Director, Business Development - OptymEdge

Overview

Job Title:

Director, Business Development - Optym Edge

Location:

US - Remote

Optym Edge, part of the Emmes Group, develops proven solutions for training and certification of Visual Function Examiners and Visual Acuity Rooms. Optym Edge partners with study teams to provide visual function certification that ensures a high level of quality and consistency for ophthalmic clinical trial data.

Optym Edge is the largest and longest‑standing certification organization in the industry. We pioneered visual acuity certification from conception. Our services have grown to be synonymous with providing the highest level of quality and standardization of clinical trial data.

• Over 2,500 sites certified worldwide, since 1995
• Phase I through post‑marketing experience across anterior segment and retina trials
• Clinical Ophthalmology, Optometry, and clinical trial expertise

The Director of Business Development will drive revenue growth by acquiring new clients and expanding strategic relationships within existing accounts. This role owns the business development strategy and execution for Optym Edge, with a primary focus on biopharmaceutical sponsors and CRO partners conducting ophthalmology clinical trials.

Revenue Growth & Opportunity Ownership

• Own new business development and expansion strategy for Optym Edge services and platforms.
• Drive new logo acquisition and expansion within existing sponsor and CRO relationships.
• Meet or exceed annual bookings targets aligned with Optym Edge growth objectives.
• Develop and execute territory and account‑based sales plans.

Strategic Client Engagement

• Build and maintain senior‑level relationships with biotech, pharmaceutical, and CRO stakeholders.
• Lead executive‑level discussions focused on clinical strategy, operational value, and long‑term partnerships.
• Position Optym Edge's differentiated ophthalmology capabilities to win competitive opportunities.

Win Strategy & Deal Execution

• Own opportunity qualification, deal strategy, pricing approach, and commercial positioning.
• Develop tailored win strategies for priority opportunities.
• Partner with Solutions Specialists for product demonstrations, workflow discovery, pilots, and technical validation.
• Lead proposal strategy, bid defenses, and contract negotiations.

Cross‑Functional Collaboration

• Work closely with cross‑functional teams to ensure accurate representation of capabilities and capacity.
• Partner with Customer Success to ensure smooth handoff post‑sale and support renewal and expansion strategies.
• Collaborate with Commercial Operations to maintain CRM discipline, forecasting accuracy, and pipeline visibility.

Pipeline & Commercial Discipline

• Maintain a robust and accurate pipeline using CRM tools (e.g., Salesforce).
• Provide regular reporting on pipeline status, bookings forecast, market trends, and competitive intelligence.
• Ensure consistent sales process execution and data quality across opportunities.

Leadership & Representation

• Represent Optym Edge at industry conferences, sponsor meetings, and key client engagements.
• Contribute insights to overall Optym Edge commercial strategy and growth planning.
• Support mentoring and development of junior BD or commercial resources as the team scales.

• Bachelor's Degree in Scientific, life sciences, or business‑related field OR a Master's Degree in Scientific, life sciences, or business‑related field
• 8–12 years of experience in business development or strategic sales within CRO services, life sciences, or clinical technology
• Proven success selling services and/or platforms to biotech, pharmaceutical, and CRO clients
• Demonstrated experience managing complex, multi‑stakeholder sales cycles
• Strong understanding of clinical trials and eClinical solutions (e.g., EDC, eCOA, RTSM, imaging, endpoint services)
• Experience working cross‑functionally with technical, operational, and customer success teams
• Strong executive‑level communication, negotiation, and relationship‑building skills
• Ability to develop and execute strategic account and territory plans
• Strong commercial judgment around pricing, deal structure, and opportunity prioritization
• Disciplined approach to pipeline…