Vice President, Commercial

Discover International; United States; On-site; USD 180,000 - 280,000; Full time

Job summary

Discover International, a growing technology-enabled Contract Research Organization, seeks a Vice President, Commercial to drive revenue growth across full-service clinical operations, eClinical technology, and AI-enabled solutions. You will own commercial strategy, forecastings, bookings, and sponsor relationships while guiding a high-impact team.

In this hands-on leadership role, you will lead opportunities, develop new logos, and engage executive-level sponsors, translating capabilities into

Qualifications

• 10-15+ years of commercial or business development experience within the CRO, clinical research, or life sciences services industry.
• Strong experience selling full-service Phase I-IV clinical development programs into pharmaceutical and biotechnology sponsors.
• Proven track record of generating new-logo business and closing complex, multi-year engagements.
• Experience leading, mentoring, and developing commercial or business development teams.
• Strong understanding of the small to mid-sized CRO market and the ability to create opportunities without relying solely on established enterprise accounts.
• Experience managing complex sales cycles involving multiple stakeholders across clinical, medical, procurement, and executive leadership.
• Strong commercial acumen across pipeline management, forecasting, go-to-market strategy, and revenue planning.
• Ability to balance strategic leadership with hands-on business development and direct client engagement.
• Experience with eClinical technology, clinical software, or AI-enabled clinical development solutions is advantageous.
• Full-service CRO experience is a critical requirement for this position.

Responsibilities

• Define and execute the go-to-market strategy across full-service clinical services, eClinical technology, and AI-enabled solutions, ensuring the commercial approach is aligned across each offering.
• Own revenue growth, pipeline development, forecasting, bookings, and overall commercial performance across the organization.
• Lead complex, multi-stakeholder sales cycles from initial engagement through contract award, working with senior decision-makers across pharmaceutical and biotechnology sponsors.
• Drive new-logo acquisition while building long-term strategic relationships with key sponsors and partners.
• Lead and develop the commercial team, setting clear expectations around activity, pipeline generation, performance, and accountability.
• Build scalable commercial infrastructure, including sales processes, forecasting methodologies, tools, reporting, and compensation structures.
• Partner closely with clinical delivery, product, medical, and technology leadership to ensure commercial positioning reflects operational capabilities and market needs.
• Support the commercialization of AI-enabled solutions by translating technical capabilities into clear sponsor outcomes related to efficiency, timelines, budgets, and study execution.
• Remain personally involved in high-value opportunities, strategic accounts, and executive-level client discussions while continuing to develop the wider team.

Skills

CRO sales

New-logo sales

Pipeline management

Forecasting

Leadership

Multi-stakeholder sales

eClinical tech

AI-enabled solutions

Strategic accounts

Job description

A growing, technology-enabled Contract Research Organization is seeking a Vice President, Commercial to lead revenue growth across full-service clinical operations, eClinical technology, and AI-enabled clinical solutions.

The successful candidate will own CRO commercial strategy, pipeline development, forecasting, bookings, and key sponsor relationships, while leading and developing the wider commercial team.

This is a hands-on leadership role requiring someone who can set the commercial direction while remaining actively involved in major opportunities, new-logo acquisition, and executive-level sponsor engagement.

Key Responsibilities

• Define and execute the go-to-market strategy across full-service clinical services, eClinical technology, and AI-enabled solutions, ensuring the commercial approach is aligned across each offering
• Own revenue growth, pipeline development, forecasting, bookings, and overall commercial performance across the organization
• Lead complex, multi-stakeholder sales cycles from initial engagement through contract award, working with senior decision-makers across pharmaceutical and biotechnology sponsors
• Drive new-logo acquisition while building long-term strategic relationships with key sponsors and partners
• Lead and develop the commercial team, setting clear expectations around activity, pipeline generation, performance, and accountability
• Build scalable commercial infrastructure, including sales processes, forecasting methodologies, tools, reporting, and compensation structures
• Partner closely with clinical delivery, product, medical, and technology leadership to ensure commercial positioning reflects operational capabilities and market needs
• Support the commercialization of AI-enabled solutions by translating technical capabilities into clear sponsor outcomes related to efficiency, timelines, budgets, and study execution
• Remain personally involved in high-value opportunities, strategic accounts, and executive-level client discussions while continuing to develop the wider team

Candidate Profile

• 10-15+ years of commercial or business development experience within the CRO, clinical research, or life sciences services industry
• Strong experience selling full-service Phase I-IV clinical development programs into pharmaceutical and biotechnology sponsors
• Proven track record of generating new-logo business and closing complex, multi-year engagements
• Experience leading, mentoring, and developing commercial or business development teams
• Strong understanding of the small to mid-sized CRO market and the ability to create opportunities without relying solely on established enterprise accounts
• Experience managing complex sales cycles involving multiple stakeholders across clinical, medical, procurement, and executive leadership
• Strong commercial acumen across pipeline management, forecasting, go-to-market strategy, and revenue planning
• Ability to balance strategic leadership with hands-on business development and direct client engagement
• Experience with eClinical technology, clinical software, or AI-enabled clinical development solutions is advantageous

Full-service CRO experience is a critical requirement for this position.