Director, Business Development - OptymEdge

Job Title: Director, Business Development - OptymEdge

Location: US - Remote

Primary Purpose

The Director of Business Development will drive revenue growth by acquiring new clients and expanding strategic relationships within existing accounts. This role owns the business development strategy and execution for OptymEdge, with a primary focus on biopharmaceutical sponsors and CRO partners conducting ophthalmology clinical trials.

Revenue Growth & Opportunity Ownership
* Own new business development and expansion strategy for OptymEdge services and platforms.
* Drive new logo acquisition and expansion within existing sponsor and CRO relationships.
* Meet or exceed annual bookings targets aligned with OptymEdge growth objectives.
* Develop and execute territory and account-based sales plans.

Strategic Client Engagement
* Build and maintain senior-level relationships with biotech, pharmaceutical, and CRO stakeholders.
* Lead executive-level discussions focused on clinical strategy, operational value, and long-term partnerships.
* Position OptymEdge's differentiated ophthalmology capabilities to win competitive opportunities.

Win Strategy & Deal Execution
* Own opportunity qualification, deal strategy, pricing approach, and commercial positioning.
* Develop tailored win strategies for priority opportunities.
* Partner with Solutions Specialists for product demonstrations, workflow discovery, pilots, and technical validation.
* Lead proposal strategy, bid defenses, and contract negotiations.

Cross-Functional Collaboration
* Work closely with cross functional teams to ensure accurate representation of capabilities and capacity.
* Partner with Customer Success to ensure smooth handoff post-sale and support renewal and expansion strategies.
* Collaborate with Commercial Operations to maintain CRM discipline, forecasting accuracy, and pipeline visibility.

Pipeline & Commercial Discipline
* Maintain a robust and accurate pipeline using CRM tools (e.g., Salesforce).
* Provide regular reporting on pipeline status, bookings forecast, market trends, and competitive intelligence.
* Ensure consistent sales process execution and data quality across opportunities.

Leadership & Representation
* Represent OptymEdge at industry conferences, sponsor meetings, and key client engagements.
* Contribute insights to overall OptymEdge commercial strategy and growth planning.
* Support mentoring and development of junior BD or commercial resources as the team scales.

• Bachelor's Degree in Scientific, life sciences, or business-related field OR a Master's Degree in Scientific, life sciences, or business-related field
• 8-12 years of experience in business development or strategic sales within CRO services, life sciences, or clinical technology.
• Proven success selling services and/or platforms to biotech, pharmaceutical, and CRO clients.
• Demonstrated experience managing complex, multi-stakeholder sales cycles.
• Strong understanding of clinical trials and eClinical solutions (e.g., EDC, eCOA, RTSM, imaging, endpoint services).
• Experience working cross-functionally with technical, operational, and customer success teams.
• Strong executive-level communication, negotiation, and relationship-building skills.
• Ability to develop and execute strategic account and territory plans.
• Strong commercial judgment around pricing, deal structure, and opportunity prioritization.
• Disciplined approach to pipeline management and forecasting.
• Collaborative mindset with ability to lead without direct authority.

Emmes Group: Building a better future for us all.

OptymEdge is part of the The Emmes Group. Emmes 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!

Why work at Emmes?

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:

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The Emmes Company, LLC is an equal opportunity employer and does not discriminate in its selection and employment practices. All qualified applicants will receive consideration for employment without regard to disability or protected veteran status.

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