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Define Ventures Partners
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Growth Officer

Lightship

Lightship

Sales & Business Development
Boston, MA, USA
Posted on Saturday, January 6, 2024
Overview

Lightship is a clinical trials service provider leading in increasing access and choice in taking part in research to improve equity for all. We design and conduct studies in partnership with biopharmaceutical companies to accelerate bringing new therapies to market. Our approach is to engage people where they are and support them across their journey in a clinical trial, from first contact to study completion. We work to make it easy, convenient, and safe for people to take part by offering visits in clinics, at home, using our mobile research units, and digital health tools. By transforming the way we conduct clinical research, we can decrease study timelines and reduce dropouts to accelerate development of better therapies. A career in our team will provide an opportunity to collaborate with a wide array of functions and service lines to support our clients and projects to operate new capabilities, achieve operational efficiencies, and deploy technology.

The Growth Officer is responsible for setting the business and customer engagement strategy; leading how Lightship approaches and engages in the market in order to expand and grow its presence. This individual's primary focus is to develop a team that is able to build and grow new relationships with customers in the market while simultaneously working cross-functionally to strengthen existing relationships, growing the business using process driven approaches and leadership of our strategic accounts team. This individual leads with an authentic client-first and people-centric approach, representing the Lightship brand with care across the customer base. Success will be measured by strategic and tactical leadership, development of client relationships, and financial performance.

A successful candidate will possess a willingness and desire to work independently without significant supervision. Lightship expects each individual to anchor their availability in the standard operating hours for their geographic location, however, true to our values of inclusion and flexibility, this role, along with all others at Lightship, may be asked to flex work hours to accommodate US West Coast, US East Coast, and UK-based time zones, based on business need. In practice, this may translate to days that have a slightly earlier start or evenings that have a slightly later end. Culturally, we aim to balance the ability to operate across time zones with respect for each individual's daily life.

Additionally, this position may require occasional travel up to 30%.

The Growth Officer is responsible for:

  • Setting a vision for growth and expansion that aligns with overall company objectives and revenue targets.
  • Responsible for bookings and sales in a way that drives the overall revenue and financial impact of the business.
  • Developing and leading the growth strategy by collaborating internally with senior executives to develop a commercial plan that maximizes current key partnerships and secures new opportunities.
  • Building & developing a commercial team growing Lightship's market presence
  • Identifying key partnership targets based on market trends and facilitating introductions to secure new business.
  • Maintaining an organized and accurate pipeline by managing Sales Cloud and reporting out weekly KPIs and activities to relevant internal stakeholders
  • Partnering with Finance to negotiate and solidify final contract pricing
  • Partnering with Marketing to ensure alignment of marketing collateral to sales strategy
  • Partnering with Proposals to ensure responses align with capabilities and strategy
  • Creating a consistent and valued customer experience for clients in a scalable way that can grow with the company
  • Operating with true service excellence with all stakeholders on behalf of the organization
  • Other duties as assigned

The Growth Officer has:



  • Required knowledge, skills, and abilities
    • In-depth knowledge of the lifecycle and outsourcing of clinical trials activities within pharmaceutical companies; can "talk the talk" about virtual direct-to-patient clinical research to a wide array of stakeholders
    • Entrepreneurial spirit - ability to think creatively, be nimble, and operate at a fast clip in a developing environment
    • Track record of success and innovation with life sciences, pharma, or biotech client relationships in an account management capacity
    • Data-driven with the ability to create, set, and accomplish quarterly KPIs
    • Highly organized and detail-oriented
    • Very strong interpersonal skills including the ability to mentor junior staff
    • Ability to think creatively and constructively to problem solve
    • Exceptional written and oral communications skills


  • Education and experience
  • 15+ years of account management/business development in life sciences, pharma, biotech or CRO required
  • 7+ years of experience in people management
  • Prior experience working with clinical research organizations during a phase of hyper growth preferred
  • Experience partnering with a design, solutions, or technical sales partner to successfully contract projects
  • Requisite combination of education, training, and experience; MBA preferred

We would like to offer you:

  • An opportunity to help re-envision how clinical research is executed with inclusivity, increased diversity and accessible at the core
  • The chance to work with a patient-centered, clinically-oriented, collaborative team to support in the delivery of enterprise grade virtual-first clinical research solutions at scale
  • An unmatched opportunity to grow as part of an established startup with industry veterans, high-caliber investors, and a massive market opportunity
  • Great compensation

Generous benefits package, including:

  • Top notch healthcare (medical, dental, and vision) for you and your family.
  • Unlimited Paid Time Off (PTO), plus paid holidays and bereavement to help support work life balance.
  • A 100% 401(k) company match for up to 4% of eligible contributions with an immediate vesting.
  • A home office stipend to set yourself up for success in our distributed working environment
  • Company provided laptop, your choice of a PC or a Mac
  • Monthly stipend for internet and phone expenses
  • Generous paid parental leave
  • Short & long-term disability
  • Life insurance and More!

Our generous compensation package is made up of base salary, short term, and long term incentive plans. The base salary range for this role is between $262,000 and 393,000+, depending on education, skills, and experience. To determine our compensation, we use a market-based approach that is geographically neutral. We believe that this demonstrates our company value of 'believing in people' – valuing the outputs and performance of each team member.

Please note: For the safety of our patients and each other, all positions at Lightship that require travel, in-person participation, or are patient-facing, do require vaccination against COVID-19.

Our commitment to diversity & inclusion:

Lightship is an equal opportunity employer and promotes a diverse and inclusive workplace. Lightship considers all applicants without regard to race, color, religion, creed, national origin, age, sex, marital status, ancestry, disability, veteran status, gender identity, genetic information, sexual orientation, or any other status protected by applicable law. EEO is the Law

Lightship is an E-Verify employer. Find out more here: Right to Work Poster E-Verify Participation Poster

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