About this role
Job Description – The Senior Director, Business Development R&D
The ideal candidate is a consultative business developer who understands R&D, rather than a traditional technology salesperson. They can engage a Clinical, Regulatory, or R&D leader around a strategic business challenge, identify where advisory expertise can create value, and connect that strategy to the technology, data, process, and implementation capabilities required to execute it. They will lead as a player/coach, responsible for leading a high-performing R&D Business Development team in generating new business, expanding existing accounts, and advancing large, strategic client relationships.
As a key member of the Business Development leadership team, the Sr. Director will help oversee, mentor, and develop Business Development Directors aligned to the R&D business unit, while contributing to enterprise-level go-to-market (GTM) initiatives. This role balances near-term revenue delivery with long-term partnership development, fostering a high-performing, metrics-driven culture grounded in accountability, collaboration, and cross-functional alignment.
Key Responsibilities
Strategic Selling & Revenue Growth
• Position and sell Red Nucleus’s full suite of R&D solutions, supporting clinical and regulatory programs.
• Clinical: Consulting, and Clinical / Data Technologies, Clinical Program Strategy, Study and Protocol Strategy, Indication prioritization
• Regulatory Strategies: Labeling, RIM, Submission Management and Publishing, Controlled Document strategy
• Technology: Organizational transformation, Process Design/Optimization, Change Management, E-Pro, digital endpoint strategy
• Identify, qualify, and close high-value opportunities using a consultative, needs-based sales approach
• Expand existing accounts by uncovering unmet capability gaps, engaging cross-functional stakeholders, and activating multi-capability pursuits
• Advance large, strategic, multi-year client relationships that support enterprise partnership models and sustained growth
Research & Development Expertise & Solution Leadership
• Leverage deep knowledge of clinical and regulatory programs to shape differentiated client solutions
• Partner with R&D Consulting leaders and clinical and regulatory experts within Red Nucleus to develop and deliver cohesive solutions to complex business need for our clients
• Serve as a subject-matter-informed commercial leader in client discussions, helping clients envision transformational clinical to commercial strategies tied to business outcomes
Enterprise GTM Execution
• Contribute to the design and execution of a unified, enterprise-level GTM strategy that aligns R&D priorities with broader organizational growth objectives
• Drive adoption of enterprise selling behaviors, balancing transactional opportunities with long-term strategic partnerships
• Collaborate cross-functionally with Marketing, Client Services, and Business Unit leadership to ensure alignment on messaging, positioning, and priority accounts
Pipeline Management, Forecasting & Commercial Excellence
• Maintain disciplined pipeline management (both individually and the team) in Salesforce, ensuring accuracy of forecasts, opportunity stages, and data integrity
• Lead pricing, scoping, and negotiations to ensure profitable and sustainable engagements
• Ensure seamless transition from sale to delivery, reinforcing strong handoffs and exceptional client onboarding experiences
• Partner with Sales Operations to monitor performance metrics, conversion rates, and opportunities for commercial optimization
Cross-functional Collaboration & Internal Leadership
• Build strong internal relationships with R&D Solutions, medical and clinical to support integrated solution design Collaborate with Marketing on thought leadership development, campaign priorities, and conference strategy
• Represent Red Nucleus at key industry events, conferences, and client meetings as a senior commercial leader
• Reinforce a culture of accountability, transparency, and performance excellence across the R&D commercial organization
Background and Skill Requirements
• Bachelor’s degree required; advanced degree in Business, Life Sciences, or related field strongly preferred
• 10+ years of proven experience in business development or commercial roles selling Research & Development, or clinical and regulatory consultative services to pharmaceutical and biotech organizations
• Demonstrated track record of consistently achieving or exceeding annual revenue targets in the $3M+ range
• Proven ability to win complex, multi-million-dollar, multi-stakeholder pursuits