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.
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.
- 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
- 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
- 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
- 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 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
- 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
- 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
- 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
PROSPECT AND BUILD A QUALIFIED LIFE SCIENCES PIPELINE
LEAD SOLUTION SELLING ACROSS THE PHARMA DEVELOPMENT LIFECYCLE
CONDUCT CONSULTATIVE, VALUE-BASED SELLING
NEGOTIATE AND CLOSE COMMERCIAL AGREEMENTS
COLLABORATE ACROSS TEAMS AND MAINTAIN FORECAST DISCIPLINE
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
Skills Required
- 5+ years of experience selling into pharmaceutical and/or biotechnology companies
- Experience in a quota-carrying individual contributor sales role
- Demonstrated success selling data, analytics, or evidence-driven solutions such as RWD, RWE, HEOR, or clinical analytics
- Deep working knowledge of HEOR, Medical Affairs, Clinical Development, or Payer/Market Access
- Ability to engage scientific buyers, including PhDs, MDs, biostatisticians, and epidemiologists, with credibility in methodology, study design, and data fit-for-purpose
- Experience structuring and negotiating enterprise data licensing agreements, DUAs, MSAs, and usage-based pricing models
- Disciplined pipeline management and forecasting using a defined qualification methodology
- Strong cross-functional collaboration skills and comfort working in a build-mode commercial environment
- Existing senior relationships within pharmaceutical or biotechnology companies
- Familiarity with FDA RWE Framework, EMA guidance, or ISPOR methodology standards
- Experience selling into multiple Life Sciences functional areas, such as HEOR and Medical Affairs
- Active presence at relevant industry conferences and referral relationships with CROs or HEOR consultancies
- MEDDIC or MEDDPICC certification, or equivalent formal sales methodology training
Arcadia Compensation & Benefits Highlights
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Healthcare Strength — Health coverage is advertised as comprehensive from day one, including medical, dental, vision, and employer‑paid life and disability. HSA/FSA options, mental‑health resources, and fitness/wellness programs are also included.
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Parental & Family Support — Generous paid parental leave is highlighted alongside family supports such as fertility benefits, childcare/dependent‑care FSA, and family medical leave. Company materials and third‑party profiles also note adoption/surrogacy assistance.
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Leave & Time Off Breadth — Flexible or unlimited PTO, company holidays, wellness days, and remote‑friendly flexibility are emphasized. Observations note that time‑off policies are a notable part of the package, with flexibility featured across materials.
Arcadia Insights
What We Do
Arcadia is a leading healthcare data analytics platform that helps payers and providers turn complexdata into actionable insights. In turn, payers and providers can focus on what matters most — whether that’s patient outcomes, operational efficiencies, or financial performance. Arcadia partners with many of the nation’s top healthcare organizations and empowers its teams to drive real-world impact through innovation, collaboration, and a shared mission to transform healthcare. For more information, visit arcadia.io.
Why Work With Us
Arcadia is transforming healthcare through data, helping organizations see the full picture of human health and improve outcomes. Our culture celebrates curiosity, collaboration, and growth. We’re passionate problem solvers and lifelong learners driven by purpose, innovation, and a shared commitment to a healthier future for all.
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Arcadia Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Arcadia is a remote first company with offices in Boston, MA and Arlington, VA. Employees enjoy the flexibility of working remotely while still having the option to collaborate in person, with teams coming together regularly for onsite gatherings.
