Director, Business Development, Pharma

About DrFirst

For 25 years, DrFirst has empowered providers and patients to achieve better health through intelligent medication management. We improve healthcare workflows and help patients start and stay on therapy with end-to-end solutions that enhance prescription access, affordability, and adherence. Our solutions help 100 million patients a year and are used by more than 420,000 prescribers, 71,000 pharmacies, 270 EHRs and health information systems, and over 2,000 hospitals in the U.S. This is a great opportunity to be a part of a successful Healthcare IT company experiencing significant growth. Here you'll get to work with some of the smartest and most interesting people around, solving unique and complex challenges in healthcare on a scale matched by few companies. If you get excited about stretching yourself in new ways, developing yourself to your fullest potential, and care about working with smart colleagues, we want to talk to you!

Position Overview

We are seeking a Director of Business Development to prospect, negotiate, and close new business with pharmaceutical manufacturers and occasionally media agencies. This quota-carrying executive individual contributor role requires you to own relationships with our most strategic targets and personally drive complex deals to close.

Who Will Love This Role

• A relentless hunter who is energized, not drained, by a blank territory and builds pipeline proactively before anyone asks.
• A closer with a reputation for finding a way in when others conclude an account is locked, who treats “no” as a timing issue, not a verdict.
• A student of the buyer who knows their brand priorities, agency roster, and fiscal calendar before the first call.
• A builder who enjoys establishing new relationships and market presence, not just maintaining what was handed to them.
• A strategic operationalist who pairs hustle with discipline through rigorous pipeline management, accurate forecasting, and data-driven account prioritization.

What you will work on

New Business Acquisition and Pipeline Development

• Identify and penetrate net-new pharmaceutical manufacturer accounts and agency holding companies with no prior DrFirst relationship.
• Build and maintain a prioritized target account list with a clear thesis, entry point, and timing for each named account.
• Compress sales cycles by building urgency and multi-threading across stakeholder levels simultaneously.

Deal Execution and Revenue Attainment

• Own the full sales cycle from first contact through executed MSA, covering pricing, proposal, negotiation, and signature, on complex, multi-six-figure digital media and data programs aligned to annual and campaign-based budget cycles.
• Navigate to C-suite and VP-level buyers across brand, media, market access, and digital functions, building relationships across multiple levels through a consultative approach that connects client business needs to a compelling DrFirst value proposition.
• Engage solutions, product, and legal at the right moments without losing deal momentum, and coordinate cross-brand solutions with other DrFirst teams when appropriate.
• Maintain current, credible pipeline and revenue forecasts in Salesforce. Own your number and call it accurately.

Market Intelligence and Strategic Contribution

• Serve as the internal authority on pharma digital media budgets, competitor positioning, agency relationships, and buying cycles.
• Gather and synthesize market intelligence to inform go-to-market strategy and contribute to the Consumer Solutions product roadmap.
• Identify emerging revenue opportunities from shifts in pharma marketing spend, regulatory changes, or new digital health channels.

Cross-Functional Collaboration

• Coordinate with the Consumer Solutions team and other DrFirst business units to present larger, cross-brand solutions.
• Partner with Marketing on co-marketing programs, thought leadership, and conference presence targeting pharma brand and agency audiences.
• Engage Legal and Finance on complex contract structures, pricing models, and deal economics.

Qualifications

• 10+ years of quota-carrying enterprise sales or business development in healthcare technology, digital health, or pharma media and marketing.
• Demonstrated, verifiable history of hunting and closing net-new logos, with references who will speak specifically to the ability to build from zero.
• Consistent quota overachievement, weighted toward new logo metrics rather than total book growth.
• Deep familiarity with pharmaceutical manufacturer buying processes, brand budget cycles, and the agency ecosystem (AOR, media agencies, specialty pharma agencies).
• Prior relationships with pharma brand teams or agency media buyers that could accelerate early pipeline (strongly preferred).
• Familiarity with e-prescribing, pharmacy benefit, or point-of-care media environments (strongly preferred).
• Proven track record of closing deals valued at $1M+ annually.
• Consistent quota attainment at 120%+ in enterprise sales or strategic partnerships.
• Experience negotiating complex, multi-stakeholder agreements with C-suite executives.
• Proven ability to influence without authority and drive cross-functional alignment.
• Access, Affordability, and Adherence experience (strongly preferred).

Skills and Competencies

• Exceptional executive presence and communication skills for C-suite audiences.
• Outstanding negotiation skills with experience structuring enterprise-scale agreements including pricing, contract terms, and performance guarantees.
• Expert-level consultative selling skills: ability to translate a patient engagement platform into a compelling ROI story for pharma brand marketers.
• Strong business acumen including financial modeling, ROI analysis, and P&L understanding.
• Analytical mindset with experience using data and metrics to inform strategic recommendations.
• Excellent relationship-building skills with ability to cultivate trust at executive levels.
• Strong command of digital marketing including mobile, programmatic, point-of-care, and HCP and patient marketing.
• Deep understanding of pharma marketing channel economics and indirect go-to-market strategies.
• Hunter mentality combined with strategic thinking capabilities and disciplined pipeline management.
• Resilience and persistence in managing complex, long-cycle enterprise deals.
• Strong collaboration skills across all organizational levels, with a preference for an individual contributor role over people management.
• Experience with CRM systems (Salesforce preferred) and enterprise sales methodologies.

Education and Certifications

• Bachelor's degree in Business, Marketing, or related field required.
• MBA or advanced degree strongly preferred.

Physical Requirements

• 50% desk and strategic planning work
• 50% travel to partner executive meetings, industry conferences, and strategic company events

#LI-GF1 #LI-Remote

Benefits

• Competitive compensation, with a base salary up to $175,000 (Exact compensation may vary based on skills and experience)
• Eligible for Commission, depending on individual performance and quarterly sales results
• Medical, dental, and vision insurance
• 401K eligible after 3 months of employment, with 50% company match up to first 5% of salary contributed to the plan with a 3-year vesting schedule
• HSA for eligible employees enrolled in the HDHP, with a generous company contribution up to $500 for individual coverage and $1000 for family coverage per year
• 100% company paid short and long-term disability, AD&D, and group life insurance
• Accrued annual paid time off (PTO) of 18 days for the first 3 years of service, increasing thereafter and 7 paid holiday days
• Employee Assistance Program
• Continuing Education funds up to $1,500 annually for eligible programs after 1 year of service
• Voluntary benefits including FSA, Hospital indemnity, Accident and Critical Illness insurances

DrFirst is committed to being a Remote-First company, creating a dynamic and flexible workplace where everyone thrives, no matter where they log in from. Check out our approach to remote work: https://drfirst.com/company/about-us/careers/.

Our recruitment process at DrFirst is straightforward and secure. You will only be contacted by our recruitment team through an official @drfirst.com email address. We will never ask you for payment or sensitive personal information, such as your social security number or banking details, at any stage of the hiring process. Additionally, we will not request that you purchase equipment or accept e-checks or checks for deposit. If you encounter any communications claiming to be from DrFirst that seem suspicious, please contact our recruitment team directly at [email protected] to verify the message's authenticity. Your security is important to us!

Learn more about our benefits and professional development opportunities: https://drfirst.com/company/about-us/careers/the-perks/.

DrFirst is an equal opportunity employer committed to building a diverse and inclusive team.