Director of Business Development

Lightship; Durham (NC); Remote; USD 180,000 - 240,000; Full time

Job summary

Lightship is a US-based remote clinical trial site network seeking a Director of Business Development. The candidate will drive new study awards by building direct sponsor relationships and managing opportunities from first conversation through award.

Ideal candidates have 3+ years in clinical research business development, established sponsor connections, and a track record of meeting account targets. Hybrid/remote collaboration and industry engagement are expected.

Qualifications

• Bachelor’s degree in sciences or business (or equivalent).
• 3+ years of business development in clinical research, preferably with a site or site network.
• Established relationships with pharma/biotech sponsors and CROs with measurable results.
• Proven track record against account targets, supported by KPIs like awards and bookings.
• Experience with hybrid/virtual trial delivery is a plus.

Responsibilities

• Identify and pursue phase II and III opportunities that match Lightship’s footprint and capabilities.
• Build and manage a pipeline across established and new accounts, focusing on direct sponsor relationships.
• Engage sponsors early to align on how Lightship’s in-clinic, hybrid, and virtual options fit their protocol.
• Own opportunities from early engagement through award, coordinating with site enablement, feasibility, contracts, and budgets.
• Represent Lightship at industry conferences and contribute to thought leadership.
• Maintain accurate pipeline, activity, and forecast data within the CRM.

Skills

CRM proficiency (Salesforce)

MS Office

Interpersonal skills

Presentation skills

Independent work

Cross-functional teamwork

Multitasking

Education

Bachelor’s degree in sciences or business

Tools

Salesforce

MS Office

Job description

Lightship is a clinical trial site network that brings research to participants: in clinic, at home, virtually, and through our Mobile Research Units. We partner with sponsors and CROs to execute phase II and III studies through one coordinated team, with 15 physical sites, investigators with multi-state licensure, and one SOP framework across every visit type. The result is faster enrollment, stronger retention, and broader representation for the sponsors we serve.

The Director of Business Development drives new study awards for the Lightship site network, with a primary focus on direct sponsor relationships. This person balances a near-term mindset with long-term early engagement. They position Lightship as more than a traditional site: a site network with expanded reach, where in-clinic, hybrid, and virtual delivery let us build a trial model that fits each protocol.

This is a remote, US-based role. The right candidate is intrinsically curious, entrepreneurially minded, works independently without significant oversight, and is comfortable owning opportunities from first conversation through award.

Director of Business Development is responsible for:

• Identifying and pursuing phase II and III opportunities that match Lightship’s therapeutic areas, site footprint, and delivery capabilities, balancing near-term studies with long-term early engagement.
• Building and managing a pipeline across established and new accounts focused primarily on direct relationships with pharma, biotech, and CROs.
• Engaging sponsors early, ahead of site selection, to align on how Lightship’s in-clinic, hybrid, and virtual options fit their protocol.
• Owning opportunities from early engagement and alignment through award, coordinating with internal support teams including site enablement, feasibility, contracts, and budgets.
• Understanding and uncovering sponsor needs and challenges and clearly communicating them to internal stakeholders.
• Clearly articulating Lightship’s value: expanded reach through hybrid, virtual, and Mobile Research Unit capabilities; one partner, one team, one contract; and trial models that fit the protocol.
• Collaborating with Inside Sales on pipeline and account strategy.
• Delivering measurable results against defined targets, including new opportunities, awards, and revenue contribution.
• Maintaining accurate pipeline, activity, and forecast data within the CRM.
• Representing Lightship at industry conferences and events, and contributing to thought leadership through content, speaking, and industry involvement.
• Sharing market, sponsor, and competitive insights with internal stakeholders.
• Supporting Commercial Leadership as needed.

Director of Business Development has:

Experience:

• 3+ years of business development experience in clinical research, preferably at a site or site network in a similar role.
• Established relationships with pharmaceutical and biotech sponsors and CROs, with a book of business that demonstrates those relationships.
• A proven, measurable track record against new and established account targets, supported by KPIs such as awards, bookings, goal progress, and account growth.
• Clinical research operations experience and hybrid/virtual trial delivery is a plus.
• Deep research and therapeutic area experience relevant to Lightship’s focus, including as metabolics and obesity, neurology, psychiatry, dermatology, cardiovascular, immunology, infectious disease, or women’s health.

Qualifications and Skills:

• Bachelor’s degree in sciences or business, or an equivalent combination of education and experience.
• Intrinsically curious: asks good questions, prioritizes relationships and partnerships, and stays current on the market.
• Proficient with Salesforce or other CRM, and MS Office.
• Excellent interpersonal, written, verbal, and presentation skills; an engaging and confident speaker.
• Ability to work independently and as part of a cross-functional team.
• Ability to manage multiple priorities and adapt in a fast-paced environment.