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. 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.
Articulate 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)
Build and expand relationships across customer organizations at the most senior levels, from individual contributors to C-suite executive sponsors.
Partner with Delivery Management to ensure smooth handoff from sales to delivery and continuity of scientific context across the team's accounts.
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
Prominent 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
Prominent track record of leading and coaching 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