TetraScience is the Scientific Data and AI Company building Tetra OS, the operating system for scientific intelligence. We help the world’s leading life sciences firms turn fragmented scientific data into AI-native assets and scientific workflows that accelerate discovery, development, and manufacturing. TetraScience’s growing ecosystem of strategic partners includes NVIDIA, Databricks, Thermo Fisher Scientific, Snowflake, Google, and Microsoft.
In connection with your candidacy, you will be asked to carefully review “The Tetra Way,” authored by our CEO, Patrick Grady; it is impossible to overstate the importance of this document, and you should take it literally as you decide whether our mission, culture, and expectations are right for you.
The Role
The Director, Scientific Solutions is a senior leadership role born from a deliberate strategic choice: the most effective way to sell and scale TetraScience’s Scientific Data and AI Cloud is to have a leader who can credibly do both — win the scientific and technical confidence of the customer and own the commercial relationship through close — while leading and developing a team of Scientific Solutions Partners. No separate Account Executive needed.
This is not a traditional sales-management role with a presales overlay. The Director owns the most strategic accounts in the region personally while building, coaching, and holding accountable a team of Scientific Solutions Partners. You will set commercial strategy for your territory, model the full customer engagement — from prospecting and discovery through technical solutioning, proof-of-concept, RFP response, and close — and remain accountable for the health, expansion, and renewal of the book of business alongside Delivery Management. You carry both an individual mandate on flagship accounts and a leadership mandate for your team’s collective number.
You will work with the world’s largest enterprise biopharma, biotech, and life sciences companies, helping them understand how the Tetra Scientific Data Foundry and Tetra OS transform siloed, raw scientific data into AI-ready scientific datasets across the medallion architecture (bronze → silver → gold → AI-native). You and your team will engage audiences ranging from bench scientists and data engineers to CDOs, VPs of Divisional IT, VPs of Scientific areas, and digital transformation executives.
TetraScience provides its solutions leaders with AI-powered tools — including Claude Cowork and Codex — that automate RFPs, triage, and contracting workflows, enabling each leader and their team to operate with the leverage of a much larger organization.
What You’ll Do
Leadership & Team Development
- Help to hire, develop, and retain a high-performing team of Scientific Solutions Partners; set clear performance expectations and coach to both scientific credibility and commercial rigor
- Establish and reinforce the operating cadence of the team — pipeline reviews, deal inspection, forecasting discipline, and account planning
- Coach team members through complex, technical, multi-stakeholder sales cycles, modeling best practice on your own strategic accounts
- Serve as an escalation point and executive sponsor for the team’s most important customer relationships and competitive situations
- Foster a culture aligned to The Tetra Way — scientific depth, customer obsession, accountability, and high standards
Scientific & Technical Engagement
- Personally lead technical discovery on strategic accounts and raise the bar for how the team understands each customer’s lab data landscape — instruments, data formats, informatics stack, and data science ambitions
- Design and present compelling solution architectures aligned to specific scientific use cases (e.g., ADMET assays, FPLC/UPLC chromatography, bioassay data harmonization, AI training datasets), while ensuring the team can do the same
- Champion leading with demos of actual software aligned to each customer’s main value levers
- Direct and quality-assure proof-of-concept and proof-of-value engagements across the team, partnering with TetraScience scientific data architects to deliver credible, high-quality demonstrations of the Tetra Scientific Data Foundry’s capabilities
- Own RFP technical strategy end-to-end for marquee opportunities, and set the standard for how the team synthesizes platform capabilities, scientific use cases, and customer-specific requirements into compelling, accurate submissions
- Articulate the medallion data architecture in scientific and business terms: how bronze (raw scientific data), silver (harmonized Tetra Data), and gold (analysis-ready datasets) each create value, and how TetraScience’s AI-native layer accelerates scientific outcomes
- Keep the team current on the scientific and informatics landscape — relevant assay workflows, instrument vendors, SDMS/ELN/LIMS/analytical software integrations, and AI/ML use cases in drug discovery and development
Commercial Ownership
- Own the territory commercial strategy and number; build and manage a rigorous, accurate team pipeline with consistent forecasting and visibility to leadership
- Personally prospect, qualify, and close strategic flagship accounts while driving the team’s broader pipeline generation in alignment with the TetraScience go-to-market strategy
- Relentlessly identify and close expansion opportunities across new labs, instruments, geographies, sites, and use cases within existing accounts — directly and through the team
- Manage and coach the full sales cycle from discovery through contracting, using modern sales methodologies (MEDDIC, MEDDPICC, Force Management, or similar)
- Build and expand relationships across customer organizations at the most senior levels, from individual contributors to C-suite executive sponsors
- Partner with Delivery Management to ensure smooth handoff from sales to delivery and continuity of scientific context across the team’s accounts
Market & Thought Leadership
- Represent TetraScience at industry conferences, seminars, and customer events as a senior, scientifically credible voice
- Contribute customer and market insights back to product, marketing, and science teams to inform roadmap and messaging
- Help develop compelling content — case studies, solution briefs, demo narratives — that advances the category and enables your team
Requirements
- Advanced degree in a life science, chemistry, or engineering discipline preferred (MS or PhD); equivalent practical experience considered
- 12+ years of combined scientific, technical, and commercial experience in life sciences software, laboratory informatics, scientific data infrastructure, or adjacent domains
- Demonstrated leadership experience — managing, coaching, or formally leading sales/solutions professionals, or strong evidence of player-coach leadership and the readiness to build and run a team
- Proven track record of personally owning and closing enterprise deals while elevating the performance of others around you
- Direct experience in pharma, biotech, or CRO/CDMO environments — as a scientist, scientific software professional, or sales/solutions professional serving these customers
- Demonstrated ability to lead and coach complex technical sales cycles in enterprise SaaS or scientific software, including POC design and execution and RFP ownership
- Deep familiarity with laboratory workflows and data: you understand what it means when a customer has 50 instruments generating unstructured data that no one can analyze
- Fluency with scientific data concepts: file formats, instrument connectivity, data harmonization, and the path from raw data to AI-ready datasets
- Experience with modern sales methodologies (MEDDIC, MEDDPICC, Force Management, or similar) and the ability to instill them across a team is very useful but not essential
- Strong executive presence — equally compelling in a whiteboard architecture session, a C-suite business case conversation, and an internal leadership forum
- Ability to travel (approximately 30%) to client sites within assigned region
Benefits
- 100% employer-paid benefits for all eligible employees and immediate family members
- Unlimited paid time off (PTO)
- 401K
- Flexible working arrangements - Remote work
- Company paid Life Insurance, LTD/STD
- A culture of continuous improvement where you can grow your career and get coaching
We are not currently providing visa sponsorship for this position
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