Director, Scientific Solutions

Role Overview

• 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
• 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
• 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
• Relentlessly identify and close expansion opportunities across new labs, instruments, geographies, sites, and use cases within existing accounts — directly and through the team
• 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
• 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/STD
• A culture of continuous improvement where you can grow your career and get coaching