Director, Scientific Solutions

The Role

The Director, Scientific Solutions is a senior leadership role born from a deliberate strategic choice: the most effective way to sell and scale TetraScience's Scientific Data and AI Cloud is to have a leader who can credibly do both — win the scientific and technical confidence of the customer and own the commercial relationship through close collaboration with the team.

No separate Account Executive needed. This is not a traditional sales-management role with a presales overlay. The Director owns the most strategic accounts in the region personally while building, coaching, and holding accountable a team of Scientific Solutions Partners.

You will set commercial strategy for your territory, model the full customer engagement — from prospecting and discovery through technical solutioning, proof-of-concept, RFP response, and close — and remain accountable for the health, expansion, and renewal of the book of business alongside Delivery Management.

What You'll Do

• Leadership & Team Development

  • Help to hire, develop, and retain a high-performing team of Scientific Solutions Partners; set clear performance expectations and coach to both scientific credibility and commercial rigor.
  • Establish and reinforce the operating cadence of the team — pipeline reviews, deal inspection, forecasting discipline, and account planning.
  • Coach team members through complex, technical, multi-stakeholder sales cycles, modeling best practice on your own strategic accounts.
  • Serve as an escalation point and executive sponsor for the team's most important customer relationships and competitive situations.
  • Foster a culture aligned to The Tetra Way — scientific depth, customer obsession, accountability, and high standards.

• Scientific & Technical Engagement

  • Personally lead technical discovery on strategic accounts and raise the bar for how the team understands each customer's lab data landscape — instruments, data formats, informatics stack, and data science ambitions.
  • Design and present compelling solution architectures aligned to specific scientific use cases (e.g., ADMET assays, FPLC/UPLC chromatography, bioassay data harmonization, AI training datasets), while ensuring the team can do the same.
  • Champion leading with demos of actual software aligned to each customer's main value levers.
  • Direct and quality-assure proof-of-concept and proof-of-value engagements across the team, partnering with TetraScience scientific data architects to deliver credible, high-quality demonstrations of the Tetra Scientific Data Foundry's capabilities.
  • Own RFP technical strategy end-to-end for marquee opportunities, and set the standard for how the team synthesizes platform capabilities, scientific use cases, and customer-specific requirements into compelling, accurate submissions.
  • Own the medallion data architecture in scientific and business terms: how bronze (raw scientific data), silver (harmonized Tetra Data), and gold (analysis-ready datasets) each create value, and how TetraScience's AI-native layer accelerates scientific outcomes.
  • Keep the team current on the scientific and informatics landscape — relevant assay workflows, instrument vendors, SDMS/ELN/LIMS/analytical software integrations, and AI/ML use cases in drug discovery and development.

• Commercial Ownership

  • Own the territory commercial strategy and number; build and manage a rigorous, accurate team pipeline with consistent forecasting and visibility to leadership.
  • Personally prospect, qualify, and close strategic flagship accounts while driving the team's broader pipeline generation in alignment with the TetraScience go-to-market strategy.
  • Manage and coach the full sales cycle from discovery through contracting, using modern sales methodologies (MEDDIC, MEDDPICC, Force Management, or similar).
  • Partner with Delivery Management to ensure smooth handoff from sales to delivery and continuity of scientific context across the team's accounts.
  • Represent TetraScience at industry conferences, seminars, and customer events as a senior, scientifically credible voice.
  • Contribute customer and market insights back to product, marketing, and science teams to inform roadmap and messaging.
  • Help develop compelling content — case studies, solution briefs, demo narratives — that advances the category and enables your team.

Requirements

• Advanced degree in a life science, chemistry, or engineering discipline preferred (MS or PhD); equivalent practical experience considered

• 12+ years of combined scientific, technical, and commercial experience in life sciences software, laboratory informatics, scientific data infrastructure, or adjacent domains

• Demonstrated leadership experience — managing, coaching, or formally leading sales/solutions professionals, or strong evidence of player-coach leadership and the readiness to build and run a team

• Proven track record of personally owning and closing enterprise deals while elevating the performance of others around you

• Direct experience in pharma, biotech, or CRO/CDMO environments — as a scientist, scientific software professional, or sales/solutions professional serving these customers

• Demonstrated ability to lead and coach complex technical sales cycles in enterprise SaaS or scientific software, including POC design and execution and RFP ownership

• Deep familiarity with laboratory workflows and data: you understand what it means when a customer has 50 instruments generating unstructured data that no one can analyze

• Fluency with scientific data concepts: file formats, instrument connectivity, data harmonization, and the path from raw data to AI-ready datasets

• Experience with modern sales methodologies (MEDDIC, MEDDPICC, Force Management, or similar) and the ability to instill them across a team is very useful but not essential

• Strong executive presence — equally compelling in a whiteboard architecture session, a C-suite business case conversation, and an internal leadership forum

• Ability to travel (approximately 30%) to client sites within assigned region

Benefits

• 100% employer-paid benefits for all eligible employees and immediate family members

• Unlimited paid time off (PTO)

• 401K

• Flexible working arrangements - Remote work

• Company paid Life Insurance, LTD/STDA

• Company culture of continuous improvement where you can grow your career and get coaching