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ONI

Director, Pipeline Development

ONI

. Lead the Market Development & Pipeline organization with 8 direct reports to establish a disciplined operating engine .

Posted 10/12/2026full-timeSan Diego • California • United StatesLead💰 $160,000 - $190,000 per yearWebsite

Core Competencies

Role fit
Core Competencies

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Demonstrates expertise in leading market development and pipeline strategies, with a strong focus on driving growth in life-science tools and biotech sectors. Proven ability to develop high-performing teams and establish effective sales and marketing strategies to generate qualified commercial opportunities.

Highest-signal resume keywords
10+ Years Quota Carrying Sales ExperienceDemand Generation LeadershipComplex Scientific Sales Funnel UnderstandingPipeline Development and Conversion ImprovementTeam Recruitment and Development

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills
Sales Strategy DevelopmentMarket DevelopmentOpportunity QualificationFunnel Metrics EstablishmentCampaign Performance Measurement
Soft Skills
LeadershipCoachingCollaboration
Tools & Technologies
Sales ToolsApplication-Specific Messaging
Industry Keywords
Life-Science ToolsInstrumentationBiotechCommercial OpportunitiesBioprocessingBiodiscovery

About the role

Key responsibilities & impact
  • Lead the Market Development & Pipeline organization with 8 direct reports to establish a disciplined operating engine
  • Deliver sustained growth in weighted and unweighted pipeline across priority markets
  • Establish target-account, outbound, campaign, and event strategies that generate qualified commercial opportunities
  • Drive progression from initial customer engagement through qualified leads
  • Partner with Market Development stakeholders on Bioprocessing and Biodiscovery go-to-market strategies and commercial plays
  • Establish funnel metrics, conversion targets, campaign performance measures, and pipeline reporting
  • Lead reporting managers to develop application-specific messaging, sales tools, proof points, and repeatable commercial plays
  • Ensure qualified opportunities are handed to Sales with a clear customer need, technical fit, buying context, and next action
  • Recruit, coach, and develop a high-performing pipeline-development team

Requirements

What you’ll need
  • 10+ years of quota carrying sales experience in life-science tools, instrumentation, biotech, or adjacent technical commercial markets
  • Experience leading demand generation, business development, market development, or commercial teams
  • Strong understanding of complex scientific sales funnels and opportunity qualification
  • Demonstrated ability to build and deliver measurable pipeline and improve funnel conversion
  • Comfortable leading across marketing, applications, market development, and sales

Benefits

Comp & perks
  • Competitive salary
  • Flex PTO
  • 11 federal holidays
  • 4 dedicated wellbeing days
  • 401(K) via ADP
  • Life Insurance
  • Medical
  • Dental
  • Vision
  • Perks at Work discounts and deals
  • Equal opportunity employment