• Own the entire lead generation process, including research, org mapping, outreach, prospecting, discovery and lead qualification. • Successfully build a pipeline of potential clients through different means of prospecting (online campaigns, emails, phone, LinkedIn, etc.) as well as leveraging relationships to generate new sales, develop new business opportunities and strengthen the company's brand. • Ensure all leads are fully qualified and set up appointments for appropriate Outside Sales Representatives and follow-up on actions with sales and service. • Work in tandem with Enterprise Account Executives to map out key accounts further strategically. • Screen inbound leads from sources such as website and landing page forms, and direct phone calls • Update CRM (HubSpot) with customer data and record information from new leads and prospects • Prepare meeting materials (i.e., sales decks, business proposals, etc.) to help support the sales team • Network with organizations, trade shows associations, local groups, etc. to actively involve in relevant events to build relationships, keep current with trends, and uncover opportunities that lead to sales prospects.

• Own and build Account-Based Marketing strategies for your target accounts. Develop creative, multi-channel plays in partnership with Demand Gen and your Enterprise AE to drive engagement with high-value buyers. • Research and map account structures, pain points, and buying committees to tailor messaging by account type, buyer role, and product fit. • Execute strategic outbound across enterprise health systems, maintaining a >20% call-to-meeting conversion through personalized outreach. • Engage VP and C-suite buyers to create S1 opportunities that convert to S2 and S3, targeting a 20%+ S1-S3 conversion rate.

• Identify and qualify new business opportunities through outbound and inbound prospecting. • Meet or exceed monthly and quarterly targets for lead generation and appointment setting. • Conduct Sales development best practices with email, phone, and social drips using sales automation software to build cadences to connect with new prospects. • Qualify the prospect and set appointments for the team to conduct Discovery calls. • Outreach to target prospects in support of Sales and Marketing campaign initiatives. • Secure key customer information to identify qualified "Sales ready" leads and prospective customers to be nurtured for future opportunities. • Collaborate with the Sales team to develop and implement effective strategies for lead generation. • Research to find new contacts in customer and prospect accounts and add to Salesforce. • Conduct research to understand potential clients' needs and pain points. • Schedule meetings and appointments for Field Sales to further the Sales process. • Maintain accurate and up-to-date records in the CRM system. • Assist in the preparation of Sales materials and presentations.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The CRO Business Development Manager is responsible for generating and advancing revenue opportunities for the CRO arm of the business by building a high-quality pipeline, progressing opportunities through defined stages, and closing business that supports the company’s aggressive growth plans. This role will execute “Hunting” (new logo acquisition) and “Farming” (expansion within existing relationships) to help deliver the 2026 revenue targets, as well as advance the company's overall revenue position for the future. - Pipeline Generation (“Hunting” + “Farming”) - Proactively source and qualify new CRO opportunities (“Hunting”) while expanding and renewing existing accounts (“Farming”) to build pipeline coverage needed to meet the 2026 plan, as well as future growth plans - Execute targeted outreach campaigns (email, LinkedIn, events, referrals) to develop a steady stream of qualified meetings and opportunities - Opportunity Management & Deal Execution - Own opportunities from qualification through close: discovery, solution alignment, stakeholder mapping, proposal/SOW coordination, pricing support, and negotiation - Progress opportunities through stages with clear exit criteria and next steps; maintain accurate documentation to support forecasting and leadership visibility - Forecasting, Reporting, and Pipeline Conversion - Maintain a current forecast and pipeline report, including probability-weighted value, close dates, risks, and mitigation plans, consistent with the organization’s approach to pipeline review and probability weighting - Partner with Commercial leadership to improve conversion rates over time as hit rate measurement matures - Cross-Functional Collaboration - Collaborate with clinical operations, finance, and delivery leadership to ensure accurate scoping, feasible timelines, and high-quality proposals that support timely contracting and revenue realization Qualifications - Demonstrated success in business development or consultative sales, ideally in one or more of the following: CRO services, clinical research, medtech, pharma/biotech services, or adjacent B2B professional services - Proven ability to build pipeline through outbound prospecting and relationship-based selling - Strong discovery, qualification, and stakeholder management skills; comfortable selling into senior decision-makers - Experience managing a multi-stage pipeline with forecasting discipline and CRM hygiene - Strong written/verbal communication; can coordinate complex proposals and maintain urgency without sacrificing quality Preferred Qualifications - Prior CRO sales experience (clinical trial services, clinical operations support, data management/EDC-adjacent services, regulatory/quality services, etc.) - Familiarity with long-cycle enterprise deals and multi-stakeholder buying committees. - Experience contributing to pipeline analytics and conversion improvement initiatives. Location and Travel Requirements - This is a fully remote position and may be performed anywhere within the United States of America. - Occasional domestic travel may be required for company meetings, audits, etc.