Director, Business Development

DistillerSR Inc.; Ottawa; Hybrid; CAD 206,000 - 234,000; Full time

Benefits offered by this job

Flexible work hours

Benefits coverage from Day One

Winter holiday shutdown

Three weeks vacation

Wellness reimbursement

Professional development support

Career growth opportunities

Kanata North Tech Park culture

Job summary

DistillerSR Inc. is seeking a seasoned Director of Business Development to drive revenue through new logos and strategic expansion with enterprise customers. You will lead complex deals, manage the full sales cycle, and align internal teams to accelerate growth.

You will own pipeline, build account plans, and collaborate with Customer Success, Solutions, and Professional Services to win big opportunities. Occasional travel to customer sites and events is expected. Remote-friendly Canada.

Qualifications

• 8+ years of enterprise business development experience, preferably in life sciences research market.
• Experience selling to medical device manufacturers and/or pharmaceutical companies.
• Proven track record of meeting or exceeding business development targets in a complex enterprise environment.
• Ability to manage multiple vertical markets and consistently meet activity and pipeline targets.
• Excellent client-facing, written, verbal and presentation skills.
• Demonstrated negotiation skills.
• Strategic thinker capable of shaping account strategy and managing deal details.
• Results-oriented with revenue targets

Responsibilities

• Own and deliver net new ARR targets on a monthly, quarterly, and annual basis.
• Manage and lead complex enterprise deals through the full deal cycle, from prospecting through close.
• Maintain disciplined pipeline management and CRM hygiene.
• Serve as commercial lead for existing customers within the ICP, expanding relationships and resolving escalations.
• Develop and execute strategic account plans.
• Independently generate and cultivate a robust pipeline of qualified opportunities using market insight.
• Direct and advise internal stakeholders throughout enterprise pursuits.
• Collaborate with Business Development team members and participate in weekly meetings.
• Travel intermittently for customer meetings, trade shows, and conferences.

Skills

Enterprise sales

SaaS sales

Account management

Negotiation

Strategic thinking

CRM Salesforce

Pipeline management

Cross-functional collaboration

Tools

Salesforce

Job description

Open to remote in Canada or Hybrid (Ottawa, ON)

About us:

Behind every innovative new medical device, new healthcare policy, and research into new treatments, there’s a literature review. At DistillerSR Inc., we’re changing the way that scientific research is conducted. Founded in 2008, DistillerSR is the world’s leading AI-enabled workflow automation and evidence management platform for streamlining the production of critical literature-based health research. DistillerSR is used by 80% of the top 10 global medical device and pharmaceutical companies to inform life-changing product research, prepare regulatory submissions and to monitor for safety issues with medical products once in market.

At DistillerSR, we have three core values: Always Leading, Always Innovating, and Always Trusted. Our amazing team lives these values every day and our customers trust us to bring them innovative, world-leading solutions that power their important work.

The Role:

Reporting directly to the VP, Business Development, the Director’score function is to generate revenue via both net new customer acquisition and strategic expansion across an assigned existing customer base. This is a strategic hunting role. The ideal candidate is a seasoned professional with demonstrated success in prospecting new accounts and developing key accounts at the enterprise level. They communicate complex concepts clearly to diverse audiences, bring a growth mindset, and build positive, collaborative relationships with colleagues and stakeholders across the company.

Duties and Responsibilities:

• Own and deliver net new ARR targets on a monthly, quarterly, and annual basis
• Manage and lead complex enterprise deals through the full deal cycle, from prospecting through close
• Maintain disciplined pipeline management and CRM (Salesforce) hygiene
• Serve as commercial lead for existing customers within our ideal customer profile (ICP), expanding relationships and resolving escalations
• Develop and execute strategic account plans
• Independently generate and cultivate a robust pipeline of qualified opportunities, using market insight and strategic outreach to target high‑value accounts.
• Direct and advise internal stakeholders (Customer Success, Solution Consultants and Professional services) throughout enterprise pursuits
• Collaborate with fellow Business Development team members and participate in weekly business development meetings
• Travel intermittently for customer meetings, trade shows, and conferences

Note: Duties are not limited to those listed above. Additional duties may be assigned as required. Where possible, the employee will be consulted before significant changes to these duties.

Required Qualifications

• 8+ years of enterprise business development experience, preferably in the life sciences research market
• Experience selling to medical device manufacturers and/or pharmaceutical companies
• Proven track record of meeting or exceeding business development targets in a complex enterprise
• environment
• Ability to manage multiple vertical markets and consistently meet activity and pipeline targets
• Excellent client‑facing, written, verbal and presentation skills
• Demonstrated negotiation skills
• Strategic thinker who is equally comfortable shaping account strategy and managing the details needed to
• move opportunities through the deal cycle
• Results‑oriented and motivated by achieving and exceeding revenue targets

Preferred Qualifications

• Experience selling SaaS solutions
• Experience in a regulated industry (e.g., ISO, GAMP, FDA)

Compensation

For candidates based in Canada, the expected OTE range is $206,000 - $234,000 CAD.

Compensation is determined based on factors such as experience, skills, and overall fit for the role. If you’re excited about the opportunity but the listed salary range doesn’t fully align with your expectations, we still encourage you to apply. We’re open to discussing a competitive package that reflects your background and expertise.

We're a dynamic and innovative B2B SasS firm who leads in our market and we're looking for agile, growth‑minded individuals who want to join and make a positive impact doing purposeful work. We offer:

• Flexible work hours and work arrangements
• Benefits coverage from Day One
• Annual winter holiday shutdown
• Three weeks vacation
• Wellness reimbursement
• Professional development support
• Career growth opportunities
• Great culture working in the heart of the Kanata North Tech Park

As part of our recruitment process, we may utilize artificial intelligence tools to support or assist the review of applications. These tools may help us identify candidates whose qualifications best match job requirements.

DistillerSR Inc. is committed to providing a respectful, welcoming, and inclusive work environment where every single employee can bring their full self to work, thrive, and be successful. Please let us know if you need any accommodation during the recruitment process.