Business Development Executive (US, West Coast)

CBSET; Lexington, Northern (MA, KY); Hybrid; USD 90,000 - 130,000; Full time

Job summary

CBSET is seeking a Business Development Executive to drive new business in MedTech and Biopharma, owning the Western US territory.

The role combines prospecting, technical scoping, and proposal development with a strong emphasis on building durable client relationships and closing opportunities. The position supports CBSET’s expansion in translational research services and operates in a hybrid, travel-ready environment in Lexington, MA (moving to Waltham) with regular travel.

Qualifications

• Bachelor’s degree in life sciences, engineering, or business.
• 5+ years of business development or sales in preclinical CRO/medical devices/biopharma.
• Proven success achieving new-business quotas in complex sales cycles.

Responsibilities

• Identify and prioritize new business opportunities across MedTech and Biopharma.
• Own the full sales cycle for the territory: prospecting, discovery, scoping, proposal development, pricing, negotiation, and closing.
• Develop a deep knowledge of CBSET’s service lines to represent CBSET credibly.
• Build relationships with key decision-makers at medical device and biopharma companies.
• Represent CBSET at industry conferences and trade shows.
• Partner with Marketing to refine positioning and lead generation; provide field feedback.
• Collaborate with Revenue Operations/Proposal Drafting to ensure accurate proposals and contracts.
• Maintain disciplined Salesforce CRM hygiene and accurate forecasting.
• Provide market intelligence to inform service expansion and capacity planning.

Skills

Sales experience

Preclinical CRO / life sciences

Regulatory knowledge (FDA GLPs/EMA)

Salesforce CRM proficiency

Strategic account management

Strong communication

Education

Bachelor's degree in life sciences, engineering, business

Tools

Salesforce CRM

S&OP tools

Job description

REPORTS TO: Director of Business Development / VP of Commercial Operations

LOCATION: Lexington, MA/moving to Waltham, MA Q1 2027 (remote/hybrid, regular domestic travel)

POSITION SUMMARY

The Business Development Executive is responsible for generating new business, specifically CBSET’s footprint with core business in medical device and specialized tox, and in its newer Biopharma business lines for bioanalytical, molecular, and biocompatibility lab services, and expanded tox and pharmacology. This is a front-line, quota-carrying role focused on identifying, qualifying, and closing new opportunities, while building durable client relationships that support long-term growth. The role will own the Western US as a territory.

Range of Base Salary: $90,000 – $130,000 per year + Variable Compensation
Please note, salaries vary within the range based on factors including, but not limited to, experience, skills, education, and certifications.

KEY RESPONSIBILITIES

• Identify and prioritize new business opportunities across MedTech and Biopharma segments, building and managing a qualified pipeline against defined bid volume and revenue targets.
• Own the full sales cycle for the territory: prospecting, discovery, technical scoping in partnership with scientific and technical sales staff, proposal development with the program design team, pricing, negotiation, and closing.
• Develop a deep working knowledge of CBSET’s service lines, including the preclinical translational research services and consulting arm of the business, with sufficient credibility to represent CBSET with customers independently.
• Build and maintain relationships with key decision-makers at medical device and biopharma companies, from emerging academic spinouts through large strategic accounts.
• Represent CBSET at industry conferences and trade shows to build brand awareness and generate qualified leads.
• Partner with Marketing to refine positioning, messaging, and lead-generation programs, and provide field feedback on market needs and competitive dynamics.
• Collaborate with Revenue Operations/Proposal Drafting to ensure accurate, timely, and compliant proposals and contracts (MSAs, CDAs, statements of work).
• Maintain disciplined CRM hygiene in Salesforce, providing accurate forecasting to support the commercial growth model.
• Provide client and market intelligence to inform CBSET’s service line expansion and capacity planning as the organization executes its transformation plans.

QUALIFICATIONS:

• Bachelor’s degree in life sciences, engineering, business, or related fields.
• 5+ years of business development or sales experience in a preclinical CRO, medical device, biopharma, or related life sciences services environment.
• Demonstrated success carrying and exceeding a new-business sales quota, including managing complex, technical, multi-stakeholder sales cycles.
• Working knowledge of FDA GLPs, USDA, and EMA regulatory environments as they relate to preclinical testing and product development.
• Strong consultative selling skills, with the ability to translate scientific and regulatory requirements into a compelling client value proposition.
• Proficiency with Salesforce CRM and commercial planning tools; comfort operating within a Sales & Operations Planning (S&OP) framework in process of transforming.
• Excellent written and verbal communication skills, with the polish to engage credibly with senior R&D, regulatory, and executive stakeholders.
• Comfort working within an organization going through a transformation phase, being willing to add definition where gray areas exist, and championing agility amidst change.
• Willingness to travel regularly (estimated 25–40%) to client sites, conferences, and industry events.

PHYSICAL DEMANDS:

Must be able to perform duties which require talking, hearing, standing or sitting for long periods of time, entering data into a computer. May occasionally require wearing of safety equipment (PPE) according to OSHA regulations and company standards during on-site tours.

WORK ENVIRONMENT:

• Animal facility and laboratories with moderate noise possible.
• Office working environment with quiet noise conditions.

COMMENTS:

This position may require (>20%) domestic and international travel or performing duties on weekends and/or holidays.

• The opportunity to help build a commercial organization from the ground up inside a growing, well-capitalized firm.
• Direct exposure to executive leadership and a clear line of sight to the company’s growth strategy.
• Competitive base salaryplus performance-based incentive compensation, commensurate with experience.

All employees are required to satisfactorily perform the essential duties and responsibilities of their position. The essential duties and responsibilities listed above are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this job.