About the Company:
Elucidata is an AI Solutions Tech Data-centric AI company on a mission to make life sciences AI-ready. Headquartered in San Francisco with a 120+ member team across the US and India, we're building the future of data-centric AI for drug discovery. Our flagship AI-Agentic powered platform, Polly, helps research teams wrangle, harmonize, and analyze massive volumes of biomedical data, accelerating discoveries and making precision medicine a reality.
Recognized by Fast Company as the Most Innovative Biotech Company of 2024, Elucidata partners with 25+ leading organizations, including Pfizer, Novo Nordisk, Google DeepMind, Alnylam Therapeutics, and the Bill & Melinda Gates Research Institute. Backed by top VCs like Eight Roads, F-Prime, IvyCap, and Hyperplane.
With over 200 data products and AI solutions co-developed by 100+ domain experts, we've helped our partners achieve 4X faster R&D milestones and contribute to 16 therapies advancing toward FDA approval. At Elucidata, you'll work at the intersection of AI, biology and impact while solving real-world challenges that accelerate the journey from data to discovery.
About the Role
We are looking for a Director / Senior Director of Sales to own revenue growth by owning the entire sales lifecycle - from qualified opportunities to closure across our life sciences and biopharma customer base. This is a high-impact role responsible for building a predictable pipeline, closing strategic accounts, and aligning cross-functional stakeholders including delivery and GTM leadership. You will be a key voice in shaping commercial strategy and customer success across high-value accounts.
What You'll Own
- Lead and own the sales cycle from MQL/SQL to closure for both new and existing business.
- Drive revenue growth in key markets, with a focus on large pharma, biotech, and data-forward life sciences orgs.
- Track and report key sales metrics, including forecast accuracy, pipeline health, and win rates.
- Segment target accounts and craft customized outreach strategies for each segment/persona.
- Collaborate with demand gen and solutions marketing to accelerate pipeline growth.
- Manage and mentor a growing sales team and solution managers across geographies including the US, Europe, APAC and MENA.
- Support deal structuring, pricing, and proposal development with internal stakeholders.
- Partner with solution managers to expand footprint in existing accounts.
- Develop and maintain strong relationships with key decision-makers and executive sponsors.
- Own long-term growth of strategic accounts through upsell/cross-sell opportunities.
What Makes You a Great Fit
- 1012 years of experience in enterprise sales in life sciences tech.
- Proven track record of meeting or exceeding sales quotas in the US and other global markets.
- Deep familiarity with consultative selling, value-based positioning, and enterprise buying cycles.
- Strong experience collaborating with cross-functional teams (marketing, delivery, product, etc.).
- Experience managing solution or pre-sales functions alongside sales ownership.
Preferred Qualifications
- Experience selling to Pharma R&D, Bioinformatics, or Life Sciences IT teams.
- Strong understanding of data platforms, cloud infrastructure, or AI/ML-driven solutions.
- Prior startup or scale-up experience with high-ownership roles.
- Excellent communication and negotiation skills with C-level stakeholders.
Why Join Elucidata
- Opportunity to shape the future of biomedical data ecosystems by building partnerships at the frontier of science and healthcare.
- Direct visibility with the founders and leadership team.
- High-impact role - the partnerships you establish will directly translate into Elucidata's growth and customer success.
- Work with global leaders and contribute to data-driven drug discovery.
- We are proud to be an equal-opportunity workplace and are an affirmative action employer. We are committed to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, caste, citizenship, marital status, disability, gender identity, or Veteran status.
Benefits of working with us:
- Competitive compensation including ESOPs
- Unlimited vacation and holiday time off
- Hybrid work environment (3 days in office per week)
- The opportunity to be part of a dynamic team in a growing company
Elucidata at First Glance
- Recognised as the Most Innovative Company in Biotech (Fast Company, 2024) - for leading the charge in making life sciences data AI-ready.
- A Decade of Curiosity, Courage, and Collaboration - hear what our team says about building the future of TechBio together.
- Named a YourStory Tech30 Winner - celebrating innovation at the intersection of AI and biology.
- Raised $16M in Series A Funding - led by Eight Roads, F-Prime, and our existing investors IvyCap and Hyperplane.
- Meet Our Founders - Dr. Abhishek Jha, Swetabh Pathak, and Dr. Richard Kibbey who are redefining what's possible in data-driven drug discovery.
- Secured 1st Place in the NCI-CRDC AI Data Readiness Challenge - driving AI adoption in oncology research.
- Ranked Among the Top 10 Teams in the Broad Institute's Autoimmune Disease ML Challenge - recognised for cutting-edge innovation in biomedical AI.
- Placed in the Top 25 Globally in the Arc Institute's Virtual Cell Challenge (VCC) - sponsored by NVIDIA, 10x Genomics, and Ultima Genomics.
