Redefine Healthcare With Us.

Define Ventures Partners

Business Development Director



Sales & Business Development
United States · Remote
Posted on Thursday, June 20, 2024


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.

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.

Given Lightship’s distributed model and the remote nature of this position the Business Development Director possesses a willingness and desire to work independently without significant oversight. Additionally, this position will require moderate travel of up to 30%.

Business Development Director is responsible for:

  • Identifying clients and specific clinical trial opportunities with the target market that complement the clients core competencies.
  • Developing a robust sales pipeline of clinical trial opportunities to achieve required individual and group sales targets with defined revenue contribution within time frames.
  • Obtaining a full understanding of the clients’ needs and challenges, clearly articulating these to internal stakeholders.
  • Working with the assigned Client Partner, Proposal and Budget Development teams and Marketing to develop high-quality client documentation, including RFI, Proposals, Budgets and Bid Defense strategies to secure the sales opportunity.
  • Ensuring that all client documentation, RFI and proposals meet the client’s needs, concerns, and objectives, clearly defining the clients value proposition,
  • Achieving a best-in-class CRM by completing required data fields within appropriate time frames.
  • Partnering with Inside Sales on territory strategy
  • Sharing with internal stakeholders, industry and client insights, as well as competitor information gained through external interactions within the sector.
  • Adhering to all departmental processes.
  • Providing support to the Commercial Leadership as required.

Business Development Director has:


  • Proven record or delivering against new business development targets.
  • Industry sales experience and proven track record of proactive selling and relationship building.
  • The ability to professionally present capabilities, manage the sales process through to close and handle all aspects of contract negotiations.
  • 5-10 years of related experience in a pharmaceutical, or biotechnology service industry environment.
  • Understanding of the clinical process (Phases I – IV).
  • Work collaboratively across the organization; a sophisticated approach to relationship building, both internal and external, will also be essential.

Required Qualifications:

  • Bachelor’s degree in sciences or business, or equivalent combination of education and experience that provides the knowledge, skills and abilities to perform the job.
  • 10 – 12 years of related Commercial experience.
  • Excellent understanding of commercialization and the principles of drug discovery and development
  • Strong Microsoft PowerPoint and Excel skills
  • Proficient use of Salesforce
  • Demonstrated ability to build relationships and collaborate.
  • Ability to work independently and as team player, including in complex, dynamic teams.
  • Ability to establish and maintain effective working relationships with co-workers, clients, and customers.
  • Ability to adapt to changing priorities, work simultaneously on multiple priorities, and work effectively in a fast-paced environment.
  • Excellent interpersonal, written, verbal, and presentation skills.

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!

The base salary range for this role is between $142,340 and $223,520, 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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