Director OF Sales

Overview California Life Sciences (CLS) is seeking a dynamic and results-driven Director of Sales to drive membership growth, expand market presence, and strengthen engagement across California's life sciences ecosystem.
Location: South San Francisco, CA. Department: Business Development & Strategy. Reports To: Vice President, Business Development & Strategy. Status: Full-Time, Exempt. Work Arrangement: Hybrid. Salary Range: $105,000-$125,000. Travel: Up to 80% local travel and 20% overnight. Transportation: Requires reliable transportation.
Role The Director of Sales will manage the full membership sales lifecycle, including prospecting, qualification, relationship development, proposal development, negotiation, closing, onboarding, and long-term account growth. This role collaborates with prospective and existing members, strategic partners, and internal stakeholders to deliver exceptional member experiences and advance CLS’s mission to promote innovation in California’s life sciences industry.
As a key contributor to organizational growth, the Director of Sales develops and executes business development strategies that increase membership, strengthen industry relationships, and drive sustainable revenue growth. The role partners with leadership, marketing, membership services, events, and external stakeholders to identify opportunities, cultivate relationships, and enhance CLS’s impact.
Key Responsibilities Strategic Growth, Member Acquisition & Revenue Development Drive membership growth and revenue by identifying, cultivating, and converting high-value prospects across life sciences sectors (biotechnology, pharmaceutical, medical device, diagnostics, digital health, and emerging fields).
Develop and execute comprehensive business development strategies aligned with organizational goals and membership growth targets.
Conduct ongoing market analysis to identify industry trends, competitive dynamics, investment activity, and growth opportunities.
Build, maintain, and expand a robust pipeline of prospective members, strategic partners, incubators, innovation hubs, and industry stakeholders through proactive outreach and relationship-building.
Establish trusted advisor relationships with executive leaders and key decision-makers, communicating the value of CLS membership and engagement opportunities.
Lead the full membership sales lifecycle, including prospecting, qualification, needs assessment, proposal development, negotiation, closing, onboarding, and account expansion.
Partner with BIO Business Solutions, CLS Cost Savings partners, and other strategic stakeholders to create mutually beneficial relationships that enhance member value and accelerate membership growth.
Champion a seamless onboarding experience for new members, driving early engagement across all levels of member organizations.

Sales Excellence & Business Intelligence Maintain a disciplined, data-driven approach to pipeline management using Salesforce to track opportunities, forecast performance, monitor key metrics, and provide actionable insights to leadership.
Deliver accurate and timely reporting on sales activities, pipeline health, revenue performance, market trends, and growth opportunities.
Collaborate with executive leadership and cross-functional teams to refine sales strategies, identify new market opportunities, and optimize member acquisition and retention efforts.
Leverage market intelligence and member feedback to identify emerging needs, strengthen value propositions, and support continuous improvement across CLS programs and services.

Industry Leadership & Market Presence Serve as a visible ambassador for CLS across assigned territories and market segments, strengthening the organization’s reputation and presence within the life sciences community.
Represent CLS at industry conferences, trade shows, networking events, investor forums, and association meetings to expand strategic relationships, generate qualified leads, and increase brand awareness.
Maintain a significant field presence through regular travel, engaging directly with prospective and existing members to deepen relationships and uncover growth opportunities.
Contribute to organization-wide membership campaigns, strategic initiatives, and business development efforts that drive sustainable growth and long-term success.

Qualifications & Experience Required Bachelor’s degree preferred; equivalent combination of education, training, and experience will be considered.
Minimum 3-5 years of outside sales experience within the life sciences industry preferred.
Demonstrated success meeting or exceeding sales, membership, business development, or revenue goals.
Experience building relationships with senior leaders, executives, founders, and key decision-makers.
Strong communication, presentation, negotiation, and relationship management skills.
Experience utilizing CRM systems, preferably Salesforce.
Strong analytical, organizational, and problem-solving skills with the ability to manage multiple priorities.
Ability to work independently and manage a territory with significant travel requirements.
Ability to travel throughout California and attend occasional overnight events as business needs require.
Reliable transportation for business travel.

Preferred Experience within biotechnology, pharmaceutical, medical device, diagnostics, digital health, or related life sciences sectors.
Experience working for a trade association, nonprofit, membership organization, or mission-driven organization.
Existing relationships within California’s life sciences ecosystem.
Experience selling memberships, sponsorships, partnerships, or professional services.
Experience developing strategic partnerships and driving long-term business growth.
Familiarity with California’s life sciences, innovation, and investment communities.

Final compensation will be based on experience, skills, internal equity, and organizational budget.
CLS is an equal opportunity employer committed to fostering an inclusive and equitable workplace.

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