Business Development Manager

The Role

This is a foundational role for the BD team and you’ll be joining on the ground floor of a business that is helping scale regenerative medicines to as many patients as possible. Having entered the regenerative medicine space only 2 years ago we have already established ourselves as a leader and developed a groundswell of market support in the field. Your job is to take what we’ve proven out and maximise the surface area of opportunity for the company by scaling our Proof of Value (PoV) study framework. This role reports directly to our Co-Founder & CCO, Ignacio.

What you’ll be doing

• Driving top-of-funnel through dogged and creative prospecting through to close. This is a full-funnel role where you will generate your own pipeline. We do not have SDRs or a marketing team yet so you’ll need to apply the hunter mindset that has gotten us the success to date.
• Running discovery with scientific and economic buyers. You'll be across the table from VPs of Manufacturing, Heads of CMC, CEOs and founders and you'll need to be credible with all of them quickly and authentically.
• Selling on value vs price or features. Teams work with us because we buy them time to data, market and scale. If you sell on a feature list or by negotiating against yourself, this isn’t for you.
• Qualifying deeply and killing dead deals fast. We run MEDDPICC-style with go/no-go calls to protect the pipeline. Happy ears will lose you time and opportunities.
• Working with our internal teams and customer teams to design effective proof of value studies that prove the technical fit and the ROI of our platform at a level executives will understand. You’ll keep internal and external teams organised, up to date and running on time. What you learn in the field changes what we build and how we do business. You'll be expected to capture and share insights.
• Working the floor. Conferences, events and dinners are some of our highest ROI activities. You’ll prepare the target list, execute outreach, chase down prospects and earn customer trust by being helpful and helping them succeed with our team and product.
• Going above and beyond to win customers' trust and make their programme succeed. For example, helping your customer find a critical consultant or finding a key supplier for our team to make our offering fit their needs.

What you’ll need to demonstrate

• Multiple years selling complex deals into biotech, cell and gene therapy, bioprocessing, CDMO services, or life-science tools.
• Deal sizes from six to seven figures with multi-stakeholder buying processes.
• A track record of selling an innovation from a company few have heard of. If your numbers came from a brand that opened doors for you, this will be a tough gig.
• High ownership in a low-resource environment. You've built your own lists, written your own decks, built your own ROI models and you’re hungry and willing to do work that sits outside the usual job description.
• Enough scientific fluency to earn trust.
• Willingness to travel up to 40% of time including to the UK, Asia and across the US.
• Rigour under speed. Grit. The hours can be long but you’re driven by the patient impact your work has.