Business Development Lead (Laboratory Services)

Colaborate; Tampa (FL); Hybrid; USD 100,000 - 150,000; Full time

Job summary

Colaborate is seeking a Business Development Lead to expand our laboratory services portfolio across operations, compliance, and advisory work. The role focuses on identifying, developing, and closing new client opportunities, from one-time advisory projects to multi-year programs.

The ideal candidate has a clinical laboratory foundation and experience in sales, business development, or client-facing roles; comfortable with senior leadership and SMEs to shape client solutions.

Qualifications

• Experience in or around the clinical laboratory environment with understanding of workflows, quality, and regulatory compliance.
• Several years of experience in sales, business development, account management, or client-facing roles.
• Ability to build relationships and move opportunities forward; direct experience selling project-based services is preferred.
• Strong written and verbal communication; detail-oriented and proactive.
• Willingness to travel periodically for client meetings.

Responsibilities

• Develop new opportunities for Colaborate's laboratory services through outbound outreach, referrals, existing relationships, industry networks, and channel partners.
• Lead day-to-day sales activity from initial outreach and discovery through proposal development, negotiation, and close.
• Build and manage a pipeline of prospective clients across hospitals, health systems, independent laboratories, specialty laboratories, and other healthcare organizations.
• Grow new business by identifying client needs and converting them into long-term service relationships.
• Work closely with senior leadership on pricing, proposal strategy, deal structuring, and final negotiations.

Skills

Sales

Business development

Account management

Laboratory operations

Regulatory knowledge

Education

Bachelor’s degree in Clinical Laboratory Science, Healthcare, Business, or related field

Tools

HubSpot CRM

Job description

Colaborate is seeking a dynamic, commercially minded Business Development Lead to expand our laboratory services business across laboratory operations, compliance, regulatory support, and related advisory work.

This is a high impact role for someone who understands the clinical laboratory environment, builds relationships naturally, and can translate client needs into long-term partnerships. The primary focus of this role is identifying, developing, and closing new client opportunities, ranging from small one-time advisory or implementation projects to larger multi-year service agreements.

The ideal candidate brings a foundation in clinical laboratories and has built experience in sales, business development, laboratory administration, account management, or another client-facing role. This person should be credible in conversations with laboratory leaders, organized in managing a pipeline, and comfortable working closely with senior leadership and subject matter experts to shape solutions for clients.

This role is ideal for someone who is self-directed, persistent, personable, and excited to help build a growth engine inside a specialized healthcare advisory firm.

Key Responsibilities

Business Development & Sales

• Develop new opportunities for Colaborate’s laboratory services through outbound outreach, referrals, existing relationships, industry networks, and channel partners, spanning targeted one-time projects and longer-term service agreements.
• Lead day-to-day sales activity from initial outreach and discovery through proposal development, negotiation, and close.
• Build and manage a pipeline of prospective clients across hospitals, health systems, independent laboratories, specialty laboratories, and other healthcare organizations.
• Grow new business by identifying client needs and converting them into long-term service relationships.
• Work closely with senior leadership on pricing, proposal strategy, deal structuring, and final negotiations.

Consultative Selling & Relationship Development

• Build trusted relationships with laboratory leaders, administrators, and healthcare executives by understanding their priorities, pain points, and operational goals.
• Credibly discuss laboratory operations, compliance, regulatory expectations, quality, and workflow challenges, while bringing in Colaborate subject matter experts when deeper technical expertise is needed.
• Partner with our laboratory experts to shape practical solutions and compelling proposals that reflect each client’s needs.
• Support smooth handoffs from sales into delivery so new engagements are set up for success.
• Identify opportunities to expand existing client relationships through additional services, implementation support, or advisory projects.
• Own and maintain an accurate sales pipeline in HubSpot, including outreach activity, opportunity status, next steps, forecasts, and deal documentation.
• Keep leadership informed of sales progress, forecasts, and opportunities where senior involvement can help advance a deal.
• Contribute to sales materials, outreach messaging, proposal templates, and other business development resources.
• Share market feedback and client insights to help refine Colaborate’s positioning, service offerings, and growth strategy.

Qualifications

• Experience in or around the clinical laboratory environment, with a practical understanding of laboratory workflows, operational pressures, quality expectations, and regulatory compliance.
• Several years of experience in sales, business development, account management, laboratory administration, or another relevant client-facing role.
• Demonstrated ability to build relationships, influence decisions, and move commercial opportunities forward. Direct experience selling project based services or consulting engagements is strongly preferred.
• Strong written and verbal communication skills.
• Dynamic, personable, and intellectually curious with an ownership mentality and strong attention to detail.
• Comfortable working in a small, growing firm where priorities evolve and individual ownership matters.
• Familiarity with HubSpot or another CRM, or the ability to learn quickly.
• Bachelor’s degree in Clinical Laboratory Science, Healthcare, Business, or a related field is required.
• Willingness to travel periodically for client meetings, conferences, and team collaboration.

Location

Tampa, Florida is preferred, with the opportunity to work closely with senior leadership and the broader team in person. Candidates based outside Tampa will also be considered.

Periodic travel is expected for client engagements, conferences, industry events, and team meetings.

Compensation

Competitive base salary plus performance-based incentive compensation tied to sales results, new client growth, and expansion of service relationships. High performers will have meaningful upside through incentive compensation and future opportunities within the firm.

Compensation will be commensurate with experience and expected contribution, and candidates are encouraged to share their compensation expectations during the interview process.

About Us

At Colaborate, we believe behind every sample is a human life - a person relying on the critical insights sourced from the highest-quality laboratory services. Founded in sunny Tampa, Florida, we’re more than just a consulting and advisory firm; we’re pioneers in the laboratory management space committed to innovation, excellence, and the patients we ultimately serve.

Since our inception in 2005, Colaborate has partnered with over 500 institutions, including integrated health systems, academic medical centers, community hospitals, and specialty laboratories. Our collaborations are built to foster growth, drive operational excellence, and elevate the standard of care.