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Business Development Director (New Logos EMEA)

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Company: Citeline
Location: London, United Kingdom
Date Posted:
Employment Type: Full Time
Job ID: R-456

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About Citeline

Citeline is one of the world's leading providers of data and intelligence on clinical trials, drug treatments, medical devices and what's new in the regulatory and commercial landscape. Relying on us to deliver vital advantage when making critical R&D and commercial decisions, our customers come from over 3000 of the world’s leading pharmaceutical, contract research organizations (CROs), medical technology, biotechnology, and healthcare service providers, including the top 10 global pharma and CROs. 
From drug and device discovery and development to regulatory approval, and from product launch to lifecycle management, we provide the intelligence and insight to help our customers seize opportunities, mitigate risk, and make business-critical decisions, faster. As the pharma and healthcare sector faces unparalleled upheaval, customers rely on our independent advice, enabling them to cut through the clutter and make sense of changing drug development, regulatory and competitive landscapes.
Citeline is proud to be a part of Norstella, an organization that consists of market-leading pharmaceutical solutions providers united under one goal: to improve patient access to life-saving therapies. Within this organization, Citeline plays a key role in helping clients connect the dots from pipeline to patient.

Job Description

This role is part of the New Logo EMEA Citeline sales team – as a Business Development Director within the Life Sciences industry. 
The team has the widest array of products and services to sell within the business – ranging from our Citeline business intelligence products – including but not limited to drug development, trial and site data, insights across the market, and also the suite of products across the commercial side of the market, driven by Evaluate; then in addition high level bespoke offerings including Real World Data, Lab data and consulting services. This takes an experienced, credible, knowledgeable, confident and articulate seller.
In this role as Business Development Director, you must need to know when to focus on a shorter term deal and when to pivot and drive a larger consulting deal – and they must be able to demonstrate experience of doing this.
It is a pivotal time for the team – made up of experienced, credible sellers who bring their vast experience –  you will be supported with a Sales Development Representative (SDR), a sales researcher (dedicated to this team) to help provide insight into prospects and marketing support to enable you to maximise your time driving large scale proposals, and nurturing and winning business across our exciting range of gold standard products and services.
You will have an assigned Biotech and Life Sciences territory (EMEA), based in our London office (with hybrid working). We are seen as a ‘partner’ to our clients and in your role – you will initiate this relationship. While you will need to be ready to generate pure new business – this role would also suite you if you are someone who is strategic and pursues accounts with a thorough and tactical approach.

Key duties and responsibilities

  •  Proactively hunting for new business opportunities, targeting organisations that do not currently engage with our products and services and working with the sales researcher, the SDR team and marketing team to target and nurture key segments of your territory.
  • Maintaining outbound activity through calls, LinkedIn, Teams and F2F meetings – you will drive the KPIs that are right for your territory
  • Prospecting for new clients via phone, email, social media, and live events to ensure top of the funnel activities are met and overall pipeline generation goals are delivered upon.
  • To attend and represent Citeline at conferences and other industry meetings to drive opportunity.
  • Ability to forecast accurately and manage pipeline risk to ensure monthly revenue goals are met.
  • Creating and owning a sales plan to ensure you have clear goals and a process to achieve and exceed targets.
  • Working with specialists to organise and run demonstrations to prospective customers.
  • Becoming an expert across the product suite (subscriptions/SaaS, one-time products, and consulting), our competitors and our clients, to provide excellent service & maximise sales.
  • Internal stakeholder networking to help collaborate on opportunities.


Key requirements


  • Degree (BA level) equivalent or higher – ideally in a Life Sciences discipline or MBA, though not essential
  • Fluent language skills in English -in other languages will be a plus.
  • Experienced in selling subscriptions, SaaS solutions and consultancy (or similar big ticket deals) ideally targeting Pharma/Biotech/Life Sciences companies – with a proven ability to sell complex solutions
  • Proven track record in winning new business and exceeding quotas, with a minimum of circa 8 years in this capacity.
  • Experience in working with and consistently achieving Key Performance Indicators.
  • Proactive and motivated by a fast paced, target driven environment.
  • Has an ability to learn new skills, products and deal with complex subject matter and products
  • Exceptional communication and influencing skills, able to build credible relationships both internally and externally.
  • Experience of working with clients in the Middle East is an added bonus
  • An innate to win and exceed targets

Our Guiding Principles for success at Norstella

01: Bold, Passionate, Mission-First
We have a lofty mission to Smooth Access to Life Saving Therapies and we will get there by being bold and passionate about the mission and our clients.  Our clients and the mission in what we are trying to accomplish must be in the forefront of our minds in everything we do.   

02:  Integrity, Truth, Reality 
We make promises that we can keep, and goals that push us to new heights.  Our integrity offers us the opportunity to learn and improve by being honest about what works and what doesn’t.  By being true to the data and producing realistic metrics, we are able to create plans and resources to achieve our goals.   
03:  Kindness, Empathy, Grace 
We will empathize with everyone's situation, provide positive and constructive feedback with kindness, and accept opportunities for improvement with grace and gratitude.  We use this principle across the organization to collaborate and build lines of open communication.
04:  Resilience, Mettle, Perseverance 
We will persevere – even in difficult and challenging situations.  Our ability to recover from missteps and failures in a positive way will help us to be successful in our mission. 
05:  Humility, Gratitude, Learning 
We will be true learners by showing humility and gratitude in our work.  We recognize that the smartest person in the room is the one who is always listening, learning, and willing to shift their thinking.   


  • 25 days annual leave, 4 days for volunteering and a personal day
  • 5% pension match
  • Group Life Assurance (100% employer funded)
  • Group Income Protection (100% employer funded)
  • Other voluntary benefits such as: Dental, Cash Plan, PMI Excess Cover, Health Screening & Critical Illness 
Norstella is an equal opportunity employer. All job applicants will receive equal treatment regardless of race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, medical condition, sex (including pregnancy and pregnancy-related conditions), marital or domestic partner status, military or veteran status, gender, gender identity or expression, sexual orientation, genetic information, reproductive health decision making, or any other protected characteristic as established by federal, state, or local law.