• Proactively outbound to new prospects via phone, email, and LinkedIn (80+ calls/day as part of a multi-channel strategy) • Research target accounts to understand their structure, workflows, and potential compliance or operational pain points • Confidently navigate gatekeepers and engage decision-makers with clear, value-driven messaging • Run efficient discovery calls to qualify prospects on need, urgency, stakeholders, and buying process • Set 25–30+ high-quality SQL meetings per month that consistently convert into pipeline • Partner closely with Account Executives to ensure clean handoffs and strong meeting preparation • Maintain accurate activity, notes, and outcomes in HubSpot • Build and refine prospect lists using ZoomInfo, LinkedIn Sales Navigator, and other tools • Continuously test messaging, objection handling, and talk tracks to improve conversion rates

• Aggressively prospect and generate new business leads to achieve and exceed sales quotas. • Identify upselling and cross-selling opportunities within existing client accounts to maximize revenue. • Manage and grow client relationships using HubSpot CRM, ensuring high levels of satisfaction and retention. • Analyze client needs and market trends to tailor business development strategies. • Collaborate with sales and technical teams to align solutions with client requirements and business goals. • Represent the company at industry events, identifying opportunities for business expansion. • Provide regular updates on business development activities and progress toward goals.

• Own pipeline, deals, and revenue targets • Execute territory and account plans with sales leadership • Lead complex sales cycles from prospecting to close • Serve as a product and healthcare data expert • Coach peers and contribute to team selling success

Role Description To lead the overall business development strategy and operations, ensuring alignment with business objectives and driving the growth of the Contract Research Organization. Job Duties and Responsibilities - Strategic Leadership: Develop and execute comprehensive business development strategies aligned with business goals. - Executive Guidance: Provide strategic guidance to the executive team. - Cross-functional Collaboration: Collaborate with other departments to align business development efforts with overall business objectives. - Market Assessment: Analyze market dynamics, competitor activities, and customer feedback. - Talent Development: Lead, mentor, and develop the business development team. - Budget Management: Oversee the business development budget and allocate resources effectively. Qualifications - Bachelor's Degree in Communications, Marketing, Public Relations, or related field with 15+ years experience is required -OR- Master's Degree or equivalent in Communications, Marketing, Public Relations, or related field with 13+ years experience is required -OR- Ph.D. or equivalent in Communications, Marketing, Public Relations, or related field with 11+ years experience is required. - Significant work experience will be considered as a substitution for education. Knowledge, Skills, and Abilities - Extensive leadership experience in business development, with a focus on the CRO industry. - Willingness and ability to influence external customers and prospective customers to purchase the Company’s services. - Excellent interpersonal effectiveness and human interaction skills. - Demonstrated ability and willingness to influence and lead outside of hierarchical designations. - Strong orientation toward integrating the commercial and technical aspects of the company’s operations. - Demonstrated ability to establish and develop long-term client relationships. - Excellent written and oral communication, as well as organizational skills. - Effective prioritization and time management skills. Preferred Qualifications - Previous experience working in a CRO, Life Science, Med Device, Pharma, or Healthcare. Working Conditions This position is regularly performed in an in-person or remote office environment, which means the physical surroundings are generally pleasant and comfortable with minimal exposure to injury or other hazards, with a moderate level of noise. Prolonged periods of sitting and looking at a computer screen with freedom of movement on a regular basis is expected. Minimal physical effort is required but could include: repetitive motion of wrists and fingers; talking and hearing; and handling of light materials and supplies. This position will require 60-75% of travel.