Director, Business Development

📋 Description

• • Condor Software Inc. is at the forefront of revolutionizing the financial infrastructure for the biopharmaceutical industry, a sector where billions are invested annually in drug discovery and development. Our mission is to bridge the gap between clinical operations and finance, which have historically operated in disconnected silos. We provide a sophisticated financial intelligence layer, powered by AI and built on industry standards, that integrates clinical operations, vendor activity, and financial signals into a unified, real-time intelligence platform. This empowers R&D and finance leaders with unprecedented command over their organizational operations, enabling them to make high-stakes decisions with confidence using fragmented tools and static data.
• • We have moved beyond the conceptual phase and are now focused on scaling our proven solution. Enterprise teams already rely on Condor to manage critical operations and finance, underscoring the trust and efficacy of our platform. This presents a unique and challenging opportunity to scale a solution that is deeply depended upon, especially given the high stakes involved in bringing new therapies to market. Condor is a rapidly growing Series A company, backed by prominent institutional investors including Insight Partners, Felicis, and 645 Ventures. We are experiencing significant growth, serving top biopharmaceutical companies, and are seeking a Director of Business Development to play a pivotal role in our expansion.
• • This is a senior, hands-on role for a seasoned enterprise seller who excels in complex, consultative sales cycles and desires genuine ownership of outcomes, not just a defined territory. As the Director of Business Development, you will be instrumental in defining how an entirely new category of software is successfully sold into enterprise life sciences organizations. Your primary responsibility will be to drive substantial revenue growth across our mid-market and enterprise biopharma customer base, meticulously managing deals from the initial conversation through to successful closure and subsequent expansion.
• • You will engage directly with senior executives in finance, R&D, and clinical operations, guiding them to understand and adopt a fundamentally new approach to managing their operational and financial workflows. This involves navigating intricate, long sales cycles, managing multi-stakeholder decision-making processes, and adhering to rigorous enterprise buying protocols. Your role extends beyond mere execution; you will actively contribute to shaping Condor's commercial strategy as we scale, influence our platform's positioning and packaging, and collaborate closely with our Product, Marketing, and Customer Success teams to transform initial customer trust into enduring, long-term partnerships.
• • Key responsibilities include developing and executing strategic growth initiatives and pipeline development. This involves identifying, engaging, and converting new life sciences customers, ranging from emerging biotech firms to large enterprise pharmaceutical companies, with a strategic emphasis on the Enterprise Segment. You will be expected to conduct thorough market mapping, gain deep insights into therapeutic pipelines, and proactively uncover opportunities within the complex R&D finance ecosystem. Close collaboration with Business Development Representatives (BDRs) will be crucial for executing targeted campaigns, Account-Based Marketing (ABM) programs, and other lead-generation initiatives.
• • Client engagement and relationship leadership are paramount. You will focus on building and nurturing trusted advisor relationships with senior finance, Financial Planning & Analysis (FP&A), and clinical operations executives. Acting as a consultative partner, you will guide sponsors in transforming their often manual and fragmented financial workflows into automated, audit-ready processes. Representing Condor at key industry conferences, participating in panels, and hosting client events will be essential for building brand awareness and fostering engagement. Furthermore, you will take the lead in organizing and hosting regional roundtables, dinners, and partner gatherings designed to drive awareness and cultivate deeper engagement within the industry.
• • Sales strategy, contracting, and execution will be core to your role. You will lead complex, multi-stakeholder enterprise sales cycles with a high degree of precision and urgency. This includes negotiating, managing, and leading intricate commercial contracts such as Master Service Agreements (MSAs), Sales Orders, and enterprise agreements, working collaboratively with our Legal team to ensure mutually beneficial outcomes. You will be responsible for developing Statement of Work (SOWs), crafting tailored business cases, building robust ROI models, and delivering compelling executive presentations that clearly articulate Condor's value proposition. Seamless collaboration with Product, Sales Operations, Customer Success, and Implementation teams is vital to ensure smooth transitions and demonstrable client success.
• • Embracing a startup execution and leadership mindset is critical. This role demands an ownership mentality, requiring you to wear multiple hats, operate with agility, and adapt quickly to evolving market dynamics. You will contribute significantly to pricing strategy, the development of sales playbooks, and the foundational Go-To-Market (GTM) structure. Your market feedback will be invaluable in informing product roadmap priorities and strategic leadership decisions. This is an exceptional opportunity to join a high-growth company and build foundational infrastructure that will fundamentally shape how new therapies reach patients worldwide.