Director, Client Services

Position Summary

We are seeking a highly motivated and entrepreneurial Director, Client Services to drive new business growth among emerging and mid-sized biotechnology companies. This individual will be responsible for identifying, developing, and closing opportunities across a portfolio of clinical development consulting services, including clinical operations, regulatory strategy, program management, medical affairs, biostatistics, data management, and related drug development solutions.

The ideal candidate is a consultative seller with a proven track record of generating new business, building executive-level relationships, and navigating complex sales cycles within the biotech and pharmaceutical industries.

Key Responsibilities

• Drive new business development efforts with emerging, small-to-mid-sized biotechnology companies and specialty pharmaceutical organizations.
• Develop and execute strategic territory and account plans to achieve and exceed revenue targets.
• Identify, qualify, and manage opportunities through the full sales lifecycle, from prospecting through contract execution.
• Build relationships with key stakeholders, including Clinical Development, Clinical Operations, Regulatory Affairs, Medical Affairs, Procurement, and Executive Leadership teams.
• Partner with subject matter experts to develop customized solutions aligned with client drug development needs.
• Generate and maintain a robust pipeline of qualified opportunities through networking, referrals, industry conferences, outbound outreach, and account-based selling strategies.
• Lead client presentations, capabilities discussions, proposal reviews, and contract negotiations.
• Collaborate closely with internal operational teams to ensure seamless transition from business development to project delivery.
• Maintain accurate opportunity forecasts and pipeline activity within CRM systems.
• Represent the organization at industry conferences, partnering events, and strategic business meetings.
• Monitor market trends, competitive intelligence, and emerging biotech funding activity to identify growth opportunities.

Qualifications

• Bachelor's degree required; advanced scientific or business degree preferred.
• Minimum 5+ years of business development, sales, or account management experience within a CRO, life sciences consulting firm, clinical research organization, or related pharmaceutical services environment.
• Demonstrated experience selling clinical development, consulting, regulatory, medical affairs, biometrics, FSP, or outsourced drug development services.
• Proven success selling into biotechnology and pharmaceutical clients, particularly emerging and mid-sized organizations.
• History of meeting or exceeding annual sales targets and revenue goals.
• Strong hunter mentality with the ability to independently generate leads and build new client relationships.
• Experience managing complex consultative sales cycles involving multiple stakeholders and decision-makers.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Ability to travel as needed for client meetings and industry conferences.

Preferred Experience

• Existing network of biotech and pharmaceutical industry contacts.
• Experience supporting Phase I-IV clinical development programs.
• Understanding of drug development, clinical research, regulatory affairs, and commercialization processes.
• Familiarity with oncology, rare disease, immunology, neuroscience, or other specialty therapeutic areas.
• Experience selling strategic consulting, functional service provider (FSP), or full-service outsourced development solutions.