Job Description
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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.
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