Senior Director, Business Development - Data & AI Oncology

Introduction

Natera is the global leader in the development of blood-based diagnostics and has built considerable momentum in the utilization of our Signatera (tumor informed) and Latitude (tumor naïve) assays. Year 2025 reflected a significant increase in the utilization of Signatera with >700k samples processed across our labs. Our WGS/WES repertoire and the integration of Foresight's phased variants technique and expertise in Lymphomas has enabled Natera to offer the most utilized, published, and studied MRD test available with global research. In addition, our best-in-class MRD assays combined with ultra-sensitivity have positioned Natera to lead this innovative area within diagnostics.

Our business model has adapted and expanded to offer our customers with real world data and insights to support their research objectives. We believe that multi-time point molecular data, matched with curated clinical data from the EHR and matched H&E digital pathology provides our customers with the most biologically informed dataset for Oncology.

These insights are ideally suited to support translational and clinical development teams with the evidence necessary to improve trial design, select the right patients and understand the correlation across treatments, outcomes and molecular signatures and MRD / ctDNA. In addition, our multi-modal datasets are uniquely designed to understand response, quantify resistance and build models defining recurrence and the time horizons when high risk patients with relapse/recur.

Natera’s Mission for Life Science Companies:

Integrate and utilize Natera’s portfolio of products, services and solutions to transform the R&D methodology and improve the probability of success across all of pharma’s primary verticals (Discovery, Development & Commercial) while bringing new products to market faster while compressing costs.

Responsibilities:

• Design and execute account specific strategies by harmonizing their business objectives with our data and AI solutions
• Leverage Natera’s strengths across our data, consortia and internal R&D insights to construct meaningful strategic partnerships with biopharma
• Integrate Natera’s medical, scientific and business operations teams to formulate an asset, franchise and / or disease specific approach
• Partner with the Testing and CDx counterpart to harmonize activities and leverage engagement and relationships to build a platform-based solution within Discovery, Development and/or the Commercial vertical
• Meet and exceed revenue goals for data and AI
• Drive a diamond selling approach when necessary to align Natera stakeholders with the account’s
• Deeply interrogate and understand each account’s business and research objectives as well as how they align to Natera’s mission for life science companies
• Build a strong pipeline of opportunities aligned to the account’s business and research objectives
• Negotiate and convert opportunities with assigned client accounts
• Align customers successes with industry shareable content to support change and transformation
• Travel domestically and internationally as needed to develop relationships, build pipeline and convert opportunities to contracts
• Additional efforts include but are not limited to cold-calling, development and delivery of client pitches and other materials as necessary, proposal writing and contract negotiations
• Utilize SFDC and other sales enablement tools as necessary
• Other duties as assigned

Qualifications

• Must thrive in a dynamic environment and be willing to lend support in new areas as the business grows
• Solution driven sales approach; focusing on driving value & impact
• Integrity and accountability are required to sufficiently learn, adapt and create solutions as our products evolve
• Proactive mindset that can help move both internal and external stakeholders to quickly solve problems
• Active listening combined with solution driven approach which drives opportunity generation to what customers need vs. what they want
• Deep relationships with pharmaceutical stakeholders
• Proven ability to navigate complex hierarchal organizations with repeated success
• Mission driven mindset fueled by the opportunity to make a positive change for patients
• Team player that prioritizes patients, customers & Natera
• Demonstrated ability to influence without authority (both with internal and external stakeholders)

Required Experience

• Minimum 5+ years in Business Development or Sales; specifically in Oncology multi-modal RWD and/or AI
• Extensive network of relationships across the selected accounts within the top 30 pharma
• Demonstrated success at building long-term, successful partnerships
• Balanced IQ & EQ creating a persona as a trusted advisor with clients who is able to guide customers to success
• Experience negotiating and closing large and complex multi-year deals
• Strong understanding of utility and application of real-world molecular, clinical and digital pathology data within discovery, development, commercial and artificial intelligence
• Bachelor degree in a Science or Business discipline; Advanced degree (MBA, PhD or Healthcare certification) or experience conducting discovery programs or designing clinical development programs

Physical Demands & Work Environment:

Duties are typically performed in a remote home office setting. This position requires the ability to use a computer keyboard, communicate over the telephone/computer, and read printed material. Duties may require working outside normal working hours (evenings and weekends) at times. While the position may be based anywhere in the United States, availability during Pacific time hours is required.

Travel required for this position: ~20%

This is a US Remote Position