About the role
Arcadia is dedicated to happier, healthier days for all. We believe that there is a better healthcare world – one powered by data. Our platform transforms complex, diverse data into a unified foundation for health, helping organizations deliver better care, boost revenue, and lower costs.
We're a team of fiercely driven individuals committed to making healthcare more sustainable—and we're looking for passionate people to help us get there.
For more information, visit arcadia.io.
Why this role is important to Arcadia
Arcadia is building a direct-to–Life Sciences commercial function as a strategic growth pillar of the company. The Director, Business Development - Life Sciences is an individual contributor seller responsible for building and closing enterprise relationships with pharmaceutical and biotechnology companies within an assigned account territory.
This is a true end-to-end selling role. You will prospect and develop new opportunities, lead discovery conversations with scientific and commercial stakeholders, scope and price solutions, negotiate contracts, and partner closely with internal teams to ensure successful delivery and long-term client satisfaction.
This role is designed for a life sciences seller with fluency in real-world data, analytics, and evidence-based solutions—someone who understands how pharma organizations buy across the development lifecycle and who wants to build a durable book of business inside Arcadia's growing direct Life Sciences sales organization.
What Success Looks Like
In 3 months
Build a deep understanding of Arcadia's Life Sciences data, solutions, operating model, and delivery capabilities
Establish credibility and working rhythm with Product, Data, Ops, Delivery, Legal, and Finance
Build a qualified pipeline within your assigned account territory, leveraging existing relationships and Arcadia's differentiated data assets
Complete onboarding on Arcadia's Life Sciences value narrative, competitive positioning, and pricing framework
In 6 months
Advance a meaningful, qualified pipeline aligned to pharma planning and budgeting cycles
Close at least one deal or be in late-stage contracting on priority opportunities
Demonstrate strong deal scoping discipline with smooth handoffs into delivery
Maintain accurate CRM hygiene and deliver a reliable forecast to your manager
In 12 months
Consistently attain quota with a 3-5x quota, well-qualified pipeline across your territory
Close multiple deals with clear expansion potential, including at least one multi-year or enterprise agreement
Build strong relationships with scientific, commercial, and procurement stakeholders where Arcadia is viewed as a trusted partner
Provide market feedback that influences packaging, pricing, or roadmap prioritization
What You'll Be Doing
PROSPECT AND BUILD A QUALIFIED LIFE SCIENCES PIPELINE
Proactively build pipeline in a green-field or assigned Life Sciences territory using conference presence, publication monitoring, thought leadership networks, hunting via warm and cold outreach, leveraging of BDR Team, and CRO or consultancy partnerships
Identify and prioritize high-probability targets using a defined ideal customer profile: company size, therapeutic area focus, pipeline stage, and recent approvals
Map multi-threaded stakeholder ecosystems across R&D, HEOR, medical, market access, and commercial teams at target accounts
Maintain rigorous pipeline hygiene using a defined qualification methodology (e.g., MEDDIC, MEDDPICC, or BANT) to advance or deprioritize opportunities
LEAD SOLUTION SELLING ACROSS THE PHARMA DEVELOPMENT LIFECYCLE
Lead discovery conversations across early research, clinical development, HEOR/RWE, market access, and commercial analytics
Translate complex client needs into well-scoped solutions that balance data, analytics, services, and delivery realities
Guide clients toward use cases where Arcadia can deliver outsized value, not lowest-friction data transactions
Align solutions to client budgeting and planning cycles, including annual and multi-year funding processes
CONDUCT CONSULTATIVE, VALUE-BASED SELLING
Lead structured discovery that surfaces business problems and internal success metrics before any product discussion
Build ROI and business cases using the customer's own metrics and language, validated by the scientific or commercial champion
Adapt selling approach and content to the buyer persona and Use Case - modulating message and proof points accordingly
NEGOTIATE AND CLOSE COMMERCIAL AGREEMENTS
Structure enterprise data agreements—licensing, DUAs, MSAs, usage-based pricing—that protect margin while delivering clear buyer value
Exercise strong commercial judgment on deal structure, pricing, and scope, with a clear negotiating position and walk-away point on every deal
Respond to procurement pressure by re-anchoring to validated scientific and commercial value rather than discounting immediately
Own the full lifecycle:
Opportunity qualification
Solution design and scoping
Proposal and SOW development
Pricing and commercial structuring
Contract negotiation and close
Partner closely with legal, finance, and leadership to finalize terms efficiently
COLLABORATE ACROSS TEAMS AND MAINTAIN FORECAST DISCIPLINE
Partner effectively with data science, medical, product, legal, and delivery teams to configure and present solutions that meet complex customer requirements
Orchestrate internal resources without over-committing them, and manage a clean handoff to delivery and customer success to protect revenue
Maintain accurate, up-to-date CRM records and deliver reliable forecasts, distinguishing clearly between commit, best case, and pipeline
Contribute market and competitive feedback that informs product roadmap, packaging, and pricing decisions
What You'll Bring
5+ years of experience selling into pharmaceutical and/or biotechnology companies, ideally in a quota-carrying, individual contributor role
Demonstrated success selling data-, analytics-, or evidence-driven solutions (RWD, RWE/HEOR, clinical analytics, or adjacent offerings)
Deep working knowledge of Life Sciences functional area—HEOR, Medical Affairs, Clinical Development, or Payer/Market Access—including how that function makes decisions and purchases data and analytics solutions
Proven ability to engage scientific buyers (PhDs, MDs, biostatisticians, epidemiologists) with credibility on methodology, study design, and data fit-for-purpose
Experience structuring and negotiating enterprise data licensing agreements, including DUAs, MSAs, and usage-based pricing models
A disciplined approach to pipeline management and forecasting, using a defined qualification methodology
Strong cross-functional collaboration skills and comfort operating in a build-mode commercial environment
Would Love For You To Have
Existing senior relationships within pharma or biotech that can accelerate early pipeline development
Familiarity with FDA RWE Framework, EMA guidance, or ISPOR methodology standards
Experience selling into more than one Life Sciences functional area (e.g., both HEOR and Medical Affairs)
Active presence in relevant industry conferences (ISPOR, ASCO, ASH, DIA, AMCP) and referral relationships with CROs or HEOR consultancies
MEDDIC or MEDDPICC certification, or equivalent formal sales methodology training
What You'll Get
Arcadia brings a rare advantage to Life Sciences: a market-leading, scaled payer and provider platform as its foundation
For more than a decade, Arcadia has been the trusted data and analytics partner to health systems, physician groups, and payers nationwide. That core business provides deep, longitudinal clinical and claims data, embedded clinical workflows, and durable relationships across the healthcare ecosystem
Building on this foundation, Arcadia has assembled a large, de-identified real-world dataset combining claims and clinically rich EHR data sourced directly from provider systems. The result is a longitudinal, research-grade asset with depth and clinical context that is difficult to replicate through aggregation alone
Life Sciences is a strategic pillar built on this foundation. Arcadia has made a deliberate, multi-year investment in:
Purpose-built real-world data assets
Clinically connected solutions that link insight back into provider workflows
A growing research and collaboration ecosystem to expand data use rights
Dedicated leadership, product, data, and operational resources
The opportunity is to sell—and help shape—solutions that connect data, analytics, and real-world clinical activation across the pharma development lifecycle, backed by enterprise credibility and executive commitment
This role is a founding, hands-on commercial leadership role, accountable for building the direct Life Sciences revenue engine, and deeply involved in shaping deals, messaging, and market positioning
This role is not a channel-only or account maintenance role, a narrowly scoped quota-carrying role with a fixed playbook, and insulated from product, delivery, or execution realities
About Arcadia
Arcadia.io helps innovative providers and payers across the country transform healthcare to reduce cost while improving patient health. We do this by aggregating large amounts of disparate data, applying algorithms to identify opportunities to provide better patient care, and making those opportunities actionable by physicians at the point of care in near-real time. We are passionate about helping our customers drive meaningful outcomes. We are growing fast and have emerged as a market leader in the highly competitive population health management software market and have been recognized by industry analysts KLAS, IDC, Forrester, and Chilmark for our leadership. For a better sense of our brand and products, please explore our website.
Protect Yourself
If you have concerns about the authenticity of a job offer or recruitment-related communication claiming to be from Arcadia, we encourage you to verify by contacting us directly at (781) 202-3600 and select option 3. For more information, visit our website.
This position is responsible for following all Security policies and procedures in order to protect all PHI under Arcadia's custodianship as well as Arcadia Intellectual Properties. For any security-specific roles, the responsibilities would be further defined by the hiring manager.