[Hiring] Director, Business Development @Arcadia

Role Description

Arcadia is building a direct-to–Life Sciences commercial function as a strategic growth pillar of the company. The Director, Business Development - Life Sciences is an individual contributor seller responsible for building and closing enterprise relationships with pharmaceutical and biotechnology companies within an assigned account territory. This is a true end-to-end selling role.

• Prospect and develop new opportunities.
• Lead discovery conversations with scientific and commercial stakeholders.
• Scope and price solutions.
• Negotiate contracts.
• Partner closely with internal teams to ensure successful delivery and long-term client satisfaction.

This role is designed for a life sciences seller with fluency in real-world data, analytics, and evidence-based solutions.

What Success Looks Like

• In 3 months:
  • Build a deep understanding of Arcadia's Life Sciences data, solutions, operating model, and delivery capabilities.
  • Establish credibility and working rhythm with Product, Data, Ops, Delivery, Legal, and Finance.
  • Build a qualified pipeline within your assigned account territory.
  • Complete onboarding on Arcadia's Life Sciences value narrative, competitive positioning, and pricing framework.
• In 6 months:
  • Advance a meaningful, qualified pipeline aligned to pharma planning and budgeting cycles.
  • Close at least one deal or be in late-stage contracting on priority opportunities.
  • Demonstrate strong deal scoping discipline with smooth handoffs into delivery.
  • Maintain accurate CRM hygiene and deliver a reliable forecast to your manager.
• In 12 months:
  • Consistently attain quota with a 3-5x quota, well-qualified pipeline across your territory.
  • Close multiple deals with clear expansion potential, including at least one multi-year or enterprise agreement.
  • Build strong relationships with scientific, commercial, and procurement stakeholders.
  • Provide market feedback that influences packaging, pricing, or roadmap prioritization.

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.
  • Identify and prioritize high-probability targets using a defined ideal customer profile.
  • Map multi-threaded stakeholder ecosystems across R&D, HEOR, medical, market access, and commercial teams.
  • Maintain rigorous pipeline hygiene using a defined qualification methodology.
• 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.
  • Guide clients toward use cases where Arcadia can deliver outsized value.
  • Align solutions to client budgeting and planning cycles.
• CONDUCT CONSULTATIVE, VALUE-BASED SELLING:
  • Lead structured discovery that surfaces business problems and internal success metrics.
  • Build ROI and business cases using the customer's own metrics and language.
  • Adapt selling approach and content to the buyer persona and Use Case.
• NEGOTIATE AND CLOSE COMMERCIAL AGREEMENTS:
  • Structure enterprise data agreements that protect margin while delivering clear buyer value.
  • Exercise strong commercial judgment on deal structure, pricing, and scope.
  • Respond to procurement pressure by re-anchoring to validated scientific and commercial value.
  • Own the full lifecycle from opportunity qualification to contract negotiation and close.
• COLLABORATE ACROSS TEAMS AND MAINTAIN FORECAST DISCIPLINE:
  • Partner effectively with data science, medical, product, legal, and delivery teams.
  • Orchestrate internal resources without over-committing them.
  • Maintain accurate, up-to-date CRM records and deliver reliable forecasts.
  • Contribute market and competitive feedback that informs product roadmap, packaging, and pricing decisions.

Qualifications

• 5+ years of experience selling into pharmaceutical and/or biotechnology companies.
• Demonstrated success selling data-, analytics-, or evidence-driven solutions.
• Deep working knowledge of Life Sciences functional area.
• Proven ability to engage scientific buyers with credibility.
• Experience structuring and negotiating enterprise data licensing agreements.
• A disciplined approach to pipeline management and forecasting.
• Strong cross-functional collaboration skills.

Requirements

• Existing senior relationships within pharma or biotech.
• Familiarity with FDA RWE Framework, EMA guidance, or ISPOR methodology standards.
• Experience selling into more than one Life Sciences functional area.
• Active presence in relevant industry conferences.
• MEDDIC or MEDDPICC certification, or equivalent formal sales methodology training.

Benefits

• $180,000 - $220,000 a year.
• Arcadia brings a rare advantage to Life Sciences: a market-leading, scaled payer and provider platform.
• Building on a foundation of deep, longitudinal clinical and claims data.
• Opportunity to sell—and help shape—solutions that connect data, analytics, and real-world clinical activation.
• This role is a founding, hands-on commercial leadership role.