Lead and manage a high-performing Business Development team selling consultative R&D, clinical, and regulatory solutions to pharma/biotech. Drive strategic enterprise accounts, pipeline and forecasting in Salesforce, win complex multi-million-dollar pursuits, own pricing/scoping/negotiations, and align GTM, marketing, and delivery for sustainable revenue growth and strong client partnerships.
Job Description – The Senior Director, Business Development R&D
The ideal candidate is a consultative business developer who understands R&D, rather than a traditional technology salesperson. They can engage a Clinical, Regulatory, or R&D leader around a strategic business challenge, identify where advisory expertise can create value, and connect that strategy to the technology, data, process, and implementation capabilities required to execute it. They will lead as a player/coach, responsible for leading a high-performing R&D Business Development team in generating new business, expanding existing accounts, and advancing large, strategic client relationships.
As a key member of the Business Development leadership team, the Sr. Director will help oversee, mentor, and develop Business Development Directors aligned to the R&D business unit, while contributing to enterprise-level go-to-market (GTM) initiatives. This role balances near-term revenue delivery with long-term partnership development, fostering a high-performing, metrics-driven culture grounded in accountability, collaboration, and cross-functional alignment.
Key Responsibilities
Strategic Selling & Revenue Growth
- Position and sell Red Nucleus’s full suite of R&D solutions, supporting clinical regulatory programs and quality solutions.
- Clinical: Consulting, and Clinical / Data Technologies, Clinical Program Strategy, Study and Protocol Strategy, Indication prioritization
- Regulatory Strategies: Labeling, RIM, Submission Management and Publishing, Controlled Document strategy
- Technology: Organizational transformation, Process Design/Optimization, Change Management, E-Pro, digital endpoint strategy
- Identify, qualify, and close high-value opportunities using a consultative, needs-based sales approach
- Expand existing accounts by uncovering unmet capability gaps, engaging cross-functional stakeholders, and activating multi-capability pursuits
- Advance large, strategic, multi-year client relationships that support enterprise partnership models and sustained growth
Research & Development Expertise & Solution Leadership
- Leverage deep knowledge of clinical and regulatory programs to shape differentiated client solutions
- Partner with R&D experts within Red Nucleus to develop and deliver cohesive solutions to complex business need for our clients
- Serve as a subject-matter-informed commercial leader in client discussions, helping clients envision transformational clinical to commercial strategies tied to business outcomes
Enterprise GTM Execution
- Contribute to the design and execution of a unified, enterprise-level GTM strategy that aligns R&D priorities with broader organizational growth objectives
- Drive adoption of enterprise selling behaviors, balancing transactional opportunities with long-term strategic partnerships
- Collaborate cross-functionally with Marketing, Client Services, and Business Unit leadership to ensure alignment on messaging, positioning, and priority accounts
Pipeline Management, Forecasting & Commercial Excellence
- Maintain disciplined pipeline management (both individually and the team) in
Salesforce, ensuring accuracy of forecasts, opportunity stages, and data integrity
- Lead pricing, scoping, and negotiations to ensure profitable and sustainable engagements
- Ensure seamless transition from sale to delivery, reinforcing strong handoffs and exceptional client onboarding experiences
- Partner with Sales Operations to monitor performance metrics, conversion rates, and opportunities for commercial optimization
Cross-functional Collaboration & Internal Leadership
- Build strong internal relationships with R&D Solutions, medical and clinical to support integrated solution design Collaborate with Marketing on
thought leadership development, campaign priorities, and conference strategy
- Represent Red Nucleus at key industry events, conferences, and client meetings
as a senior commercial leader
- Reinforce a culture of accountability, transparency, and performance excellence across the R&D commercial organization
Background and Skill Requirements
- Bachelor’s degree required; advanced degree in Business, Life Sciences, or related field strongly preferred
- 10+ years of proven experience in business development or commercial roles selling Research & Development, or clinical and regulatory consultative services to pharmaceutical and biotech organizations
- Demonstrated track record of consistently achieving or exceeding
annual revenue targets in the $3M+ range
- Proven ability to win complex, multi-million-dollar, multi-stakeholder pursuits
#LI-KS1
Red Nucleus San Francisco, California, USA Office
149 New Montgomery, 4th Floor Werqwise, San Francisco, United States, 94105
Red Nucleus San Jose, California, USA Office
Sigma Business Center, Tower A, 2nd Floor, San Jose, United States
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