{"id":257511,"url":"https://alion.io/job/arcadia-director-business-development-life-sciences","title":"Director, Business Development - Life Sciences","company":{"id":3655,"name":"Arcadia","domain":"arcadia.com","url":"https://alion.io/company/arcadia","size_band":"201-500","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Lever","truth_index":{"grade":"A","score":90,"open_postings":15,"ghost_share":0,"stale_share":0.2,"repost_share":0,"time_to_fill_p50_days":70,"computed_at":"2026-10-30T05:48:23Z"}},"role":"Sales","role_family":"Sales","seniority":"head","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":[],"countries":[],"hiring_countries":["US"],"hiring_countries_total":1,"salary":{"min":180000,"max":220000,"currency":"USD","period":"year","gross":null,"usd_annual":220000},"salary_estimate":null,"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-08-28T21:38:18Z","employer_posted_date":"2026-08-28","last_verified_at":"2026-10-30T04:53:36Z","board_verified":true,"closed_at":null,"days_open":62,"trust":{"level":"ok","repost_count":0,"flags":[],"days_open":61},"description":"Arcadia is dedicated to happier, healthier days for all. We believe that there is a better healthcare world - one powered by data. Our platform transforms complex, diverse data into a unified foundation for health, helping organizations deliver better care, boost revenue, and lower costs.\nWe're a team of fiercely driven individuals committed to making healthcare more sustainable-and we're looking for passionate people to help us get there.\nFor more information, visit arcadia.io.\nWhy this role is important to Arcadia\nArcadia is building a direct-to-Life Sciences commercial function as a strategic growth pillar of the company. The Director, Business Development - Life Sciences is an individual contributor seller responsible for building and closing enterprise relationships with pharmaceutical and biotechnology companies within an assigned account territory.\nThis is a true end-to-end selling role. You will prospect and develop new opportunities, lead discovery conversations with scientific and commercial stakeholders, scope and price solutions, negotiate contracts, and partner closely with internal teams to ensure successful delivery and long-term client satisfaction.\nThis role is designed for a life sciences seller with fluency in real-world data, analytics, and evidence-based solutions-someone who understands how pharma organizations buy across the development lifecycle and who wants to build a durable book of business inside Arcadia's growing direct Life Sciences sales organization.\nWhat Success Looks Like\nIn 3 months\nBuild a deep understanding of Arcadia's Life Sciences data, solutions, operating model, and delivery capabilities\nEstablish credibility and working rhythm with Product, Data, Ops, Delivery, Legal, and Finance\nBuild a qualified pipeline within your assigned account territory, leveraging existing relationships and Arcadia's differentiated data assets\nComplete onboarding on Arcadia's Life Sciences value narrative, competitive positioning, and pricing framework\nIn 6 months\nAdvance a meaningful, qualified pipeline aligned to pharma planning and budgeting cycles\nClose at least one deal or be in late-stage contracting on priority opportunities\nDemonstrate strong deal scoping discipline with smooth handoffs into delivery\nMaintain accurate CRM hygiene and deliver a reliable forecast to your manager\nIn 12 months\nConsistently attain quota with a 3-5x quota, well-qualified pipeline across your territory\nClose multiple deals with clear expansion potential, including at least one multi-year or enterprise agreement\nBuild strong relationships with scientific, commercial, and procurement stakeholders where Arcadia is viewed as a trusted partner\nProvide market feedback that influences packaging, pricing, or roadmap prioritization\nWhat You'll Be Doing\nPROSPECT AND BUILD A QUALIFIED LIFE SCIENCES PIPELINE\nProactively build pipeline in a green-field or assigned Life Sciences territory using conference presence, publication monitoring, thought leadership networks, hunting via warm and cold outreach, leveraging of BDR Team, and CRO or consultancy partnerships\nIdentify and prioritize high-probability targets using a defined ideal customer profile: company size, therapeutic area focus, pipeline stage, and recent approvals\nMap multi-threaded stakeholder ecosystems across R&D, HEOR, medical, market access, and commercial teams at target accounts\nMaintain rigorous pipeline hygiene using a defined qualification methodology (e.g., MEDDIC, MEDDPICC, or BANT) to advance or deprioritize opportunities\nLEAD SOLUTION SELLING ACROSS THE PHARMA DEVELOPMENT LIFECYCLE\nLead discovery conversations across early research, clinical development, HEOR/RWE, market access, and commercial analytics\nTranslate complex client needs into well-scoped solutions that balance data, analytics, services, and delivery realities\nGuide clients toward use cases where Arcadia can deliver outsized value, not lowest-friction data transactions\nAlign solutions to client budgeting and planning cycles, including annual and multi-year funding processes\nCONDUCT CONSULTATIVE, VALUE-BASED SELLING\nLead structured discovery that surfaces business problems and internal success metrics before any product discussion\nBuild ROI and business cases using the customer's own metrics and language, validated by the scientific or commercial champion\nAdapt selling approach and content to the buyer persona and Use Case - modulating message and proof points accordingly\nNEGOTIATE AND CLOSE COMMERCIAL AGREEMENTS\nStructure enterprise data agreements-licensing, DUAs, MSAs, usage-based pricing-that protect margin while delivering clear buyer value\nExercise strong commercial judgment on deal structure, pricing, and scope, with a clear negotiating position and walk-away point on every deal\nRespond to procurement pressure by re-anchoring to validated scientific and commercial value rather than discounting immediately\nOwn the full lifecycle:\nOpportunity qualification\nSolution design and scoping\nProposal and SOW development\nPricing and commercial structuring\nContract negotiation and close\nPartner closely with legal, finance, and leadership to finalize terms efficiently\nCOLLABORATE ACROSS TEAMS AND MAINTAIN FORECAST DISCIPLINE\nPartner effectively with data science, medical, product, legal, and delivery teams to configure and present solutions that meet complex customer requirements\nOrchestrate internal resources without over-committing them, and manage a clean handoff to delivery and customer success to protect revenue\nMaintain accurate, up-to-date CRM records and deliver reliable forecasts, distinguishing clearly between commit, best case, and pipeline\nContribute market and competitive feedback that informs product roadmap, packaging, and pricing decisions\nWhat You'll Bring\n5+ years of experience selling into pharmaceutical and/or biotechnology companies, ideally in a quota-carrying, individual contributor role\nDemonstrated success selling data-, analytics-, or evidence-driven solutions (RWD, RWE/HEOR, clinical analytics, or adjacent offerings)\nDeep working knowledge of Life Sciences functional area-HEOR, Medical Affairs, Clinical Development, or Payer/Market Access-including how that function makes decisions and purchases data and analytics solutions\nProven ability to engage scientific buyers (PhDs, MDs, biostatisticians, epidemiologists) with credibility on methodology, study design, and data fit-for-purpose\nExperience structuring and negotiating enterprise data licensing agreements, including DUAs, MSAs, and usage-based pricing models\nA disciplined approach to pipeline management and forecasting, using a defined qualification methodology\nStrong cross-functional collaboration skills and comfort operatingin a build-mode commercial environment\nWould Love For You To Have\nExisting senior relationships within pharma or biotech that can accelerate early pipeline development\nFamiliarity with FDA RWE Framework, EMA guidance, or ISPOR methodology standards\nExperience selling into more than one Life Sciences functional area (e.g., both HEOR and Medical Affairs)\nActive presence in relevant industry conferences (ISPOR, ASCO, ASH, DIA, AMCP) and referral relationships with CROs or HEOR consultancies\nMEDDIC or MEDDPICC certification, or equivalent formal sales methodology training\nWhat You'll Get\nArcadia brings a rare advantage to Life Sciences: a market-leading, scaled payer and provider platform as its foundation\nFor more than a decade, Arcadia has been the trusted data and analytics partner to health systems, physician groups, and payers nationwide. That core business provides deep, longitudinal clinical and claims data, embedded clinical workflows, and durable relationships across the healthcare ecosystem\nBuilding on this foundation, Arcadia has assembled a large, de-identified real-world dataset combining claims and clinically rich EHR data sourced directly from provider systems. The result is a longitudinal, research-grade asset with depth and clinical context that is difficult to replicate through aggregation alone\nLife Sciences is a strategic pillar built on this foundation. Arcadia has made a deliberate, multi-year investment in:\nPurpose-built real-world data assets\nClinically connected solutions that link insight back into provider workflows\nA growing research and collaboration ecosystem to expand data use rights\nDedicated leadership, product, data, and operational resources\nThe opportunity is to sell-and help shape-solutions that connect data, analytics, and real-world clinical activation across the pharma development lifecycle, backed by enterprise credibility and executive commitment\nThis role is a founding, hands-on commercial leadership role, accountable for building the direct Life Sciences revenue engine, and deeply involved in shaping deals, messaging, and market positioning\n This role is not a channel-only or account maintenance role, a narrowly scoped quota-carrying role with a fixed playbook, and insulated from product, delivery, or execution realities","description_format":"text","description_chars":9048,"description_truncated":false,"requirements":{"experience_years_min":5,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Biotechnology","Solar Energy","Energy Management"],"lifecycle":[{"event":"open","at":"2026-09-05T11:29:47Z"}],"visa":[],"liveness":{"score":54,"band":"ok","label":"Likely open","p_open":1,"p_active":0.903,"p_room":0.6,"age_days":62,"expected_fill_days":70,"reasons":["conf:0","velocity","win:late","crowd:"],"computed_at":"2026-10-30T05:48:23Z"},"pay":{"stated_usd_annual":220000,"is_top_pay":true},"html_url":"https://alion.io/job/arcadia-director-business-development-life-sciences","json_url":"https://alion.io/job/arcadia-director-business-development-life-sciences.json","meta":{"generated_at":"2026-10-30T07:33:06Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":10585,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-31T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":3655},"rest":"https://alion.io/mcp/rest/get_company?id=3655"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Farcadia-director-business-development-life-sciences"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Farcadia-director-business-development-life-sciences"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Farcadia-director-business-development-life-sciences"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/arcadia-director-business-development-life-sciences\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Farcadia-director-business-development-life-sciences"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":257511}},{"tool":"search_jobs","arguments":{"company":"arcadia.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":257511},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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