Vice President, Business Development, Pharma

DRFIRST COM INC• US,

9d•$150,000 - $200,000•Remote

About The Position

DrFirst is seeking a quota-carrying executive individual contributor to prospect, negotiate, and close new business with pharmaceutical manufacturers and, occasionally, media agencies. The role owns relationships with strategic targets and personally drives complex deals from initial contact through executed master services agreements, including pricing, proposals, negotiation, and signature. Deals involve multi-six-figure digital media and data programs tied to annual and campaign-based budgets. The position focuses on building new business and market presence, developing a proactive pipeline, and navigating relationships with C-suite and VP-level buyers across brand, media, market access, and digital functions. The Vice President will maintain accurate Salesforce pipeline and revenue forecasts, provide market intelligence on pharma media budgets and competitors, contribute to go-to-market strategy and the Consumer Solutions product roadmap, and collaborate with internal teams on cross-brand programs, marketing, contracts, and deal economics. DrFirst is a remote-first company; the role includes travel for partner executive meetings, industry conferences, and strategic company events.

Requirements

10+ years of quota-carrying enterprise sales or business development experience in healthcare technology, digital health, or pharma media and marketing.
Verifiable history of hunting and closing net-new logos, with references able to speak specifically to building from zero.
Consistent quota overachievement, weighted toward new-logo metrics rather than total book growth.
Deep familiarity with pharmaceutical manufacturer buying processes, brand budget cycles, and the agency ecosystem, including AORs, media agencies, and specialty pharma agencies.
Proven track record of closing deals valued at $1M or more annually.
Consistent quota attainment at 120% or higher in enterprise sales or strategic partnerships.
Experience negotiating complex, multi-stakeholder agreements with C-suite executives.
Ability to influence without authority and drive cross-functional alignment.
Bachelor's degree in Business, Marketing, or a related field.
Exceptional executive presence and communication skills for C-suite audiences.
Outstanding negotiation skills, including experience structuring enterprise-scale agreements involving pricing, contract terms, and performance guarantees.
Expert-level consultative selling skills and ability to develop an ROI story for pharma brand marketers from a patient engagement platform.
Strong business acumen, including financial modeling, ROI analysis, and P&L understanding.
Analytical mindset and experience using data and metrics to inform strategic recommendations.
Excellent relationship-building skills and ability to cultivate trust at executive levels.
Strong command of digital marketing, including mobile, programmatic, point-of-care, and HCP and patient marketing.
Deep understanding of pharma marketing channel economics and indirect go-to-market strategies.
Hunter mentality combined with strategic thinking and disciplined pipeline management.
Resilience and persistence in managing complex, long-cycle enterprise deals.
Strong collaboration skills across organizational levels, with a preference for an individual contributor role over people management.
Experience with CRM systems and enterprise sales methodologies.

Nice To Haves

Prior relationships with pharma brand teams or agency media buyers that could accelerate early pipeline.
Familiarity with e-prescribing, pharmacy benefit, or point-of-care media environments.
Experience in Access, Affordability, and Adherence.
MBA or advanced degree.

Responsibilities

Identify and penetrate net-new pharmaceutical manufacturer accounts and agency holding companies with no prior DrFirst relationship.
Build and maintain a prioritized target account list, with an account thesis, entry point, and timing for each named account.
Build urgency and engage multiple stakeholder levels simultaneously to compress sales cycles.
Own the full sales cycle from first contact through executed MSA, including pricing, proposals, negotiation, and signature.
Develop relationships with C-suite and VP-level buyers across brand, media, market access, and digital functions using a consultative approach.
Engage solutions, product, and legal teams at appropriate points while maintaining deal momentum, and coordinate cross-brand solutions with other DrFirst teams when appropriate.
Maintain current pipeline and revenue forecasts in Salesforce, and accurately report performance against quota.
Serve as an internal authority on pharma digital media budgets, competitor positioning, agency relationships, and buying cycles.
Gather and synthesize market intelligence to inform go-to-market strategy and contribute to the Consumer Solutions product roadmap.
Identify revenue opportunities arising from shifts in pharma marketing spend, regulatory changes, or new digital health channels.
Coordinate with the Consumer Solutions team and other DrFirst business units to present larger cross-brand solutions.
Partner with Marketing on co-marketing programs, thought leadership, and conference presence for pharma brand and agency audiences.
Engage Legal and Finance on complex contract structures, pricing models, and deal economics.

Benefits

Competitive compensation, with a base salary up to $200,000; exact compensation may vary based on skills and experience.
Eligible for commission based on individual performance and quarterly sales results.
Medical, dental, and vision insurance.
401(k) eligibility after 3 months of employment, with a 50% company match on the first 5% of salary contributed and a 3-year vesting schedule.
HSA for eligible employees enrolled in the HDHP, with company contributions up to $500 annually for individual coverage and $1,000 for family coverage.
100% company-paid short- and long-term disability, AD&D, and group life insurance.
Accrued annual PTO: 18 days for the first 3 years of service, increasing thereafter.
7 paid holiday days.
Employee Assistance Program.
Continuing education funds up to $1,500 annually for eligible programs after 1 year of service.
Voluntary benefits including FSA, hospital indemnity, accident, and critical illness insurance.