{"id":1445926,"url":"https://alion.io/job/drfirst-director-business-development-pharma","title":"Director, Business Development, Pharma","company":{"id":1885968,"name":"DrFirst","domain":"drfirst.com","url":"https://alion.io/company/drfirst-com","size_band":null,"is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"iCIMS","truth_index":null},"role":"Sales","role_family":"Sales","seniority":"head","employment_type":null,"work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["United States"],"countries":["US"],"hiring_countries":["US"],"hiring_countries_total":1,"salary":null,"salary_estimate":{"min_usd":149000,"max_usd":273000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":913},"experience_years_min":10,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Salesforce","optional":false}],"status":"live","first_seen_at":"2026-09-29T06:28:20Z","employer_posted_date":"2026-09-29","last_verified_at":"2026-10-11T22:30:41Z","board_verified":true,"closed_at":null,"days_open":12,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":12},"description":"About DrFirst\nFor 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!\nPosition Overview\nWe 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.\nWho Will Love This Role\nA relentless hunter who is energized, not drained, by a blank territory and builds pipeline proactively before anyone asks.\nA 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.\nA student of the buyer who knows their brand priorities, agency roster, and fiscal calendar before the first call.\nA builder who enjoys establishing new relationships and market presence, not just maintaining what was handed to them.\nA strategic operationalist who pairs hustle with discipline through rigorous pipeline management, accurate forecasting, and data-driven account prioritization.\nWhat you will work on\nNew Business Acquisition and Pipeline Development\nIdentify and penetrate net-new pharmaceutical manufacturer accounts and agency holding companies with no prior DrFirst relationship.\nBuild and maintain a prioritized target account list with a clear thesis, entry point, and timing for each named account.\nCompress sales cycles by building urgency and multi-threading across stakeholder levels simultaneously.\nDeal Execution and Revenue Attainment\nOwn 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.\nNavigate 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.\nEngage solutions, product, and legal at the right moments without losing deal momentum, and coordinate cross-brand solutions with other DrFirst teams when appropriate.\nMaintain current, credible pipeline and revenue forecasts in Salesforce. Own your number and call it accurately.\nMarket Intelligence and Strategic Contribution\nServe as the internal authority on pharma digital media budgets, competitor positioning, agency relationships, and buying cycles.\nGather and synthesize market intelligence to inform go-to-market strategy and contribute to the Consumer Solutions product roadmap.\nIdentify emerging revenue opportunities from shifts in pharma marketing spend, regulatory changes, or new digital health channels.\nCross-Functional Collaboration\nCoordinate with the Consumer Solutions team and other DrFirst business units to present larger, cross-brand solutions.\nPartner with Marketing on co-marketing programs, thought leadership, and conference presence targeting pharma brand and agency audiences.\nEngage Legal and Finance on complex contract structures, pricing models, and deal economics.\nQualifications\n10+ years of quota-carrying enterprise sales or business development in healthcare technology, digital health, or pharma media and marketing.\nDemonstrated, verifiable history of hunting and closing net-new logos, with references who will speak specifically to the ability to build from zero.\nConsistent quota overachievement, weighted toward new logo metrics rather than total book growth.\nDeep familiarity with pharmaceutical manufacturer buying processes, brand budget cycles, and the agency ecosystem (AOR, media agencies, specialty pharma agencies).\nPrior relationships with pharma brand teams or agency media buyers that could accelerate early pipeline (strongly preferred).\nFamiliarity with e-prescribing, pharmacy benefit, or point-of-care media environments (strongly preferred).\nProven track record of closing deals valued at $1M+ annually.\nConsistent quota attainment at 120%+ in enterprise sales or strategic partnerships.\nExperience negotiating complex, multi-stakeholder agreements with C-suite executives.\nProven ability to influence without authority and drive cross-functional alignment.\nAccess, Affordability, and Adherence experience (strongly preferred).\nSkills and Competencies\nExceptional executive presence and communication skills for C-suite audiences.\nOutstanding negotiation skills with experience structuring enterprise-scale agreements including pricing, contract terms, and performance guarantees.\nExpert-level consultative selling skills: ability to translate a patient engagement platform into a compelling ROI story for pharma brand marketers.\nStrong business acumen including financial modeling, ROI analysis, and P&L understanding.\nAnalytical mindset with experience using data and metrics to inform strategic recommendations.\nExcellent relationship-building skills with ability to cultivate trust at executive levels.\nStrong command of digital marketing including mobile, programmatic, point-of-care, and HCP and patient marketing.\nDeep understanding of pharma marketing channel economics and indirect go-to-market strategies.\nHunter mentality combined with strategic thinking capabilities and disciplined pipeline management.\nResilience and persistence in managing complex, long-cycle enterprise deals.\nStrong collaboration skills across all organizational levels, with a preference for an individual contributor role over people management.\nExperience with CRM systems (Salesforce preferred) and enterprise sales methodologies.\nEducation and Certifications\nBachelor's degree in Business, Marketing, or related field required.\nMBA or advanced degree strongly preferred.\nPhysical Requirements\n50% desk and strategic planning work\n50% travel to partner executive meetings, industry conferences, and strategic company events\n#LI-GF1 #LI-Remote\nBenefits\nCompetitive compensation, with a base salary up to $175,000 (Exact compensation may vary based on skills and experience)\nEligible for Commission, depending on individual performance and quarterly sales results\nMedical, dental, and vision insurance\n401K 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\nHSA 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\n100% company paid short and long-term disability, AD&D, and group life insurance\nAccrued annual paid time off (PTO) of 18 days for the first 3 years of service, increasing thereafter and 7 paid holiday days\nEmployee Assistance Program\nContinuing Education funds up to $1,500 annually for eligible programs after 1 year of service\nVoluntary benefits including FSA, Hospital indemnity, Accident and Critical Illness insurances\nDrFirst 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/.\nOur 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  to verify the message's authenticity. Your security is important to us!\nLearn more about our benefits and professional development opportunities: https://drfirst.com/company/about-us/careers/the-perks/.\nDrFirst is an equal opportunity employer committed to building a diverse and inclusive team.","description_format":"text","description_chars":8958,"description_truncated":false,"requirements":{"experience_years_min":10,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"bachelor","optional":true},"security_clearance":false,"languages":[]},"benefits":["401k plan","Company events","Flexible schedule","Life insurance","Professional development","Vision insurance"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Health Care","Information Technology","EHR & Clinical Software"],"lifecycle":[{"event":"open","at":"2026-09-29T06:28:20Z"}],"visa":[{"country":"US","licensed_sponsor":true,"evidence":"H-1B filings in 12 months: 14 · green card filings: 4","filings_12m":14,"filings_prev_12m":16,"green_card_filings_12m":4,"median_offered_wage_usd":114722,"route":null,"cap_exempt":false,"checked_at":"2026-10-03T21:08:04+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)","US Department of Labor: PERM disclosure data (green cards)"],"filings_for_role_12m":0}],"liveness":{"score":72,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.795,"p_room":0.9,"age_days":10,"expected_fill_days":28,"reasons":["conf:1","velocity","win:mid"],"computed_at":"2026-10-10T05:45:15Z"},"pay":null,"html_url":"https://alion.io/job/drfirst-director-business-development-pharma","json_url":"https://alion.io/job/drfirst-director-business-development-pharma.json","meta":{"generated_at":"2026-10-12T01:22:16Z","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":1593,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-13T00:00:00Z"}},"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":1885968},"rest":"https://alion.io/mcp/rest/get_company?id=1885968"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fdrfirst-director-business-development-pharma"},{"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%2Fdrfirst-director-business-development-pharma"},{"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%2Fdrfirst-director-business-development-pharma"},{"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/drfirst-director-business-development-pharma\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fdrfirst-director-business-development-pharma"}]}