Director, Pipeline Development
ONI
Summary
Own ONI's top-of-funnel commercial engine and build the qualified pipeline required to deliver future bookings growth. This leader brings together inside sales, digital marketing, pipeline-focused application specialists, campaigns, events, and market-development execution into one measurable pipeline-generation function.
Job description
Responsibilities
- Lead the Market Development & Pipeline organization with 8 direct reports to establish a disciplined operating engine.
- Deliver sustained growth in weighted and unweighted pipeline across priority markets.
- Establish target-account, outbound, campaign, and event strategies that generate qualified commercial opportunities.
- Drive progression from initial customer engagement through qualified leads.
- Partner with Market Development stakeholders on Bioprocessing and Biodiscovery go-to-market strategies and commercial plays.
- Establish funnel metrics, conversion targets, campaign performance measures, and pipeline reporting.
- Lead reporting managers to develop application-specific messaging, sales tools, proof points, and repeatable commercial plays.
- Ensure qualified opportunities are handed to Sales with a clear customer need, technical fit, buying context, and next action.
- Recruit, coach, and develop a high-performing pipeline-development team.
Candidate profile
- 10+ years of quota carrying sales experience in life-science tools, instrumentation, biotech, or adjacent technical commercial markets.
- Experience leading demand generation, business development, market development, or commercial teams.
- Strong understanding of complex scientific sales funnels and opportunity qualification.
- Demonstrated ability to build and deliver measurable pipeline and improve funnel conversion.
- Comfortable leading across marketing, applications, market development, and sales.
Requirements
- 10+ years of quota carrying sales experience in life-science tools, instrumentation, biotech, or adjacent technical commercial markets.
- Experience leading demand generation, business development, market development, or commercial teams.
- Strong understanding of complex scientific sales funnels and opportunity qualification.
- Demonstrated ability to build and deliver measurable pipeline and improve funnel conversion.
- Comfortable leading across marketing, applications, market development, and sales.
Benefits
- Flex PTO
- 11 Federal holidays
- 4 Wellbeing days
- 401(K)
- Life insurance
- Medical
- Dental
- Vision
- Perks at work program
Company overview
ONI is a biotechnology company focused on developing innovative solutions in the life sciences sector. The company specializes in advanced research and development activities, leveraging cutting-edge technologies to address complex biological challenges. While specific details about ONI's product portfolio are limited, biotechnology companies in this space typically engage in areas such as drug discovery, therapeutic development, or diagnostic technologies. ONI appears to operate within the competitive biotechnology landscape, where companies work to translate scientific discoveries into practical applications that can benefit healthcare and medicine. The company's focus on biotechnology suggests it may be involved in areas like molecular biology, cell therapy, or genetic engineering, contributing to the advancement of medical science through research-driven approaches. As with many biotechnology firms, ONI likely collaborates with academic institutions, research organizations, and pharmaceutical partners to advance its scientific objectives and bring novel solutions to market.