Business Development Manager - Life Sciences at SpotMe

Job description

Mission - Why we exist, what we do, and why we need you Onomi is the HCP engagement and intelligence platform for life sciences. Pharma commercial and medical teams use Onomi to run their HCP engagements, congresses, webinars, advisory boards, and everyday meetings, and to capture what actually happens in them: every interaction captured with consent, matched to the right HCP record, and written back to Veeva or Salesforce in minutes, so the engagement they already pay for comes back as data their teams can act on. Why now: This is Onomi's first dedicated business development role in the US, and you are not starting from zero. We have a strong US account management and event services team on the ground, a US customer base of 100 referenceable pharma companies including AstraZeneca, Takeda, Sanofi, GSK, and BeOne, and over 500,000 HCPs engaged across our platform every month. Our go-to-market is event-first: our leadership team speaks at the industry's events, usually with a booth alongside, and you will be there with them; at key conventions we prospect as participants, where our customers gather; our biweekly webinars hand you a warm, named audience after every session. What has been missing are the people on the ground converting that presence and proof into new logos. We are hiring 3 talents at once as our founding US new-business group, working directly with the CEO, the leadership team, and senior sales colleagues in other regions. What you will do: [35%] Work industry events: build target lists from attendee data before each event, staff the booth at leadership's speaking events, prospect conventions as a participant (first alongside colleagues, then solo), and follow up with every named contact with relevant messaging. [20%] Run personalized outbound to webinar audiences and industry event attendee lists, turning warm names into booked first meetings. No mass sequences; every message is yours and very specific. [20%] Run first meetings: your three-slide story, sharp discovery questions, and a crisp follow-up that gets forwarded internally. [25%] Progress opportunities with senior support: bring in a senior seller, our solutions team or our leadership team at the right moment, keep every deal moving in an open deal channel, and co-sell through scoping and close. What we need from you: In your first month, you will: Join our leadership team at live industry events: staff the booth at tradeshows and walk congresses with them. Master our core sales plays: rehearse them, listen to past winning calls, and run mock first meetings that convince the team you can do it alone. Start outbound on your first event attendee list and webinar audience, and book your first attended meetings. In your first 3 months, you will: Have 30+ attended first meetings on the board, with a 70%-plus show rate. Staff your first medical convention solo, with a pre-event target list, a floor contact log, and 100% follow-up. Convert each webinar cycle into at least 2 attended meetings. Have your first opportunities in discovery with a senior co-seller attached. By month 6, you will have closed your first new US logo, co-sold with a senior colleague (for which you will get 100% quota retirement), and earned a clear conversation about your lane: toward closing bigger deals or leading meeting generation as we scale the team. What you need to be great at: Speed and consistency despite ambiguity: following up same day, never dropping a ball, staying creative when the playbook runs out. Curiosity about the product and the customer: you ask why a customer runs things the way they do, you go into the layers underneath. Nobody expects you to become a sales engineer, but if your answer to every product question is 'let me loop someone in,' buyers lose interest and the someone loses patience. In-person presence: you are at your best on a floor, at a booth, in a hallway conversation, and you want to travel to make that happen (expect to hop on a plane every 2-3 weeks). Taking feedback fast: we coach constantly; what we correct on Monday shows up in your work on Tuesday. Working with support rather than an army: you handle what you can and escalate deliberately. Writing that sells: short, specific, personal messages that get replies. What we are most curious about: Tell us about events or trade shows you have worked on: what you did before, on, and after the floor, and what it produced, with real numbers. Walk us through a product you sold and what sat underneath it: how it worked, why customers chose it, what its limits were. What are 2 or 3 outreach tactics that reliably got you replies and meetings, and how did you know they worked? Tell us about the last piece of feedback that changed how you work, and what changed. Compensation: 150,000 to 190,000 USD on-target earnings (60% base, 40% variable), with guaranteed variable during ramp. US-based, remote, near a major hub airport. SpotMe recruits, compensates, and promotes regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, parental status, or veteran status.

Requirements

Must-haves

Mission - Why we exist, what we do, and why we need you
[20%] Run personalized outbound to webinar audiences and industry event attendee lists, turning warm names into booked first meetings. No mass sequences; every message is yours and very specific.
[20%] Run first meetings: your three-slide story, sharp discovery questions, and a crisp follow-up that gets forwarded internally.
Join our leadership team at live industry events: staff the booth at tradeshows and walk congresses with them.
Master our core sales plays: rehearse them, listen to past winning calls, and run mock first meetings that convince the team you can do it alone.
Start outbound on your first event attendee list and webinar audience, and book your first attended meetings.
Have 30+ attended first meetings on the board, with a 70%-plus show rate.
Staff your first medical convention solo, with a pre-event target list, a floor contact log, and 100% follow-up.
Convert each webinar cycle into at least 2 attended meetings.
Have your first opportunities in discovery with a senior co-seller attached.
Speed and consistency despite ambiguity: following up same day, never dropping a ball, staying creative when the playbook runs out.
Curiosity about the product and the customer: you ask why a customer runs things the way they do, you go into the layers underneath.
Nobody expects you to become a sales engineer, but if your answer to every product question is 'let me loop someone in,' buyers lose interest and the someone loses patience.
In-person presence: you are at your best on a floor, at a booth, in a hallway conversation, and you want to travel to make that happen (expect to hop on a plane every 2-3 weeks).
Taking feedback fast: we coach constantly; what we correct on Monday shows up in your work on Tuesday.
Working with support rather than an army: you handle what you can and escalate deliberately.
Writing that sells: short, specific, personal messages that get replies.
Tell us about events or trade shows you have worked on: what you did before, on, and after the floor, and what it produced, with real numbers.
Walk us through a product you sold and what sat underneath it: how it worked, why customers chose it, what its limits were.
What are 2 or 3 outreach tactics that reliably got you replies and meetings, and how did you know they worked?
Tell us about the last piece of feedback that changed how you work, and what changed.
Compensation: 150,000 to 190,000 USD on-target earnings (60% base, 40% variable), with guaranteed variable during ramp.
US-based, remote, near a major hub airport.
SpotMe recruits, compensates, and promotes regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, parental status, or veteran status.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: greenhouse
Effort: quick