Director, Business Development - Life Sciences

About this role

Arcadia is dedicated to happier, healthier days for all. We believe that there is a better healthcare world – one powered by data. Our platform transforms complex, diverse data into a unified foundation for health, helping organizations deliver better care, boost revenue, and lower costs.

We're a team of fiercely driven individuals committed to making healthcare more sustainable—and we're looking for passionate people to help us get there.

For more information, visit arcadia.io.

Why this role is important to Arcadia

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. You will prospect and develop new opportunities, lead discovery conversations with scientific and commercial stakeholders, scope and price solutions, negotiate contracts, and 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—someone who understands how pharma organizations buy across the development lifecycle and who wants to build a durable book of business inside Arcadia's growing direct Life Sciences sales organization.

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, leveraging existing relationships and Arcadia's differentiated data assets

• 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 where Arcadia is viewed as a trusted partner

• 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 using conference presence, publication monitoring, thought leadership networks, hunting via warm and cold outreach, leveraging of BDR Team, and CRO or consultancy partnerships

• Identify and prioritize high-probability targets using a defined ideal customer profile: company size, therapeutic area focus, pipeline stage, and recent approvals

• Map multi-threaded stakeholder ecosystems across R&D, HEOR, medical, market access, and commercial teams at target accounts

• Maintain rigorous pipeline hygiene using a defined qualification methodology (e.g., MEDDIC, MEDDPICC, or BANT) to advance or deprioritize opportunities

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 that balance data, analytics, services, and delivery realities

• Guide clients toward use cases where Arcadia can deliver outsized value, not lowest-friction data transactions

• Align solutions to client budgeting and planning cycles, including annual and multi-year funding processes

CONDUCT CONSULTATIVE, VALUE-BASED SELLING

• Lead structured discovery that surfaces business problems and internal success metrics before any product discussion

• Build ROI and business cases using the customer's own metrics and language, validated by the scientific or commercial champion

• Adapt selling approach and content to the buyer persona and Use Case - modulating message and proof points accordingly

NEGOTIATE AND CLOSE COMMERCIAL AGREEMENTS

• Structure enterprise data agreements—licensing, DUAs, MSAs, usage-based pricing—that protect margin while delivering clear buyer value

• Exercise strong commercial judgment on deal structure, pricing, and scope, with a clear negotiating position and walk-away point on every deal

• Respond to procurement pressure by re-anchoring to validated scientific and commercial value rather than discounting immediately

• Own the full lifecycle:

• Opportunity qualification

• Solution design and scoping

• Proposal and SOW development

• Pricing and commercial structuring

• Contract negotiation and close

• Partner closely with legal, finance, and leadership to finalize terms efficiently

COLLABORATE ACROSS TEAMS AND MAINTAIN FORECAST DISCIPLINE

• Partner effectively with data science, medical, product, legal, and delivery teams to configure and present solutions that meet complex customer requirements

• Orchestrate internal resources without over-committing them, and manage a clean handoff to delivery and customer success to protect revenue

• Maintain accurate, up-to-date CRM records and deliver reliable forecasts, distinguishing clearly between commit, best case, and pipeline

• Contribute market and competitive feedback that informs product roadmap, packaging, and pricing decisions

What You'll Bring

• 5+ years of experience selling into pharmaceutical and/or biotechnology…