Director, Business Development - Life Sciences

What You'll Be Doing PROSPECT AND BUILD A QUALIFIED LIFE SCIENCES PIPELINE

• Proactively build pipeline in a green-field or assigned Life Sciences territory using conference presence, publication monitoring, thought leadership networks, hunting via warm and cold outreach, leveraging of BDR Team, and CRO or consultancy partnerships

• Identify and prioritize high-probability targets using a defined ideal customer profile: company size, therapeutic area focus, pipeline stage, and recent approvals

• Map multi-threaded stakeholder ecosystems across R&D, HEOR, medical, market access, and commercial teams at target accounts

• Maintain rigorous pipeline hygiene using a defined qualification methodology (e.g., MEDDIC, MEDDPICC, or BANT) to advance or deprioritize opportunities

LEAD SOLUTION SELLING ACROSS THE PHARMA DEVELOPMENT LIFECYCLE

• Lead discovery conversations across early research, clinical development, HEOR/RWE, market access, and commercial analytics

• Translate complex client needs into well-scoped solutions that balance data, analytics, services, and delivery realities

• Guide clients toward use cases where Arcadia can deliver outsized value, not lowest-friction data transactions

• Align solutions to client budgeting and planning cycles, including annual and multi-year funding processes

CONDUCT CONSULTATIVE, VALUE-BASED SELLING

• Lead structured discovery that surfaces business problems and internal success metrics before any product discussion

• Build ROI and business cases using the customer's own metrics and language, validated by the scientific or commercial champion

• Adapt selling approach and content to the buyer persona and Use Case - modulating message and proof points accordingly

NEGOTIATE AND CLOSE COMMERCIAL AGREEMENTS

• Structure enterprise data agreements—licensing, DUAs, MSAs, usage-based pricing—that protect margin while delivering clear buyer value

• Exercise strong commercial judgment on deal structure, pricing, and scope, with a clear negotiating position and walk-away point on every deal

• Respond to procurement pressure by re-anchoring to validated scientific and commercial value rather than discounting immediately

• Own the full lifecycle:

• Opportunity qualification

• Solution design and scoping

• Proposal and SOW development

• Pricing and commercial structuring

• Contract negotiation and close

• Partner closely with legal, finance, and leadership to finalize terms efficiently

COLLABORATE ACROSS TEAMS AND MAINTAIN FORECAST DISCIPLINE

• Partner effectively with data science, medical, product, legal, and delivery teams to configure and present solutions that meet complex customer requirements

• Orchestrate internal resources without over-committing them, and manage a clean handoff to delivery and customer success to protect revenue

• Maintain accurate, up-to-date CRM records and deliver reliable forecasts, distinguishing clearly between commit, best case, and pipeline

• Contribute market and competitive feedback that informs product roadmap, packaging, and pricing decisions

What You'll Bring • 5+ years of experience selling into pharmaceutical and/or biotechnology companies, ideally in a quota-carrying, individual contributor role

• Demonstrated success selling data-, analytics-, or evidence-driven solutions (RWD, RWE/HEOR, clinical analytics, or adjacent offerings)  

• Deep working knowledge of Life Sciences functional area—HEOR, Medical Affairs, Clinical Development, or Payer/Market Access—including how that function makes decisions and purchases data and analytics solutions

• Proven ability to engage scientific buyers (PhDs, MDs, biostatisticians, epidemiologists) with credibility on methodology , study design, and data fit-for-purpose

• Experience structuring and negotiating enterprise data licensing agreements, including DUAs, MSAs, and usage-based pricing models

• A disciplined approach to pipeline management and forecasting, using a defined qualification methodology

• Strong cross-functional collaboration skills and comfort operating in a build-mode commercial environment    

Would Love For You To Have • Existing senior relationships within pharma or biotech that can accelerate early pipeline development

• Familiarity with FDA RWE Framework, EMA guidance, or ISPOR methodology standards

• Experience selling into more than one Life Sciences functional area (e.g., both HEOR and Medical Affairs)

• Active presence in relevant industry conferences (ISPOR, ASCO, ASH, DIA, AMCP) and referral relationships with CROs or HEOR consultancies

• MEDDIC or MEDDPICC certification, or equivalent formal sales methodology training

What You'll Get • Arcadia brings a rare advantage to Life Sciences: a  market-leading, scaled payer and provider platform as its foundation

• For more than a decade, Arcadia has been the trusted data and analytics partner to health systems, physician groups, and payers nationwide. That core business provides deep, longitudinal clinical and claims data, embedded clinical workflows, and durable relationships across the healthcare ecosystem

• Building on this foundation, Arcadia has assembled a large, de-identified real-world dataset combining claims and clinically rich EHR data sourced directly from provider systems. The result is a longitudinal, research-grade asset with depth and clinical context that is difficult to replicate through aggregation alone

• Life Sciences is a strategic pillar built on this foundation. Arcadia has made a deliberate, multi-year investment in:

• Purpose-built real-world data assets

• Clinically connected solutions that link insight back into provider workflows

• A growing research and collaboration ecosystem to expand data use rights

• Dedicated leadership, product, data, and operational resources

• The opportunity is to sell—and help shape—solutions that connect data, analytics, and real-world clinical activation across the pharma development lifecycle, backed by enterprise credibility and executive commitment

• This role is a founding, hands-on commercial leadership role, accountable for building the direct Life Sciences revenue engine, and deeply involved in shaping deals, messaging, and market positioning

• This role is not a  channel-only or account maintenance role, a narrowly scoped quota-carrying role with a fixed playbook, and insulated from product, delivery, or execution realities

About Arcadia Arcadia.io helps innovative providers and payers across the country transform healthcare to reduce cost while improving patient health. We do this by aggregating large amounts of disparate data, applying algorithms to identify opportunities to provide better patient care, and making those opportunities actionable by physicians at the point of care in near-real time. We are passionate about helping our customers drive meaningful outcomes. We are growing fast and have emerged as a market leader in the highly competitive population health management software market and have been recognized by industry analysts KLAS, IDC, Forrester, and Chilmark for our leadership. For a better sense of our brand and products, please explore our website.

Protect Yourself If you have concerns about the authenticity of a job offer or recruitment-related communication claiming to be from Arcadia, we encourage you to verify by contacting us directly at (781) 202-3600 and select option 3. For more information, visit our website.

This position is responsible for following all Security policies and procedures in order to protect all PHI under Arcadia's custodianship as well as Arcadia Intellectual Properties.  For any security-specific roles, the responsibilities would be further defined by the hiring manager.