Director, Business Development - OptymEdge
full-time•Rockville
About this role
Overview
Responsibilities
Qualifications
Job Title: Director, Business Development - OptymEdge
Location: US - Remote
OptymEdge, (part of the Emmes Group), develops proven solutions for training and certification of Visual Function Examiners and Visual Acuity Rooms. OptymEdge partners with study teams to provide visual function certification that ensures a high level of quality and consistency for ophthalmic clinical trial data.
OptymEdge is the largest and longest-standing certification organization in the industry. We pioneered visual acuity certification from conception. Our services have grown to be synonymous with providing the highest level of quality and standardization of clinical trial data.
Over 2,500 sites certified worldwide, since 1995
Phase I through post-marketing experience across anterior segment and retina trials
Clinical Ophthalmology, Optometry, and clinical trial expertise
Primary Purpose
The Director of Business Development will drive revenue growth by acquiring new clients and expanding strategic relationships within existing accounts. This role owns the business development strategy and execution for OptymEdge, with a primary focus on biopharmaceutical sponsors and CRO partners conducting ophthalmology clinical trials.
Responsibilities
Revenue Growth & Opportunity Ownership
• Own new business development and expansion strategy for OptymEdge services and platforms.
• Drive new logo acquisition and expansion within existing sponsor and CRO relationships.
• Meet or exceed annual bookings targets aligned with OptymEdge growth objectives.
• Develop and execute territory and account-based sales plans.
Strategic Client Engagement
• Build and maintain senior-level relationships with biotech, pharmaceutical, and CRO stakeholders.
• Lead executive-level discussions focused on clinical strategy, operational value, and long-term partnerships.
• Position OptymEdge’s differentiated ophthalmology capabilities to win competitive opportunities.
Win Strategy & Deal Execution
• Own opportunity qualification, deal strategy, pricing approach, and commercial positioning.
• Develop tailored win strategies for priority opportunities.
• Partner with Solutions Specialists for product demonstrations, workflow discovery, pilots, and technical validation.
• Lead proposal strategy, bid defenses, and contract negotiations.
Cross-Functional Collaboration
• Work closely with cross functional teams to ensure accurate representation of capabilities and capacity.
• Partner with Customer Success to ensure smooth handoff post-sale and support renewal and expansion strategies.
• Collaborate with Commercial Operations to maintain CRM discipline, forecasting accuracy, and pipeline visibility.
Pipeline & Commercial Discipline
• Maintain a robust and accurate pipeline using CRM tools (e.g., Salesforce).
• Provide regular reporting on pipeline status, bookings forecast, market trends, and competitive intelligence.
• Ensure consistent sales process execution and data quality across opportunities.
Leadership & Representation
• Represent OptymEdge at industry conferences, sponsor meetings, and key client engagements.
• Contribute insights to overall OptymEdge commercial strategy and growth planning.
• Support mentoring and development of junior BD or commercial resources as the team scales.
Qualifications
- Bachelor's Degree in Scientific, life sciences, or business-related field OR a Master's Degree in Scientific, life sciences, or business-related field
- 8–12 years of experience in business development or strategic sales within CRO services, life sciences, or clinical technology.
- Proven success selling services and/or platforms to biotech, pharmaceutical, and CRO clients.
- Demonstrated experience managing complex, multi-stakeholder sales cycles.
- Strong understanding of clinical trials and eClinical solutions (e.g., EDC, eCOA, RTSM, imaging, endpoint services).
- Experience working cross-functionally with technical, operational, and customer success teams.
- Strong executive-level communication, negotiation, and relationship-building skills.
- Ability to develop and execute strategic account and territory plans.
- Strong commercial judgment around pricing, deal structure, and opportunity prioritization.
- Disciplined approach to pipeline management and forecasting.
- Collaborative mindset with ability to lead without direct authority.
Emmes Group: Building a better future for us all.
OptymEdge is part of the The Emmes Group. Emmes is transforming the future of clinical research, bringing the promise of new medical discovery closer within reach for patients. Emmes Group was founded as Emmes more than 47 years ago, becoming one of the primary clinical research providers to the US government before expanding into public-private partnerships and commercial biopharma. Emmes has built industry leading capabilities in cell and gene therapy, vaccines and infectious diseases, ophthalmology, rare diseases, and neuroscience.
We believe the work we do will have a direct impact on patients’ lives and act accordingly. We strive to build a collaborative culture at the intersection of being a performance and people driven company. We’re looking for talented professionals eager to help advance clinical research as we work to embed innovation into the fabric of our company. If you share our motivations and passion in research, come join us!
Why work at Emmes?
At Emmes, your actions and hard work will have a direct impact on public health initiatives, both globally and in our local communities with opportunities for volunteerism through our Emmes Cares community engagement program. We offer a competitive benefits package focused on the health and needs of our growing workforce, including:
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CONNECT WITH US!
Follow us on Twitter - @EmmesCRO
Find us on LinkedIn - Emmes
The Emmes Company, LLC is an equal opportunity employer and does not discriminate in its selection and employment practices. All qualified applicants will receive consideration for employment without regard to disability or protected veteran status.
#LI-Remote
What you'll do
- The Director of Business Development is responsible for owning the business development strategy and execution for OptymEdge, focusing on acquiring new biopharmaceutical sponsors and CRO partners conducting ophthalmology clinical trials. This involves driving revenue growth through new client acquisition and expanding strategic relationships within existing accounts.
About The EMMES Corporation
For over 40 years, our team of 1,000+ experienced professionals have provided the full range of Contract Research Organization expertise necessary to conduct clinical research with a firm scientific basis that is fully compliant with national and international regulatory guidelines. With offices throughout the US, Europe, Canada, and India, Emmes supports the advancement of global public health and biopharmaceutical innovation through disciplined science, rigorous research, fact-based decision-making, and operational excellence.
Emmes possesses knowledge across a broad range of therapeutic areas, with specializations in Vaccines and Infectious Diseases, Ophthalmology, Immunology and Neuroscience. From comprehensive support of pandemic research to groundbreaking work in cell and gene therapy across the globe, Emmes has collaborated on clinical research across a wide array of disease states in over 75 nations.
As a strategic collaborator with applied talent in over 2,000 clinical trials and contributions to over 2,500 publications that advance the understanding of medicine and public health, Emmes is committed to expanding the services offered to best meet the changing needs of clients and studies. Ongoing investments in global clinical research capabilities, innovative data management platforms, biostatistics/bioinformatics expertise, and people have enabled Emmes to provide a multi-faceted approach to help you meet your research objectives.
Emmes is a diverse, inclusive, innovative CRO that values integrity, agility, passion for excellence, collaborative partnerships, and intellectual curiosity.
Ready to join The EMMES Corporation?
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Frequently Asked Questions
What does a Director, Business Development - OptymEdge do at The EMMES Corporation?
As a Director, Business Development - OptymEdge at The EMMES Corporation, you will: the Director of Business Development is responsible for owning the business development strategy and execution for OptymEdge, focusing on acquiring new biopharmaceutical sponsors and CRO partners conducting ophthalmology clinical trials. This involves driving revenue growth through new client acquisition and expanding strategic relationships within existing accounts..
Is the Director, Business Development - OptymEdge position at The EMMES Corporation remote?
The Director, Business Development - OptymEdge position at The EMMES Corporation is based in Rockville, Maryland, United States. Contact the company through Clera for specific work arrangement details.
How do I apply for the Director, Business Development - OptymEdge position at The EMMES Corporation?
You can apply for the Director, Business Development - OptymEdge position at The EMMES Corporationdirectly through Clera. Click the "Apply Now" button above to start your application. Clera's AI-powered platform will help match your profile with this opportunity and guide you through the application process.