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

Location: Remote ideally on the East Coast of the United States like for example Boston, MA, Raliegh, NC, NY/NJ Metro Area etc.

Synopsis: This is a remote role. We are only considering those applicants who are presently residing on the East Coast of the United States like for example Boston, MA, Raliegh, NC, NY/NJ Metro Area etc. Ideally close to a(n) (major) airport given that this role requires travel to customer sites.

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.

This is primarily a hunter role (new business development).

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!

Primary Purpose

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.

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.

Required Skills and Abilities

• Strong understanding of the clinical development lifecycle and the evolving role of technology in drug development.
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