About mpathic
mpathic is building the future of trustworthy AI. Grounded in behavioral and medical science and human-centered design, we provide the infrastructure for building AI systems that are safe, aligned, and emotionally intelligent.
Building on our work in areas like RL gyms, red teaming, and benchmarking, we are creating the foundation for training, probing, and measuring advanced AI systems reliably, auditably, and at scale. We are remote-first and psychologist-founded, with a culture that pairs high standards with kindness, trust, and autonomy.
Our Life Sciences Line of Business brings clinician-led AI monitoring, safety detection, and expert clinical review to clinical trials, helping sponsors and CROs protect participants and data quality, with a strong presence in psychedelic and CNS research.
About the Role
Sponsors and CROs are running more complex trials under more scrutiny than ever, and they need confidence that what happens in therapy and assessment sessions is safe, consistent, and high quality. mpathic’s Life Sciences business brings clinician-led AI monitoring, safety detection, and expert clinical review to clinical trials, with a strong presence in psychedelic and CNS research.
mpathic is seeking a Sales Director, Life Sciences to win new business in our Life Sciences market. You will sell to pharmaceutical and biotech sponsors and CROs, helping them protect participants and data quality with mpathic’s clinician-led approach. This is a quota-carrying individual contributor role for an experienced seller who has sold clinical trial technology or services from the vendor side, and who is energized by complex, consultative sales. You will report to our Co-Founder & Chief Business and Innovation Officer (CBIO), who leads the Life Sciences business.
This is a U.S.-based remote position. Candidates must reside in the United States. Applicants must be currently authorized to work in the United States on a full-time basis. This position is not eligible for visa sponsorship.
What You’ll Do
Win New Business and Own Pipeline
- Own a quota and a book of target accounts across pharmaceutical and biotech sponsors and CROs, and forecast against the Life Sciences bookings target in partnership with the CBIO.
- Sell mpathic’s platform, supported by expert-led clinical services, for trial monitoring, fidelity and safety review, and data quality across studies.
- Build and execute account plans that identify the right stakeholders, such as clinical operations, clinical development, medical, quality, data management, procurement, and executive sponsors, and multi-thread across them.
- Build and manage pipeline targeting 3x coverage, through outbound, networking, CRO and technology partners, and industry conferences, with support from Life Sciences marketing and the CBIO.
- Run weekly pipeline reviews, keep forecasts and account notes accurate in the shared CRM, and report on pipeline health, win rates, sales cycle length, and revenue performance.
Sell Strategic Enterprise Deals
- Personally lead strategic opportunities through complex, multi-stakeholder sales cycles, from first meeting to signed contract.
- Lead discovery that uncovers each study’s design, endpoints, risks, monitoring needs, and success criteria.
- Navigate sponsor and CRO procurement, vendor qualification, security, quality, legal, and compliance reviews.
- Develop proposals, SOWs, and pricing within the life sciences line of business pricing framework, partnering with mpathic Solutions Architects, clinical experts, and Product on demos and RFP responses, and lead negotiation and contracting with the CBIO.
- Build senior relationships with clinical operations, clinical development, and medical leaders, and earn credibility by speaking clearly about clinical trial monitoring, therapy and rater fidelity, and safety detection.
Grow Existing Accounts and Channels
- Drive renewals and expansion into new studies, programs, and therapeutic areas with current customers.
- Partner with the VP of Product Success and the TPM and execution team for smooth handoffs from sale to delivery, so customers feel continuity into study delivery.
- Build CRO and technology partnerships that create referral and co-selling channels.
Shape Our Life Sciences Go-to-Market
- Share market, competitor, and customer feedback with the CBIO, Life Sciences marketing, and Product, including trends in clinical trial technology and regulatory expectations.
- Help refine our Life Sciences messaging, sales playbook, and ideal customer profiles, including expansion beyond CNS into broader psychiatry and other therapeutic areas.
What You’ll Accomplish
In your first 60–90 days you’ll…
- Learn mpathic’s Life Sciences offerings, customers, and delivery model in depth, and become confident telling our story to clinical, scientific, and executive buyers.
- Shadow customer conversations and active studies to understand what great delivery looks like.
- Build an account plan and target list across sponsors and CROs, and begin generating qualified pipeline.
In your first year you’ll…
- Consistently meet or exceed quota, with a well-qualified pipeline at 3x coverage.
- Establish at least one CRO or technology partnership that creates referral or co-selling opportunities.
- Close new logos with sponsors and CROs, and establish yourself as a trusted advisor to their clinical and operations leaders.
- Help build the Life Sciences sales playbook that the team can follow as we grow.
You’ll Thrive in This Role If You…
- Have a track record of closing complex, multi-stakeholder deals with clinical and scientific buyers, and of meeting or exceeding a quota.
- Understand how clinical trials run, including study start-up, vendor selection, and sponsor–CRO relationships.
- Are comfortable selling SaaS, with expert-led services alongside it.
- Can speak credibly with clinical operations, medical, quality, and executive leaders, and are curious about psychedelic and CNS research, AI safety, and behavioral science.
- Have strong discovery, negotiation, and forecasting skills, and keep your pipeline and CRM disciplined.
- Are self-directed and collaborative, and comfortable with travel to meet customers and attend industry events. Travel expectation: up to 30%.
- Enjoy working in an early-stage, remote-first company with a mission to make AI safer for people.
Required Experience
- 7+ years of enterprise B2B sales experience, selling software or services.
- Experience selling to life sciences organizations from the vendor side, such as at an eCOA, CRO, EDC, or other clinical technology provider.
Preferred Experience
- Experience in CNS, psychiatry, mental health, or psychedelic research.
- Experience selling AI, data, or analytics solutions.
- Existing relationships with sponsors and CROs.
- Familiarity with clinical trial quality and compliance expectations, including Good Clinical Practice and 21 CFR Part 11.
Apply Even If You Don’t Check Every Box
If you’re excited about bringing clinician-led AI to clinical research and helping grow our Life Sciences business, we’d love to hear from you.
Role details
Department: Life Sciences
Reports to: CBIO
Location: Remote (US) Location preference, San Francisco or West coast
Employment type: Full-time
Level: Director, quota-carrying
Focus: Quota-carrying sales to life sciences companies
