Director, Scientific Solutions

About TetraScience

TetraScience is a scientific data and AI company developing Tetra OS, an operating system built for scientific intelligence. The company helps major life sciences organizations convert scattered scientific information into AI-ready assets and workflows that speed up discovery, development, and manufacturing. Its partner ecosystem includes NVIDIA, Databricks, Thermo Fisher Scientific, Snowflake, Google, and Microsoft.

As part of the hiring process, candidates are expected to review a document called The Tetra Way, written by the CEO, Patrick Grady. The company emphasizes that this document is central to understanding its mission, culture, and expectations.

Role Overview

The Director, Scientific Solutions is a senior player-coach leadership position created to help scale TetraScience’s Scientific Data and AI Cloud. The role combines deep scientific credibility, technical solution leadership, and ownership of commercial outcomes. You will personally manage the most strategic accounts in your region while also hiring, coaching, and holding accountable a team of Scientific Solutions Partners.

This is not a conventional sales manager role with only a presales function. Instead, the position requires end-to-end ownership of strategic selling, from prospecting and discovery through solution design, proof-of-concept work, RFP responses, contracting, and closing. You will remain responsible for the health, growth, and renewals of the business book in partnership with Delivery Management, while also driving team performance.

The role involves working with large enterprise biopharma, biotech, and life sciences organizations. You will help customers understand how TetraScience’s Scientific Data Foundry and Tetra OS convert isolated raw scientific information into AI-ready datasets using a medallion architecture approach: bronze, silver, gold, and AI-native. Your audiences may include bench scientists, data engineers, CDOs, VPs of IT, scientific leaders, and digital transformation executives.

The company also equips its solutions leaders with AI-based tools such as Claude Cowork and Codex to streamline RFP handling, triage, and contracting workflows, allowing the team to work with the effectiveness of a much larger organization.

Leadership and Team Development

You will help build, develop, and retain a high-performing team of Scientific Solutions Partners. A major part of the job is establishing performance expectations, coaching both technical credibility and commercial discipline, and creating a strong operating rhythm through pipeline reviews, deal inspection, forecasting, and account planning.

In addition, you will guide team members through complex sales cycles involving multiple stakeholders, serve as an escalation point for important accounts and competitive situations, and strengthen a culture centered on scientific depth, customer focus, accountability, and high standards.

Scientific and Technical Engagement

You will personally lead technical discovery for strategic accounts and ensure the team develops a deep understanding of each customer’s laboratory data environment, including instruments, data formats, informatics systems, and data science goals.

The role also includes designing and presenting solution architectures for specific scientific use cases such as ADMET assays, FPLC/UPLC chromatography, bioassay data harmonization, and AI training datasets. You will promote the use of live product demonstrations tied to the customer’s key value drivers and oversee proof-of-concept and proof-of-value work in collaboration with scientific data architects.

You will own the technical strategy for major RFPs and help the team translate platform capabilities, scientific use cases, and customer requirements into clear and accurate responses. A key part of the job is explaining the medallion data model in both scientific and business language, showing how raw data, harmonized data, and analysis-ready datasets create value and how the AI-native layer accelerates results.

You will also keep the team current on laboratory and informatics trends, including assay workflows, instrument vendors, SDMS/ELN/LIMS/analytical software integrations, and AI/ML applications in drug discovery and development.

Commercial Ownership

You will own the commercial strategy for the territory and be accountable for the number. This includes building a strong, reliable pipeline, maintaining forecast accuracy, and providing visibility to leadership.

Part of the job will be personally prospecting, qualifying, and closing high-value flagship accounts while also helping the broader team generate pipeline in line with go-to-market strategy. You will also look for expansion opportunities in existing accounts across new labs, instruments, geographies, sites, and use cases.

You will manage and coach the full sales cycle using recognized methodologies such as MEDDIC, MEDDPICC, Force Management, or similar approaches. The role requires building relationships from individual contributors through C-suite sponsors and partnering closely with Delivery Management to ensure a smooth transition from sales to delivery and consistent scientific context across accounts.

Market and Thought Leadership

You will represent TetraScience at conferences, seminars, and customer events as a senior scientific voice. The role also includes feeding customer and market insights back to product, marketing, and science teams so they can improve roadmap priorities and messaging.

In addition, you may help create materials such as case studies, solution briefs, and demo stories that support the category and enable the sales team.

Requirements

The company prefers candidates with an advanced degree in life sciences, chemistry, or engineering, ideally an MS or PhD, although equivalent practical experience can substitute.

You should bring 12 or more years of combined scientific, technical, and commercial experience in life sciences software, lab informatics, scientific data infrastructure, or a related field. Strong leadership experience is expected, whether through direct management, coaching, formal team leadership, or proven player-coach capability with readiness to build and run a team.

The ideal background includes experience closing enterprise deals independently while also improving the performance of others. Experience working in pharma, biotech, or CRO/CDMO settings — either as a scientist, scientific software professional, or customer-facing solutions/sales professional — is important.

You should be able to lead complex technical sales cycles in enterprise SaaS or scientific software, including POC design and execution as well as RFP ownership. Deep familiarity with laboratory workflows, scientific data types, file formats, instrument connectivity, data harmonization, and the path from raw data to AI-ready datasets is essential.

Knowledge of modern sales frameworks such as MEDDIC, MEDDPICC, or Force Management is helpful, and you should bring a strong executive presence that works in architecture discussions, C-suite business conversations, and internal leadership settings.

The role also requires the ability to travel about 30% of the time to client sites within the assigned region.

Benefits

Eligible employees and their immediate family members receive fully employer-paid benefits. Additional perks include unlimited paid time off, a 401(k) plan, remote-friendly working arrangements, company-paid life insurance, and LTD/STD coverage.

The company also emphasizes a continuous-improvement culture with opportunities for growth and coaching.

Additional Information

Visa sponsorship is not available for this position.