VP, Business Development Ethical Review

Job Summary

The VP, Business Development - Ethical Review (IRB and IBC) is a key sales leader responsible for driving revenue growth, expanding market share, and leading the sales strategy across IRB and IBC service and product lines. This role oversees a national sales organization, including business development and strategic partnerships. This role will work closely with the Chief Growth Officer and other senior leaders to align sales initiatives with corporate objectives and ensure the delivery of innovative, data-driven solutions to clients in the life sciences sector.

Essential Duties/Responsibilities

• Develop and execute a comprehensive sales strategy to achieve revenue and growth targets across pharmaceutical, biotech, and clinical research organization (CRO) markets.
• Lead, mentor, and scale a high-performing sales team, including Vice Presidents, Directors, and Business Development professionals.
• Collaborate with Marketing, Product, and Operations to align go-to-market strategies and ensure seamless client experiences.
• Build and maintain strong relationships with key clients, industry stakeholders, and strategic partners.
• Monitor sales performance metrics, pipeline health, and forecasting accuracy; implement corrective actions as needed.
• Leverage proprietary data assets and market intelligence to inform sales strategies and client solutions.
• Build and maintain strong relationship with GM-Ethical Review to ensure sales strategy is aligned to overall business goals and revenue targets.
• Owns sales playbooks, messaging frameworks, account coverage, KPIs, pipeline review, monthly forecasts and quarterly business reviews.
• Partner closely with the Chief Marketing Officer to define account-based marketing plan.
• Partner closely with the Global Account Team Leads, Sales Operations, Client Experience, Legal, Finance and Human Resources.
• Represent the company at industry conferences, client meetings, and executive briefings.
• Partner with Human Resources and Compensation to define role levels, salary bands, and incentive structures for the sales organization.
• Contribute to the development and launch of new services and solutions based on market needs and client feedback.
• Drive strong employee engagement through a culture of accountability, empowerment, and mentorship/coaching.

Qualifications/Experience

• 10+ years of commercial leadership, including managing teams selling enterprise services or clinical research solutions.
• At least 5 years in a senior commercial role within pharmaceutical services, CROs, or other life sciences businesses.
• Minimum of 5 years managing direct reports.
• Proven track record of exceeding revenue targets and scaling sales organizations.
• Deep understanding of the clinical trial ecosystem, regulatory environment, and pharmaceutical commercialization lifecycle.
• Strong strategic thinking, analytical, and financial acumen.
• Demonstrated experience leading organizational transformation.
• Operates with a client centric mindset, holds self and team accountable for results.
• Is a team player and comfortable working in a matrix environment.
• Exceptional leadership, communication, and stakeholder management skills.

Supervisory Responsibilities

Overall responsibility of management including direction, coordination, performance, and evaluation of the assigned team and staff. Responsibilities include training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

Travel Requirements

20-50%