What are the responsibilities and job description for the BDM with Contract research focus position at Startup Runway?
Company Description
At Startup Runway, we are your launchpad for innovation and business growth. We understand the unique challenges that startups face on their journey towards global success. Our mission is to foster and accelerate startups, helping them reach new heights in the business world. Our incubator provides startups with a collaborative environment to work in, with access to a range of resources, corporate partners, investors, and industry experts to help startups succeed and grow.
Qualifications
- Business Development, Sales, and Account Management skills
- Market Research and Analytical skills
- Strong negotiation, communication, and presentation skills
- Relationship-building and networking skills
- Experience in contract research and the ability to understand technical aspects of the projects
- Excellent organizational and project management skills
- Bachelor's degree in Business, Marketing, or a related field
- Experience in the startup ecosystem is a plus
About the Role
Our client, a leading Contract Research Organization (CRO) in life sciences, pharmaceuticals, and new drug discovery, is seeking a Business Development Manager to expand its U.S. client base and drive revenue growth through strategic partnerships and outsourcing engagements.
Key Responsibilities
Pipeline Generation: Identify, qualify, and develop net-new client opportunities across life sciences, pharmaceuticals, and research organizations in the U.S. market.
Client Engagement: Build and nurture relationships with key decision-makers; lead outreach campaigns, discovery meetings, and executive-level presentations; represent the company at industry conferences and networking events.
Deal Closure: Manage the entire sales cycle — from initial contact through capability presentation, proposal, pricing, negotiation, and contract execution.
Strategic Collaboration: Work closely with leadership, technical, and R&D teams to develop tailored proposals, respond to RFPs/RFQs, and align project scopes with client requirements.
Market Positioning: Promote the organization’s contract research and life sciences services to sponsors, research institutions, and industry stakeholders through strategic representation and thought leadership.
CRM Discipline: Maintain accurate and detailed records of client interactions, pipeline progress, and opportunity status within the CRM system.
Required Skills & Experience
4–8 years of business development or sales experience within a Contract Research Organization (CRO) — Contract Research experience is mandatory.
Proven track record of end-to-end deal ownership and successful closures with sponsors, research organizations, or life sciences companies.
Strong network within the life sciences, pharmaceutical, and research outsourcing ecosystem, with relationships to leverage.
Exceptional communication, negotiation, and presentation skills with executive stakeholders.
Strong understanding of research outsourcing, clinical workflows, and the sponsor–CRO business model.
Self-motivated, results-driven professional who thrives in independent roles.
Willingness to travel for client meetings, conferences, and industry events.
Proficiency in CRM systems (e.g., Salesforce, HubSpot) and digital collaboration tools.
Bachelor’s degree in Life Sciences, Business, or related discipline (MBA preferred).
This Role May Not Be a Fit If You:
Prefer a fully established sales structure with inbound leads and predefined playbooks.
Are not comfortable building pipeline and sales processes from the ground up.
Lack experience in Contract Research or connections in the life sciences and drug discovery space.
Prefer account management over sourcing and closing new business.
Do not thrive under measurable revenue targets and independent accountability.