Director, Pipeline Development

ONI; San Diego (CA); On-site; USD 160,000 - 190,000; Full time

Benefits offered by this job

Competitive compensation

Flex PTO

401K ADP

Life Insurance

Medical Insurance

Dental Insurance

Vision Insurance

Perks at Work

Job summary

ONI is seeking a strategic leader to own Market Development & Pipeline, directing a team of 8 and driving growth across priority markets. You will craft target account, outbound, and event strategies to generate qualified opportunities and ensure smooth progression from first contact to qualified leads.

In this role you will partner across marketing, applications, and sales to establish funnel metrics, reporting, and repeatable commercial plays, while recruiting and developing top talent in a

Qualifications

• 10+ years quota-carrying sales in life-science tools or biotech.
• Experience leading demand generation, BD, or market development.
• Strong understanding of complex scientific sales funnels.
• Proven ability to build measurable pipeline and improve funnel conversion.
• Able to collaborate across marketing, applications, market development, and sales.

Responsibilities

• Lead the Market Development & Pipeline organization with 8 direct reports to establish a disciplined operating engine.
• Deliver sustained growth in weighted and unweighted pipeline across priority markets.
• Establish target-account, outbound, campaign, and event strategies that generate qualified commercial opportunities.
• Drive progression from initial customer engagement through qualified leads.
• Partner with Market Development stakeholders on Bioprocessing and Biodiscovery go-to-market strategies and commercial plays.
• Establish funnel metrics, conversion targets, campaign performance measures, and pipeline reporting.
• Lead reporting managers to develop application-specific messaging, sales tools, proof points, and repeatable commercial plays.
• Ensure qualified opportunities are handed to Sales with a clear customer need, technical fit, buying context, and next action.
• Recruit, coach, and develop a high-performing pipeline-development team.

Skills

Quota carrying sales

Sales leadership

Life science sales

Market development

Funnel management

Job description

Join ONI and Explore the Boundaries of Scientific Discovery!

At ONI, we are driven by a profound mission: to propel scientific discovery and combat diseases by granting everyone the ability to visualize, comprehend, and share the intricate microscopic details of life. Our revolutionary Nanoimager stands at the forefront of advancing cellular studies on a molecular level, making substantial contributions to the evolution of scientific knowledge.

Own ONI’s top-of-funnel commercial engine and build the qualified pipeline required to deliver future bookings growth. This leader brings together inside sales, digital marketing, pipeline-focused application specialists, campaigns, events, and market-development execution into one measurable pipeline-generation function.

Responsibilities

• Lead the Market Development & Pipeline organization with 8 direct reports to establish a disciplined operating engine.


• Deliver sustained growth in weighted and unweighted pipeline across priority markets.


• Establish target-account, outbound, campaign, and event strategies that generate qualified commercial opportunities.


• Drive progression from initial customer engagement through qualified leads.


• Partner with Market Development stakeholders on Bioprocessing and Biodiscovery go-to-market strategies and commercial plays.


• Establish funnel metrics, conversion targets, campaign performance measures, and pipeline reporting.


• Lead reporting managers to develop application-specific messaging, sales tools, proof points, and repeatable commercial plays.


• Ensure qualified opportunities are handed to Sales with a clear customer need, technical fit, buying context, and next action.


• Recruit, coach, and develop a high-performing pipeline-development team.

Candidate profile

• 10+ years of quota carrying sales experience in life-science tools, instrumentation, biotech, or adjacent technical commercial markets.


• Experience leading demand generation, business development, market development, or commercial teams.


• Strong understanding of complex scientific sales funnels and opportunity qualification.


• Demonstrated ability to build and deliver measurable pipeline and improve funnel conversion.


• Comfortable leading across marketing, applications, market development, and sales.

$160,000 - $190,000 a year

Total Compensation: $200k-$238k

At ONI, we understand that a fulfilling career involves more than just challenging work - it's about enjoying a well-rounded experience. When you become a part of our team, you not only contribute to groundbreaking research but also enjoy a range of benefits designed to enhance your life both inside and outside the workplace.

As an equal opportunity employer, we prioritize fairness and respect, ensuring every team member thrives regardless of their background. But that's not all - our perks include:

Competitive Compensation We recognize and reward your talent. Enjoy a competitive salary that reflects your expertise and contributions, ensuring your hard work is recognized.

Flex PTO plus 11 federal holidays and 4 dedicated wellbeing days.

401(K) via ADP

Life Insurance

Medical

Dental

Vision

Perks at Work: Enjoy exclusive discounts and deals through our perks at work program, adding value to your everyday life.

If you are driven by innovation, eager to make a significant impact in the realm of scientific and medical research, and possess the skills and passion we are looking for, we invite you to apply and be a part of our mission to improve our understanding of the details of life.