Sales Director, Life Sciences

mpathic

6d•$250,000 - $300,000•Remote

About The Position

mpathic is seeking a quota-carrying Sales Director, Life Sciences, to win new business with pharmaceutical and biotech sponsors and CROs. The role sells mpathic’s platform, supported by expert-led clinical services, for clinical-trial monitoring, fidelity and safety review, and data quality. The seller owns a quota and target-account portfolio, develops and manages pipeline, leads complex enterprise sales from discovery through contracting, and builds senior relationships with clinical and scientific buyers. The position also drives renewals and account expansion, develops CRO and technology partnerships, and shares market and customer feedback to help shape the Life Sciences go-to-market approach and sales playbook. The role reports to the Co-Founder & Chief Business and Innovation Officer (CBIO), who leads the Life Sciences business. It is a U.S.-based remote position; candidates must reside in the United States and be authorized to work in the U.S. full-time. Visa sponsorship is not available. Travel may be required up to 30%. The stated location preference is San Francisco or the West Coast.

Requirements

At least 7 years of enterprise B2B sales experience selling software or services.
Experience selling to life sciences organizations from the vendor side, such as at an eCOA, CRO, EDC, or other clinical technology provider.
Track record of closing complex, multi-stakeholder deals with clinical and scientific buyers and meeting or exceeding quota.
Understanding of how clinical trials run, including study start-up, vendor selection, and sponsor–CRO relationships.
Comfort selling SaaS alongside expert-led services.
Ability to speak credibly with clinical operations, medical, quality, and executive leaders.
Strong discovery, negotiation, and forecasting skills, with disciplined pipeline and CRM management.
Self-directed and collaborative working style.
Must reside in the United States and be currently authorized to work in the United States on a full-time basis; visa sponsorship is not available.
Comfort with customer and industry-event travel, up to 30%.

Nice To Haves

Experience in CNS, psychiatry, mental health, or psychedelic research.
Experience selling AI, data, or analytics solutions.
Existing relationships with sponsors and CROs.
Familiarity with clinical-trial quality and compliance expectations, including Good Clinical Practice and 21 CFR Part 11.
Curiosity about psychedelic and CNS research, AI safety, and behavioral science.
Interest in working at an early-stage, remote-first company with a mission to make AI safer for people.

Responsibilities

Own a quota and target-account portfolio across pharmaceutical and biotech sponsors and CROs, and forecast against the Life Sciences bookings target in partnership with the CBIO.
Sell mpathic’s platform and expert-led clinical services for trial monitoring, fidelity and safety review, and data quality across studies.
Build and execute account plans, identify relevant stakeholders, and engage multiple stakeholders across target organizations.
Build and manage pipeline targeting 3x coverage through outbound activity, networking, CRO and technology partners, and industry conferences.
Conduct weekly pipeline reviews, maintain accurate forecasts and account notes in the shared CRM, and report on pipeline health, win rates, sales-cycle length, and revenue performance.
Lead strategic opportunities through complex, multi-stakeholder sales cycles from first meeting to signed contract.
Lead discovery to understand study design, endpoints, risks, monitoring needs, and success criteria.
Navigate sponsor and CRO procurement, vendor qualification, security, quality, legal, and compliance reviews.
Develop proposals, SOWs, and pricing within the Life Sciences pricing framework; partner with Solutions Architects, clinical experts, and Product on demos and RFP responses; and lead negotiation and contracting with the CBIO.
Build senior relationships with clinical operations, clinical development, and medical leaders, and communicate credibly about clinical-trial monitoring, therapy and rater fidelity, and safety detection.
Drive renewals and expansion into new studies, programs, and therapeutic areas with current customers.
Partner with the VP of Product Success and the TPM and execution team to support smooth handoffs from sales to delivery.
Build CRO and technology partnerships that create referral and co-selling channels.
Share market, competitor, and customer feedback with the CBIO, Life Sciences marketing, and Product.
Help refine Life Sciences messaging, the sales playbook, and ideal customer profiles, including expansion beyond CNS into broader psychiatry and other therapeutic areas.
Learn mpathic’s Life Sciences offerings, customers, and delivery model; shadow customer conversations and active studies; and develop an account plan and target list while beginning to generate qualified pipeline.
Meet or exceed quota, maintain a well-qualified pipeline at 3x coverage, close new logos, establish at least one referral or co-selling partnership, and help build the Life Sciences sales playbook.