VP, Business Development

RIS Rx; Irvine (CA); Remote; USD 180,000 - 260,000; Full time

Benefits offered by this job

Free gym membership

Modern office

401(k) with company match

Medical - RIS Rx covers 100% of base H

Dental, Vision & Life Insurance

Job summary

RIS Rx seeks a VP, Business Development to own the full commercial outcome for named pharma accounts, building pipeline, converting to contracts, forecasting, and expanding post-signature.

The role sells RIS Rx Revenue Quality Platform to patient services, market access, trade, and GTN finance leaders, requiring hands-on data experience with copay programs and claim data, plus a proven enterprise sales record.

Qualifications

• Hands-on experience with manufacturer copay programs and revenue leakage in GTN.
• Direct work with pharmacy/copay data, hub/benefit verification data, or payer data.
• Able to read a data dictionary, specify a data pull, and interpret results for executives.
• Proven ability to generate pipeline and manage enterprise sales from cold start.
• Multi-stakeholder deal experience including procurement, legal, and security reviews.

Responsibilities

• Pipeline generation: own named accounts and quarterly targets; multi-channel outreach.
• Sell with real data: bring data into the process, work with analytics, readouts to clients.
• Deal ownership: price, MSA/SOW, legal/security reviews, vendor onboarding, PO.
• Forecast accuracy: keep deals current, provide weekly committed numbers.
• Strategic account planning: maintain living account plans per brand and product.
• Executive engagement: build VP-level relationships and lead cross-functional deal teams.
• RFPs: quarterback go/no-go, win themes, pricing narrative, and debriefs.
• Product immersion: present findings and participate in client implementations.

Skills

Copay programs

Data fluency

Executive engagement

Enterprise selling

Excel

Sigma

SQL

Pipeline generation

Tools

Excel

Sigma

Tableau

Power BI

Job description

Job Summary

The VP, Business Development is an enterprise seller who owns the full commercial outcome for a named set of pharmaceutical manufacturer accounts: building qualified pipeline, converting it to executed contracts, forecasting it accurately, and staying close to each program after signature until it is producing results and expanding. The role sells the RIS Rx Revenue Quality Platform (BPS, Triple A, PG360) to patient services, market access, trade, and GTN finance leaders and carries a mandate to engage client executives directly.

This role is built for someone who worked with the data before selling against it: hands‑on experience with copay programs and manufacturer claim data, followed by a proven record of generating pipeline, running an enterprise sales process, and holding a room of executives. Both are required.

Responsibilities

• Pipeline generation: Own a named account list and a territory plan with quarterly pipeline creation targets. Generate first meetings through every available channel: warm introductions from the board, investors, founders, consultants, and clients; direct outbound to specific titles; pre-booked conference meetings; and referrals. Work the trigger events in each account's portfolio rather than the sales calendar and write outbound in the RIS Rx style: brand-specific, humble, a single ask, and an offer to prove a number with the client's own data rather than asserting it.


• Selling with real data: Bring real client data into the sales process as early as access allows. Own the data request, scoping, and readout with the analytics team, interpret the results, and present findings to the client personally with a recommendation attached. Work fluently in Excel and Sigma, sanity‑check every number before it reaches a client, and be able to walk an executive through the findings without an analyst in the room.


• Deal ownership and close: Own each opportunity from qualification through executed contract: pricing, MSA and SOW, legal and security review, vendor onboarding, and PO. Qualify every deal against a written standard and record it in HubSpot, multi‑thread across at least three client functions (including one at VP or above) before pricing is presented, and build a mutual close plan with the client for every late‑stage deal.


• Forecast accuracy: HubSpot is the system of record, and accuracy is the standard over optimism. Keep every deal current on stage, amount, close date, and next step, move a close date only with a documented reason, and bring a number to the weekly review that you would personally commit to.


• Strategic account planning: Maintain a living account plan for every named account covering the brand portfolio, the launch and lifecycle pipeline, the buying centers and relationships, the vendor and competitor landscape, and the expansion thesis by brand and product. Engage launch brands early, before program design and vendor decisions are set.


• Executive engagement and matrix selling: Build relationships at VP level and above at every named account, with a written brief before every executive meeting. Lead a cross‑functional deal team on every enterprise pursuit and bring RIS Rx leadership into any account at any stage with a clear objective; accountability for the outcome stays with this role. Be in person with active accounts on a planned cadence, with a purpose and a point of view for every visit.


• RFPs and the account narrative: Quarterback every RFP in the book: the go/no‑go call, win themes, the storyline and first draft of the finalist deck before marketing is engaged, the pricing narrative, and the debrief. Own the story RIS Rx tells each account, adapted for finance, patient services, and procurement audiences, and hand off to implementation and client success in writing: what was sold, what was promised, and the client's success criteria.


• Product and program immersion: Know the platform well enough to present a first findings readout and answer implementation questions without a colleague in the room. Run one program each year side by side with implementation and client success, and bring structured client feedback to product.

Ownership seams

New programs and new brands, including within existing accounts, are owned by this role. Renewals and growth within live programs are owned by client success; this role brings the account director into expansion conversations early rather than competing with them. Pricing is approved with the CRO and finance, contract paper runs through the contracts manager, and proposals are produced with the VP, Growth and the proposal lead.

Measures of performance

Targets are set in the annual plan. Pipeline and forecast are reviewed weekly with the CRO, account plans monthly, and territory plans quarterly.

• Bookings versus quota on new programs and new brands; win rate; cycle time


• Qualified pipeline created versus target, and pipeline coverage maintained


• Executive relationships and buying centers engaged per active opportunity


• Account plan currency and in‑person visits completed against plan


• RFPs quarterbacked to the deck‑first standard; finalist conversion rate


• Program immersion completed and client readouts presented

Required experience and skills

• Hands‑on experience with manufacturer copay programs and the ways revenue leaks across them, including accumulator and maximizer programs, and how that leakage shows up in GTN.


• Direct work with the underlying data: pharmacy and copay program claim data, hub and benefit verification data, and PBM or payer data. Able to read a data dictionary, specify a data pull, and find what matters in a raw extract.


• Advanced Excel and working fluency in a BI tool such as Sigma, Tableau, or Power BI. SQL is a plus.


• Proven pipeline generation with pharmaceutical manufacturers from a cold start, with results the candidate can quantify.


• A track record of multi‑year, multi‑stakeholder agreements with manufacturers in patient services, market access, trade, GTN finance, or commercial analytics, including procurement, legal, and security review.


• Executive presence: presents with authority and energy to VP and C‑level audiences, makes technical findings compelling without oversimplifying them, and handles challenge with evidence.


• Concise, data‑specific writing, and willingness to travel regularly for planned account visits and conferences.

Preferred experience

• A career that started in the data before moving into a commercial role: patient services analytics, copay or hub program operations, specialty pharmacy or PBM analytics, GTN analytics, or a market access consulting practice.


• Existing relationships with manufacturer patient services, market access, and GTN leaders, and with the consultants who advise them.


• Experience selling tech‑enabled services or analytics engagements rather than software licenses alone.

What We Offer

• Free gym membership


• Modern office


• Annual merit‑based salary increases


• 401(k) with annual company match


• Medical - RIS Rx covers 100% of the employee’s base HMO medical plan


• Voluntary Dental, Vision & Life Insurance


• Flexible Savings Account (FSA)


• Paid Holidays


• Time off that grows with you: 3 weeks PTO 0-2 years. 4 weeks PTO after 3+ years. 5 weeks PTO after 5+ years


• Recognition programs that celebrate impact and results


• Mentorship and coaching opportunities


• Clear growth paths and career development support


• Fully stocked snack kitchen


• Monthly Company‑paid lunches


• Best cold brew coffee in town on tap

VP, Business Development

Reports to: Chief Revenue Officer Role type: Quota‑carrying enterprise seller

Location: Remote or Onsite

Classification: Full time, exempt

Travel: Regular, for planned account visits and conferences

About Our Organization

RIS Rx (pronounced "RISE Rx") is on a mission to make every dollar allocated for affordability count, delivering true impact for the patients and pharma manufacturers we serve. We’ve built the industry’s first real‑time, pharmacist‑led GTN Revenue Performance platform, restoring trust, visibility, and integrity to patient affordability.

What sets us apart? Our team combines deep pharmacy roots with cutting‑edge technology, tackling patient access barriers in smarter, more human ways. Our people‑first culture means you’ll find career growth, great benefits, and a supportive environment waiting for you, because we believe when people thrive, everyone wins.

Join us and help shape a better, brighter future for patient access.