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Salary: USD 160,000 - 190,000 / annual
ONI is a life-science instrumentation company developing the Nanoimager, a revolutionary platform for cellular and molecular-level visualization to advance scientific discovery and disease research.
You will lead ONI's market development and pipeline generation function, owning the top-of-funnel commercial engine and building the qualified pipeline required to deliver future bookings growth. This role integrates inside sales, digital marketing, pipeline-focused application specialists, campaigns, events, and market-development execution into one measurable pipeline-generation function.
Key Responsibilities:
- Lead the Market Development & Pipeline organization with 8 direct reports, establishing 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 clear customer need, technical fit, buying context, and next action
- Recruit, coach, and develop a high-performing pipeline-development team
Requirements:
- 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 functions
