabilities and its AI-enabled software platforms, data solutions, and digital technologies.

This is a highly visible, externally focused role requiring a proven business developer who can engage pharmaceutical, biotechnology, government, academic, and healthcare organizations, uncover opportunities early in the buying cycle, and develop executive-level relationships that drive long-term growth. The Director will be responsible for selling standalone software solutions, CRO services, and integrated technology-enabled clinical research solutions.

The ideal candidate combines deep life sciences industry knowledge with strong commercial acumen and experience selling complex scientific services, SaaS platforms, AIaaS solutions, or some combination of these elements. Responsibilities

Business Growth and Revenue Generation

• Drive net-new business growth by securing new customers and expanding existing accounts across Emmes’ CRO and software solutions portfolio.

• Meet or exceed annual sales, bookings, and revenue targets.

• Build and maintain a robust pipeline of qualified opportunities through proactive prospecting, networking, industry engagement, and strategic account management.

• Identify and influence opportunities before formal procurement processes begin.

• Develop and execute territory plans, account strategies, and pursuit plans aligned with Emmes’ growth objectives.

Integrated Solution Selling

• Position Emmes as a differentiated provider of both clinical research services and technology-enabled solutions.

• Sell CRO capabilities including clinical operations, data management, biostatistics, regulatory support, consulting, and therapeutic expertise.

• Sell software and technology offerings including clinical data platforms, digital trial solutions, AI-enabled analytics, data intelligence products, and operational technology solutions.

• Develop consultative solutions that combine services and software to address client business and research challenges.

• Partner with subject matter experts to create customer-specific solutions and value propositions.

Strategic Client Engagement

• Develop relationships with senior-level stakeholders across clinical development, clinical operations, data sciences, IT, digital transformation, procurement, medical affairs, and executive leadership.

• Create and execute strategic account plans to maximize client growth and retention.

• Serve as a trusted advisor by understanding customer priorities, market challenges, and emerging industry trends.

• Lead executive meetings, capability presentations, client visits, demonstrations, proposals, and bid defense meetings.

Market Intelligence and Opportunity Development

• Monitor industry trends, competitor activity, emerging technologies, and customer investment strategies.

• Leverage industry relationships and market intelligence to identify future clinical programs, digital transformation initiatives, and software adoption opportunities.

• Provide competitive intelligence and customer insights to commercial and executive leadership.

• Identify opportunities for expansion within strategic accounts through cross-selling and upselling initiatives.

Cross-Functional Leadership

• Collaborate with operational leaders, technology teams, product management, therapeutic experts, and executive stakeholders to develop compelling customer solutions.

• Lead internal pursuit teams and coordinate resources to advance opportunities through the sales cycle.

• Ensure alignment between sales commitments, solution design, delivery capabilities, and customer expectations.

• Contribute to the development of commercial strategies, pricing approaches, and go-to-market initiatives.

CRM and Pipeline Management

• Maintain disciplined CRM practices and accurate forecasting.

• Track opportunities, customer interactions, pipeline health, and sales performance metrics.

• Provide regular reports on sales activities, pipeline progression, competitive trends, and revenue forecasts., * Translates Emmes’ corporate growth strategy into actionable sales and account plans.

• Identifies emerging market opportunities and technology trends that can drive future revenue.

• Prioritizes opportunities that maximize long-term strategic value.

Communication and Influence

• Communicates effectively with scientific, operational, technology, and executive stakeholders.

• Demonstrates consultative selling skills and the ability to articulate complex value propositions.

• Synthesizes customer feedback and market intelligence into actionable business insights.

Collaboration and Teamwork

• Builds productive partnerships across business development, operations, product, technology, and executive teams.

• Drives alignment and accountability throughout the sales process.

• Contributes to a culture of collaboration, innovation, and customer success.

Innovation and Continuous Improvement

• Promotes innovative approaches to customer engagement and solution development.

• Identifies opportunities to improve commercial processes and win rates.

We’re seeking a seasoned sales professional who has sold into the Bio-Pharma space SaaS (Software as a Service), AIaaS (AI as a Service) and/or CRO (Contract Research Organization) Services supporting Clinical Trials., * Strong understanding of the clinical development lifecycle and the evolving role of technology in drug development.

• Experience selling consultative, solution-based offerings that combine services and technology.

• Knowledge of clinical research, decentralized trials, data management, clinical operations, AI-enabled healthcare solutions, or related areas.

• Exceptional presentation, negotiation, relationship-building, and communication skills.

• Strong executive presence and ability to engage senior business and scientific leaders.

• Demonstrated ability to identify, qualify, develop, and close complex opportunities.

• Strong analytical and strategic thinking skills.

• Proficiency with CRM platforms, Microsoft Office Suite, and commercial reporting tools.

• Ability to work effectively in a matrixed, cross-functional environment.

Leadership Competencies

Commercial Leadership

• Demonstrates a proactive hunter mentality with a strong focus on revenue generation and market expansion.

• Creates opportunities through strategic networking, relationship development, and industry engagement.

• Maintains accountability for delivering measurable business growth outcomes., * Bachelor’s degree in Life Sciences, Healthcare, Business, Technology, or a related discipline required.

• Advanced degree (MBA, MS, MPH, or equivalent) preferred.

• Minimum of 8-10 years of business development, sales, or commercial leadership experience.

• Demonstrated success selling CRO services, clinical technology platforms, SaaS solutions, healthcare technology, or related life sciences solutions.

• Experience engaging and influencing executive decision-makers within biotechnology, pharmaceutical, government, healthcare, or research organizations.

• Proven track record of consistently achieving or exceeding revenue targets and growing strategic accounts.

• Experience navigating complex sales cycles involving multiple stakeholders and long-term customer relationships.
• Ability to travel on an as needed basis.

At Emmes, your actions and hard work will have a direct impact on public health initiatives, both globally and in our local communities with opportunities for volunteerism through our Emmes Cares community engagement program. We offer a competitive benefits package focused on the health and needs of our growing workforce, including:

• Flexible Approved Time Off

• Tuition Reimbursement

Emmes Group: Building a better future for us all.

Emmes Group is transforming the future of clinical research, bringing the promise of new medical discovery closer within reach for patients. Emmes Group was founded as Emmes more than 47 years ago, becoming one of the primary clinical research providers to the US government before expanding into public-private partnerships and commercial biopharma. Emmes has built industry leading capabilities in cell and gene therapy, vaccines and infectious diseases, ophthalmology, rare diseases, and neuroscience.

We believe the work we do will have a direct impact on patients’ lives and act accordingly. We strive to build a collaborative culture at the intersection of being a performance and people driven company. We’re looking for talented professionals eager to help advance clinical research as we work to embed innovation into the fabric of our company. If you share our motivations and passion in research, come join us!