Director, Pipeline Development

ONI; San Diego, Northern (CA, KY); Hybrid; USD 160,000 - 190,000; Full time

Benefits offered by this job

Competitive Compensation

Flex PTO

401(K) via ADP

Life Insurance

Medical

Dental

Vision

Perks at Work

Job summary

ONI seeks a senior sales leader to own market development and the pipeline engine, guiding eight direct reports and delivering consistent growth in qualified opportunities across key markets.

You will lead cross-functional efforts with marketing, applications, market development, and sales to advance opportunities from engagement to close while coaching a high-performing team and shaping strategic go-to-market plays.

Qualifications

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

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

Life-science sales

Demand generation

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.