Drug Hunter

Role Description Drug Hunter is seeking a hands-on Controller to own the integrity, accuracy, and scalability of our accounting and financial operations and lead the accounting function for the company. This person will be responsible for the close, financial reporting, billing and collections, revenue recognition, cash management, compliance, systems and controls, and team management. The Controller will be a close partner to company leadership and will help ensure that management, the Board, investors, and financial partners can rely on timely and accurate financial information. Key Responsibilities - Accounting and Financial Reporting - Own the monthly, quarterly, and annual close, including journal entries, reconciliations, accruals, allocations, and review of the general ledger. - Produce accurate and timely GAAP financial statements and management reporting, with clear explanations of material variances. - Prepare recurring financial reporting packages for executives, the Board, investors, lenders, and other financial stakeholders. - Produce monthly budget-to-actual reporting and work with department leaders to investigate material variances, improve expense visibility, and maintain accurate forecasts. - Maintain the chart of accounts, accounting policies, close calendar, supporting schedules, and financial documentation. - Ensure the completeness and accuracy of balance-sheet reconciliations and resolve issues promptly. - Coordinate annual tax filings, financial reviews or audits, and other work performed by external accounting and tax advisors. - Revenue, Billing, and Accounts Receivable - Own accounting for subscription contracts in accordance with ASC 606, including contract review, revenue schedules, deferred revenue, contract modifications, and supporting documentation. - Oversee customer invoicing, accounts receivable, collections, cash application, and revenue-related reconciliations. - Partner with Sales, Customer Success, and Operations to ensure that bookings, contracts, billing, renewals, and revenue reporting align. - Establish reliable reporting for ARR, bookings, billings, revenue, deferred revenue, receivables, and collections. - Cash, Payables, Payroll, and Compliance - Oversee accounts payable, expense management, payroll accounting, banking activity, and cash reconciliations. - Support cash forecasting, liquidity management, and compliance with banking and debt requirements. - Maintain appropriate entity, tax, sales-tax, payroll, and regulatory compliance in partnership with outside specialists. - Develop and maintain controls over payments, vendor changes, bank access, customer refunds, and other sensitive transactions. - Systems, Controls, and Operational Resilience - Own the accounting systems environment and the integrity of data flowing among the general ledger, billing and revenue-recognition platform (Maxio), CRM (Hubspot), payroll, expense, banking, and reporting systems. - Maintain a current inventory of finance systems, administrators, access rights, integrations, and recurring workflows. - Ensure appropriate segregation of duties, approval levels, backup administrators, access reviews, and business-continuity procedures. - Document core processes so that finance operations remain reliable through employee absences and organizational transitions. - Identify opportunities to automate manual work while maintaining strong review and control procedures. - Protect confidential financial, employee, customer, and banking information. - Leadership and Business Partnership - Serve as the primary owner of accounting accuracy and communicate risks, issues, and decisions clearly to leadership. - Partner on budgets, forecasts, Board reporting, lender diligence, investor requests, insurance renewals, and other corporate initiatives. - Recruit, manage and develop internal accounting staff and external bookkeeping, accounting, tax, and audit partners. - Build a culture of accountability, responsiveness, sound judgment, and continuous improvement. Qualifications - Bachelor’s degree in accounting, finance, or a related field; active CPA strongly preferred. - Approximately 8+ years of progressive accounting experience, including meaningful ownership of the close and financial reporting. - Experience as a Controller, Assistant Controller, or senior accounting leader in a growing software, SaaS, data, subscription, or technology-enabled business. - Strong knowledge of U.S. GAAP and demonstrated experience with ASC 606 subscription revenue recognition. - Direct experience with billing, accounts receivable, deferred revenue, accounts payable, payroll accounting, cash management, and external audits or reviews. - Strong systems aptitude and experience administering or improving an ERP or general ledger, billing or revenue platform, and connected finance systems. - Demonstrated ability to design practical internal controls, document processes, and reduce key-person dependencies. - Experience supporting lender, investor, Board, or transaction diligence is preferred. - Excellent judgment, attention to detail, organization, and written and verbal communication. - Willingness to work hands-on while also improving the broader operating model. Benefits - Competitive salary, variable compensation, and equity - Broad range of medical, dental, vision, and life insurance plans for employees and their dependents, including generous coverage for a platinum PPO healthcare plan - Short-term disability and long-term disability insurance - Cancer and critical illness coverage - Up to 14 weeks paid parental leave (after 1 yr tenure) and childcare FSA plan - 401(k) + employer match - Home office set up stipend for fully remote employees - Learning and development support - Generous and flexible vacation and leave policies

• Own the monthly, quarterly, and annual close, including journal entries, reconciliations, accruals, allocations, and review of the general ledger. • Produce accurate and timely GAAP financial statements and management reporting, with clear explanations of material variances. • Prepare recurring financial reporting packages for executives, the Board, investors, lenders, and other financial stakeholders. • Produce monthly budget-to-actual reporting and work with department leaders to investigate material variances, improve expense visibility, and maintain accurate forecasts. • Maintain the chart of accounts, accounting policies, close calendar, supporting schedules, and financial documentation. • Ensure the completeness and accuracy of balance-sheet reconciliations and resolve issues promptly. • Coordinate annual tax filings, financial reviews or audits, and other work performed by external accounting and tax advisors. • Own accounting for subscription contracts in accordance with ASC 606, including contract review, revenue schedules, deferred revenue, contract modifications, and supporting documentation. • Oversee customer invoicing, accounts receivable, collections, cash application, and revenue-related reconciliations. • Partner with Sales, Customer Success, and Operations to ensure that bookings, contracts, billing, renewals, and revenue reporting align. • Establish reliable reporting for ARR, bookings, billings, revenue, deferred revenue, receivables, and collections. • Oversee accounts payable, expense management, payroll accounting, banking activity, and cash reconciliations. • Support cash forecasting, liquidity management, and compliance with banking and debt requirements. • Maintain appropriate entity, tax, sales-tax, payroll, and regulatory compliance in partnership with outside specialists. • Develop and maintain controls over payments, vendor changes, bank access, customer refunds, and other sensitive transactions. • Own the accounting systems environment and the integrity of data flowing among the general ledger, billing and revenue-recognition platform (Maxio), CRM (Hubspot), payroll, expense, banking, and reporting systems. • Maintain a current inventory of finance systems, administrators, access rights, integrations, and recurring workflows. • Ensure appropriate segregation of duties, approval levels, backup administrators, access reviews, and business-continuity procedures. • Document core processes so that finance operations remain reliable through employee absences and organizational transitions. • Identify opportunities to automate manual work while maintaining strong review and control procedures. • Protect confidential financial, employee, customer, and banking information. • Serve as the primary owner of accounting accuracy and communicate risks, issues, and decisions clearly to leadership. • Partner on budgets, forecasts, Board reporting, lender diligence, investor requests, insurance renewals, and other corporate initiatives. • Recruit, manage and develop internal accounting staff and external bookkeeping, accounting, tax, and audit partners. • Build a culture of accountability, responsiveness, sound judgment, and continuous improvement.

**Description:** Drug Hunter™ (drughunter.com) is an essential drug discovery intelligence platform for industry R&D innovators turning molecules into medicines. The Drug Hunter research team distills the science behind emerging drugs and technologies into concise but scientifically rich, searchable reports. Drug Hunter subscribers include many of the world’s leading innovative biotechnology and pharmaceutical companies and top-tier investors. **Location:** Remote **Role Summary**The Director of Growth Operations is responsible for building, scaling, and optimizing the systems, processes, and data infrastructure that power Drug Hunter’s commercial growth engine. This role owns the end-to-end operational foundation across Sales, Marketing, and customer-facing functions — with deep expertise in CRM architecture, data governance, revenue analytics, and cross-functional process design. The Director of Growth Operations is both a strategic architect and a hands-on operator. They will lead the transformation of our HubSpot environment into a reliable, scalable, and trusted system of record, while orchestrating data across our commercial tech stack to enable data-driven decision-making at every level of the organization. This role partners closely with Sales, Marketing, Customer Success (IRR), and Finance to build the operational backbone that enables cohesive, scalable growth. Key Responsibilities1.CRM Architecture & Governance - Own the end-to-end HubSpot environment — including architecture, configuration, workflows, lifecycle stage design, and system administration — as the organization’s primary commercial system of record. - Lead a comprehensive assessment of the current CRM state and develop a prioritized 30/60/90-day roadmap for remediation, optimization, and long-term scalability including any integration of existing tools and systems required. - Design and enforce data governance standards including rules for contact and company data quality, deduplication, ownership attribution, and lifecycle management across tens of thousands of records. - Implement preventive controls, validation rules, and automated workflows to sustain data quality and prevent regression over time. - Build and maintain CRM health metrics and dashboards that provide ongoing visibility into data integrity and system performance. 2. Data Governance & Hygiene - Develop and execute a systematic approach to cleaning, validating, and standardizing company and contact records at scale. - Define and implement governance policies that enforce data consistency across teams, including rules for record creation, field population, lifecycle transitions, and ownership. - Establish a framework of data quality KPIs — including duplicate rates, field completion, stage accuracy, and ownership coverage — and report on them regularly. - Partner with Sales, Marketing, and IRR to build habits and accountability structures that sustain clean data over time. 3. Territory Design & Account Assignment - Operationalize nuanced territory segmentation and account assignment rules within HubSpot, replacing inconsistent manual processes with automated, auditable workflows. - Partner with Sales and Marketing leadership to define segmentation logic, ownership criteria, and routing rules; document assumptions and maintain them as the business evolves. - Build account assignment and routing automations that reduce manual effort, improve consistency, and support accurate attribution across the commercial funnel. - Maintain clear, accessible documentation of all territory and segmentation frameworks across teams. 4. Data Orchestration & Commercial Intelligence - Design a data orchestration strategy that connects HubSpot, SendGrid, Mixpanel, Looker, Clerk, and UserPilot to provide the Growth organization with a coherent, actionable view of customer behavior and commercial performance. - Define a pragmatic path to a single source of truth for commercial metrics, accounting for the current absence of centralized data infrastructure and near-term IT constraints. - Enable Marketing to experiment and optimize communications based on behavioral, engagement, and lifecycle data drawn from across the stack. - Surface actionable intelligence across targeting, conversion, retention, and expansion opportunities to support data-driven growth decisions. 5. Sales, Marketing & IRR Alignment - Build the operational connective tissue between Sales Hub and Marketing Hub to improve attribution, funnel visibility, and cross-functional handoff workflows. - Design and implement shared lifecycle stages, lead routing logic, and SLA frameworks that align Sales, Marketing, and IRR around a common view of the customer journey. - Drive operational cohesion across the Growth organization through consistent processes, shared metrics, and integrated tooling. - Leverage Marketing Hub as a platform for delivering a holistic view of commercial performance, customer engagement, and pipeline health. 6. CRM as the Financial Source of Truth - Build ARR, GRR, and NRR reporting frameworks within HubSpot, transitioning performance reporting from gross contract value metrics to recurring revenue-based views. - Partner with Finance to align on definitions, reconcile reporting discrepancies, and establish HubSpot as the trusted source of commercial truth. - Design leadership dashboards that provide real-time visibility into pipeline, forecast, and recurring revenue KPIs. - Define and socialize the core commercial KPI framework — including leading and lagging indicators — to support consistent decision-making across functions. 7. Change Management & Organizational Enablement - Develop and execute a change management strategy for CRM process improvements that balances implementation speed with operational integrity. - Build enablement materials, training programs, and process documentation that support consistent CRM usage and adoption across Sales, Marketing, and IRR. - Communicate roadmap priorities, initiative progress, and operational outcomes clearly to leadership — positioning Growth Operations as a strategic, trusted partner. - Establish feedback loops with commercial teams to continuously refine processes and tooling based on real-world usage.

Role Description The Director of Growth Operations is responsible for building, scaling, and optimizing the systems, processes, and data infrastructure that power Drug Hunter’s commercial growth engine. This role owns the end-to-end operational foundation across Sales, Marketing, and customer-facing functions — with deep expertise in CRM architecture, data governance, revenue analytics, and cross-functional process design. The Director of Growth Operations is both a strategic architect and a hands-on operator. They will lead the transformation of our HubSpot environment into a reliable, scalable, and trusted system of record, while orchestrating data across our commercial tech stack to enable data-driven decision-making at every level of the organization. This role partners closely with Sales, Marketing, Customer Success (IRR), and Finance to build the operational backbone that enables cohesive, scalable growth. Key Responsibilities - CRM Architecture & Governance - Own the end-to-end HubSpot environment — including architecture, configuration, workflows, lifecycle stage design, and system administration. - Lead a comprehensive assessment of the current CRM state and develop a prioritized 30/60/90-day roadmap for remediation, optimization, and long-term scalability. - Design and enforce data governance standards including rules for contact and company data quality, deduplication, ownership attribution, and lifecycle management. - Implement preventive controls, validation rules, and automated workflows to sustain data quality. - Build and maintain CRM health metrics and dashboards that provide ongoing visibility into data integrity and system performance. - Data Governance & Hygiene - Develop and execute a systematic approach to cleaning, validating, and standardizing company and contact records at scale. - Define and implement governance policies that enforce data consistency across teams. - Establish a framework of data quality KPIs and report on them regularly. - Partner with Sales, Marketing, and IRR to build habits and accountability structures that sustain clean data over time. - Territory Design & Account Assignment - Operationalize nuanced territory segmentation and account assignment rules within HubSpot. - Partner with Sales and Marketing leadership to define segmentation logic, ownership criteria, and routing rules. - Build account assignment and routing automations that reduce manual effort and improve consistency. - Maintain clear, accessible documentation of all territory and segmentation frameworks across teams. - Data Orchestration & Commercial Intelligence - Design a data orchestration strategy that connects HubSpot, SendGrid, Mixpanel, Looker, Clerk, and UserPilot. - Define a pragmatic path to a single source of truth for commercial metrics. - Enable Marketing to experiment and optimize communications based on behavioral, engagement, and lifecycle data. - Surface actionable intelligence across targeting, conversion, retention, and expansion opportunities. - Sales, Marketing & IRR Alignment - Build the operational connective tissue between Sales Hub and Marketing Hub. - Design and implement shared lifecycle stages, lead routing logic, and SLA frameworks. - Drive operational cohesion across the Growth organization through consistent processes. - Leverage Marketing Hub as a platform for delivering a holistic view of commercial performance. - CRM as the Financial Source of Truth - Build ARR, GRR, and NRR reporting frameworks within HubSpot. - Partner with Finance to align on definitions and reconcile reporting discrepancies. - Design leadership dashboards that provide real-time visibility into pipeline, forecast, and recurring revenue KPIs. - Define and socialize the core commercial KPI framework. - Change Management & Organizational Enablement - Develop and execute a change management strategy for CRM process improvements. - Build enablement materials, training programs, and process documentation. - Communicate roadmap priorities, initiative progress, and operational outcomes clearly to leadership. - Establish feedback loops with commercial teams to continuously refine processes and tooling. Qualifications - 8+ years of experience in Revenue Operations, Growth Operations, Sales Operations, or a related field. - At least 2–3 years in a leadership or senior individual contributor capacity. - Deep, hands-on expertise in HubSpot (Sales Hub and Marketing Hub). - Demonstrated experience designing data orchestration strategies across multi-platform commercial stacks. - Proven track record of driving CRM transformation and organizational adoption. - Experience building ARR/MRR/GRR/NRR reporting frameworks. - Strong analytical and problem-solving skills. - Excellent written and verbal communication skills. - Comfortable leading change management across Sales, Marketing, and Customer Success teams. Success in This Role Looks Like - HubSpot is a reliable, clean, and trusted system of record for commercial data. - Sales, Marketing, and IRR teams operate with consistent processes and shared metrics. - Finance uses CRM-sourced ARR, GRR, and NRR data as the organization’s source of truth. - Territory and account assignment rules are fully operationalized and automated. - Leadership has real-time visibility into pipeline health and commercial KPIs. - The Growth organization has a coherent, multi-platform view of customer behavior. - Change management is executed with high adoption and minimal regression.

Role Description The Associate Director will serve as a scientific ambassador for Drug Hunter, enabling and educating members through platform demos, onboardings, workshops, and live events while producing and refining high-quality educational and data content. This role partners closely with the growth teams to deliver compelling presentations, support member engagement, and represent Drug Hunter at industry gatherings, with frequent travel and a strong external-facing presence. Key Responsibilities - Member Enablement & Education - Lead platform demonstrations for drug discovery professionals across seniority levels and functional areas—from bench scientists to CSOs. - Educate Drug Hunter members on best practices and use cases for day-to-day implementation of Drug Hunter through onboarding and workshops. - Design and deliver scientific presentations based on Drug Hunter content and industry knowledge. - Contribute to the production of video and audio content for educational and marketing purposes. - Scientific Communication & Content - Design and deliver presentations for the Drug Hunter Drug Discovery Course in collaboration with project lead. - Provide monthly data analysis articles based on Drug Hunter proprietary data. - Author, edit, and review weekly educational articles drawing on Drug Hunter platform insights. - Host “How to Use Drug Hunter” Events as well as Flash Talks. - Edit and review educational resources, including cheat sheets and Flash Talk follow-up articles. - Cross Functional Collaboration - Represent and help organize Drug Hunter industry mixers, dinners, workshops, symposia, and other networking events. - Own the review process to promote Drug Hunter articles, events, and webinars. - Scientifically review and edit sales enablement materials and collaborate within growth team to share appropriate materials with prospects and members. - Other duties as required. Qualifications - Ph.D. in chemistry, pharmacology, biochemistry, or a related scientific field. - 7+ years of experience in the pharmaceutical or biotechnology industry, with a focus on drug discovery, ideally with project leadership experience. - Credible external presence: comfortable presenting live, fielding skeptical Q&A, and representing the brand. - Strong scientific speaking, writing, editing, and data synthesis skills. - Ability to independently research and distill complex scientific topics for a professional audience. - Digitally native, comfortable with social media, software, databases, literature search tools, and new technologies and platforms. - Ability to collaborate effectively across teams in a remote work environment. - Ability to work independently and collaboratively in an extremely fast-paced, dynamic environment and meet strict deadlines. Preferred Qualifications - Familiarity with Drug Hunter's platform and tools. - Established network within the pharmaceutical and biotechnology industries. - Experience with scientific content creation and data analysis. Requirements - Requires frequent travel. Benefits - Competitive salary, variable compensation, and equity. - Broad range of medical, dental, vision, and life insurance plans for employees and their dependents. - Short-term disability and long-term disability insurance. - Cancer and critical illness coverage. - Up to 14 weeks paid parental leave (after 1 yr tenure) and childcare FSA plan. - 401(k) + employer match (3-5%). - Home office set up stipend for fully remote employees. - Learning and development support. - Generous and flexible vacation and leave policies. To Apply Your application should include: - A resume or CV. - Develop and present a slide deck on a molecule of your choice, highlighting surprising scientific insights, key design lessons, or unexpected development learnings. Applications are considered on a rolling basis.

• Develop and evolve the demand generation strategy across paid media, SEO, email, and multi-channel programs • Build and manage ABM programs and account signaling to identify priority accounts in the market • Drive top-of-funnel volume and audit channel performance to optimize spend and lead activation • Own lifecycle marketing programs from onboarding through adoption • Execute campaigns for retention, expansion, and enterprise awareness • Develop and manage enterprise pilot support materials • Develop and maintain repeatable GTM launch playbooks for new features and product releases • Partner with Head of Marketing on positioning and messaging to ensure go-to-market materials create a compelling narrative • Equip Sales with the narratives, collateral, battlecards, ROI tools, and proof points needed to convert and expand accounts • Manage, mentor, and develop a small team • Set content and digital priorities in alignment with growth strategy • Serve as a senior cross-functional partner to Sales, IRR, and Product

• Lead platform demonstrations for industry scientists in drug discovery for all levels and line functions as well as investors showcasing the capabilities of Drug Hunter as a drug discovery intelligence platform • Educate Drug Hunter members on best practices and use cases for day-to-day implementation of Drug Hunter through onboarding and workshops to accelerate time-to-value and foster continuous engagement with the platform • Design and deliver scientific presentations based on Drug Hunter content and industry knowledge • Contribute to the production of video and audio content for educational and marketing purposes • Design and deliver presentations for the Drug Hunter Drug Discovery Course in collaboration with project lead • Provide monthly data analysis articles based on Drug Hunter proprietary data • Author, edit, and review weekly educational articles drawing on Drug Hunter platform insights, synthesizing latest trends, breakthroughs, and developments to keep Drug Hunter relevant and top-of-mind for the industry • Host “How to Use Drug Hunter” Events as well as Flash Talks • Edit and review educational resources, including cheat sheets and Flash Talk follow-up articles • Represent and help organize Drug Hunter industry mixers, dinners, workshops, symposia, and other networking events • Own the review process to promote Drug Hunter articles, events, and webinars. • Scientifically review and edit sales enablement materials and collaborate within growth team to share appropriate materials with prospects and members • Other duties as required

• Develop and maintain strong relationships with key decision-makers and stakeholders within strategic accounts. • Act as the primary point of contact for assigned accounts, ensuring high levels of client satisfaction and retention. • Understand clients’ business needs and objectives, and align Drug Hunter’s solutions to address these needs effectively. • Assist CEO and C-Level executives with commercial activities and key client accounts as needed. • Create and execute strategic account plans to achieve business objectives. • Identify and pursue new business opportunities within assigned accounts to drive growth and expand Drug Hunter’s market presence. • Retain and grow revenue from existing clients • Collaborate with internal teams to ensure successful adoption of solutions and services to clients. • Negotiate and successfully close contracts for Drug Hunter with biotech & pharma clients in designated accounts/areas. • Conduct regular meetings and reviews with clients to assess satisfaction, gather product feedback, address issues, and identify opportunities for additional value. • Customize and present proposal options, organize demonstrations, and offer solutions tailored to the specific needs of each strategic account. • Lead negotiations and close deals, ensuring mutually beneficial agreements and long-term partnerships. • Attend conferences, trade shows, and scientific meetings, including coordinating preparation for trade shows with other team members, follow-up after events • Visit client sites to deliver Drug Hunter capability presentations, identify and evaluate opportunities, establish personal relationships, follow-up on proposals, and otherwise advance the sales process. • Coordinate client-facing Drug Hunter events including dinners, mixers, and workshops. • Work closely with cross-functional teams, i.e. marketing, product development, and customer support, to enhance client experience and product satisfaction. • Mentor and provide guidance to junior sales and sales support team members, sharing best practices and strategies for sales and account management. • Able to react to change productively and handle other essential tasks as assigned. • Stay informed about industry trends, market conditions, and competitive landscape to effectively position Drug Hunter’s offerings. • Maintain and update CRM, provide quarterly reporting on account performance (headwinds/tailwinds), and provide forecasts to senior management. • Analyze account performance insights and leverage intelligence to refine strategies and improve results.

• Responsible for generating new business and expanding Drug Hunter’s footprint across biotech, pharmaceutical, investment, and non-profit organizations. • Manage the full sales cycle, from prospecting and discovery through negotiation and close. • Partner closely with marketing, product, and account management to ensure a seamless customer experience. • Build trusted relationships with senior R&D stakeholders (scientists, team leads, and procurement). • Manage complex, multi-stakeholder sales cycles from first conversation to contract signature. • Work closely with Account Management to ensure smooth handoff and support for ongoing account expansion. • Identify upsell opportunities and drive renewals in collaboration with the broader commercial team. • Collaborate with scientific leadership on customized demos and seminars that align with customer programs. • Partner with marketing on outbound campaigns, field events, and targeted lead generation. • Provide structured feedback to the product and research teams on customer needs, use cases, and industry trends. • Represent Drug Hunter at key industry conferences and customer events.

Drug Hunter is a B2B scientific intelligence platform for biotech/pharma R&D scientists that empowers them to discover the medicines of the future. We serve most of the top global biotech & pharma companies including Dow 30 and S&P500 companies. We’re a mission-driven, product-focused company backed by top-tier investors and trusted by the world’s leading R&D organizations. As an **Account Manager**, you’ll play a key role in building long-term relationships with our biotech, pharma, and non-profit customers. You’ll be responsible for ensuring customer satisfaction, renewals, and day-to-day success across a portfolio of accounts. This role is ideal for someone who’s customer-obsessed, detail-oriented, and energized by helping scientists and decision-makers get tangible value from their Drug Hunter partnership. You’ll be both an operator and a relationship builder, ensuring every interaction strengthens trust, renews value, and drives measurable outcomes.