Director, Business Development

courierhealth; New York (NY); On-site; USD 180,000 - 300,000; Full time

Job summary

Courier Health is seeking a strategic Head of Sales Development to accelerate our outbound motion in the life sciences SaaS space. You will own the end-to-end SDR/BDR function, define ICPs, build target lists, territory rules, and handoff criteria to Account Executives, while carrying a personal pipeline and reporting weekly to sales leadership.

Based in NYC, you will lead hiring and onboarding for BDRs, train on specialty therapy launches and patient services, and coach through call reviews to

Qualifications

• 8+ years in sales development or closing roles with 1–2 years leading or managing SDR/BDRs.
• Track record of beating quota and building something, not just running it.
• Experience selling SaaS into life sciences, pharma or healthcare enterprises.
• You still prospect and carry a personal number.
• Hands-on skill with a CRM and sales engagement tools and data hygiene.
• Coach's instincts with direct feedback and useful call reviews.
• Strong writing and the ability to craft unique messages.
• Comfortable with ambiguity and compliance norms of life sciences buyers.
• Based in NYC and able to work from the office 4 days per week.

Responsibilities

• Define the outbound motion; determine ideal customer profile and personas.
• Build target account lists, territory rules, and account assignments.
• Write rules for handing meetings to Account Executives.
• Lead personal pipeline and ABM into top biopharma and specialty therapy firms.
• Map buying committees and build multi-stakeholder relationships.
• Lead hiring for the BDR team end-to-end, including job descriptions and interviews.
• Onboard BDRs and train on specialty therapy launches and hub services.
• Coach through call reviews and create the path from BDR to AE.
• Set team tone for in-office NYC presence and drive weekly activity/reports.
• Collaborate with Marketing on inbound follow-up, events, and forecasting.

Skills

Sales leadership

SaaS sales

Life sciences experience

Prospecting

CRM proficiency

Sales engagement tools

Coaching

Strong writing

Tools

CRM software

Sales engagement tools

Job description

Courier Health is on a mission to solve one of the biggest and most meaningful opportunities in healthcare: reinvent how people living with chronic and rare diseases are supported.

We are building the future of patient engagement for life sciences companies. Our software is leveraged by biopharma companies to support patients in their complex journey from diagnosis to initiating and remaining on therapy to achieve optimal health outcomes.

Come Build with Us

We're a NYC-based team that believes culture, craft, and customer obsession go hand in hand. We show up for each other the same way we show up for the people we serve. We're an office-first company that values in-person collaboration 4 days per week because we believe the best work happens when you can collaborate and brainstorm together in the same room. If that sounds like your kind of place, we think you'll love it here.

The Opportunity

Courier Health is at an inflection point. We exist to get patients faster, better access to life-saving therapies, and every new biopharma team we reach is another set of patients who get there sooner. Right now our growth depends on which conversations we start, and nobody owns that end of the funnel. This role owns that.

What You'll Build

An outbound motion built from scratch. You will define the ideal customer profile and the personas that sit inside it, build the target account lists, set territory and account assignment, and write the rules for handing meetings to Account Executives.

The playbook, proven by you first. You will carry a personal pipeline quota and run account-based outbound into top-priority biopharma and specialty therapy companies. Sales cycles here are long and the buying committee is wide, so you will map it and build relationships with several stakeholders at once. What works becomes the playbook: messaging by persona across Patient Services, Market Access, Brand and Commercial, and Hub and Specialty Pharmacy, plus multi-channel sequences, call scripts, objection handling and qualification criteria.

A team that can hold a conversation with a senior buyer. You will lead hiring for the BDR team end to end, from the job description and interview process to sourcing in the NYC market. You will onboard new BDRs and train them on specialty therapy launches, hub services, benefits verification and patient adherence until they can hold their own. You will coach through call reviews and one-on-ones, build the path from BDR to Account Executive, and set the tone for an in-office team in New York.

A pipeline number the company plans against. You will set and own activity, meetings booked and held, pipeline sourced and conversion to opportunity, and report on them weekly to sales leadership. You will work with marketing on inbound follow-up, event pipeline at Asembia and other patient services and market access conferences, and account-based campaigns, and partner with Account Executives on account strategy, handoff quality and forecasting. What you hear from prospects on product, positioning and the competition (Veeva, Salesforce, IQVIA and others) goes back to Marketing and Product.

What Makes You Successful

8+ years in sales development or closing roles, with at least 1-2 years leading or managing SDR/BDRs.

A track record of beating quota, and evidence you have built something, not just run it. Standing up an SDR/BDR function at an early-stage company is strongly preferred.

Experience selling SaaS into life sciences, pharma or healthcare enterprises, especially to patient services or commercial teams.

You still prospect. You are comfortable carrying a number yourself and proving the motion before you ask anyone else to run it.

Hands-on skill with a CRM and sales engagement tools, and real discipline about data hygiene.

A coach's instincts. You give direct feedback, run useful call reviews, and people get measurably better working for you.

Strong writing. You can land a cold message to a VP of Patient Services without sounding like everyone else in their inbox.

Comfortable with ambiguity and with the compliance norms of life sciences buyers.

Based in NYC and able to work from the office 4 days per week.

Bonus