Director, Business Development - AI Products

Key Responsibilities

• Drive New Business: Identify and secure new commercial opportunities with Life Sciences partners for Tempus’s AI Products business unit, with a focus on our AI and technology portfolio solutions in the imaging and genomics space, including digital pathology
• Consultative, Value-Based Selling: Move beyond feature-based selling to articulate a compelling "Why Tempus?" narrative. Focus on the partner’s critical business pain and quantify the transformational impact our solutions deliver
• Strategic Account Planning: Become an expert in the partner’s strategy, pipeline and portfolio to proactively determine opportunities where our AI and technology solutions could be leveraged for solving key client challenges
• Relationship Management: Build and maintain relationships with key executives, strategy and innovation leads, clinical development heads, and program and assets teams
• Rigorous Deal Qualification and Sales Execution: Qualify opportunities, ensuring a focus on deals with a high probability of success. You will be expected to identify and engage the Economic Buyer early, build and test champions, and understand the complete decision and contracting process
• Team-Based Selling: Collaborate closely with internal teams including Product, Engineering, AI Scientists, and Medical teams to present tailored solutions as a unified front to the customer, ensuring technical buy-in and smooth contract execution
• Pipeline Management: Build and manage a robust sales pipeline in SFDC, providing accurate forecasting and consistently meeting or exceeding revenue targets

Qualifications & Experience Required

• 5+ years of demonstrated success in a business development or enterprise sales role within the Life Sciences, biopharma, or health-tech industries
• Background or strong knowledge of oncology, science, or medical fields
• Deep understanding of the pharmaceutical R&D and commercialization lifecycle
• Kind, collaborative, and agile teammate with a desire to tackle and solve meaningful problems within the digital pathology, oncology, and biopharma space
• Proven track record of exceeding annual sales targets and experience closing complex, multi-year partnerships, service or platform deals
• Demonstrated ability to establish credibility and build trusted relationships with clients
• Outstanding communication and presentation skills, with the ability to engage credibly with scientific and executive-level audiences
• Proactive and adept problem solver with strong prioritization, execution, and critical thinking skills

Preferred

• Existing relationships within top 20 pharmaceutical companies
• Experience working in the Digital Pathology and/or modern AI fields (eg, understanding of Foundation Models, AI development)