Business Development Manager (SaaS) - #2190969

ARC Regulatory combines specialist IVD/CDx clinical research expertise with laboratory services and software solutions to support Sponsors across the clinical trial lifecycle and accelerate global precision medicine studies.

Through its Dx CRO and Sponsor Delegation services, ARC supports the planning, delivery and oversight of global CDx clinical trials, acting as an extension of the Sponsor team and providing clear ownership and accountability across delegated activities.

ARC Laboratories, based in Belfast, Northern Ireland, provides in-house assay and clinical trial sample testing capabilities across IHC, qPCR, ELISA and NGS-based testing. The laboratory is UKAS ISO 15189 and CAP accredited, providing high-quality biomarker testing for precision medicine clinical trials.

ARC’s Health Institution status, under the IVDR Article 5(5), provides a practical route for early-phase clinical trial sample testing in the EU and UK, helping reduce regulatory burden and enable faster sample testing for eligible studies.

ARC also combines its regulatory expertise with technology through ARC360 powered by AURA AI. ARC360 is a regulatory intelligence and submission collaboration platform scoped specifically for CDx clinical trials, bringing national regulatory requirements, submission workflows, document generation and project reporting into one place. AURA AI capabilities combine the speed of AI with human expertise to support structured, traceable and auditable regulatory outputs.

By connecting clinical research, laboratory and technology expertise, ARC helps Sponsors reduce complexity, manage risk and maintain control across their global precision medicine clinical trials.

Job Purpose:

As Business Development Manager (SaaS) in precision medicine, you will be responsible for identifying and pursuing business opportunities and developing strategies to market and sell a range of precision medicine digital technologies to various markets segments, including pharma, biopharma and diagnostic companies. You will specialise in offering scalable and tailored software solutions that enhance efficiency and drive growth in translational medicine space. You will work as part of the ARC’s Commercial team, reporting into the CFO. You will seek out SaaS business opportunities and collaborations, where appropriate, in the delivery of ARC’s global commercial strategy and implementation with specific emphasis on NEW sales.

Responsibilities

• Lead new SaaS sales for the commercial team, including identifying new targets, preparing new quotes, organizing and scheduling meetings and working with marketing to further develop sales-engagement tools.  
• Conduct in-depth market research, appropriately segment the market, analyse TAM in each segment alongside market trends, identifying customer budget-holders, decision makers and decision-making processes and budgeting/purchasing cycles. 
• Develop a detailed understanding of Product Market Fit and work with internal Development colleagues to align product to market needs. 
• Responsible for developing and implementing sales strategies, based on comprehensive market research and importantly, building and maintaining relationships with new customers and stakeholders, negotiating contracts, and achieving pre-determined sales targets per annum. 
• Coordinate suitable training and customer onboarding to help ensure customer satisfaction and successful usage of the SaaS product(s). 
• Support CCO in identifying and attending trade shows, conferences, and other industry events. Develop and maintain an active network of key opinion leaders and influential partners to drive growth and expansion of the business. 
• Conduct product presentations and demonstrations to showcase the USP of ARC’s SaaS solutions.  
• Act as customer interface for webinars, seminars and key industry digital transformation events. 
• Generate and qualify leads (SQL’s) through various channels including cold calling, networking and working closely with marketing to build targeted SaaS marketing campaigns. Monitor success through KPI’s by reviewing weekly/monthly Sales and Marketing Dashboards. Metrics include: lead activity, sales pipeline, pipeline velocity and conversion ratios. 
• Develop and maintain accurate sales forecasts to support revenue and resource planning. 
• Lead contract negotiations, collaborating with internal SME(s) to finalise agreements in compliance with UK regulations. Actively record such contractual agreements between the company and vendors, suppliers or clients, and help ensure that all parties are aware of the contracts' terms and conditions. 
• Maintain up-to-date information on pricing, promotional activities, and product launches and communicate them regularly to the commercial team. 
• Work collaboratively with other departments to drive cross-functional digital projects to completion, adhering to strict timelines and budgets. 
• Develop and maintain good working relationships with team members and stakeholders. Commit to open, honest communication and participate actively in the team meetings. 
• Provide support to marketing for event management activities.  
• Collaborate with the commercial team to hit specific sales targets in key geographies through novel marketing outreach efforts. 
• Manage and maintain CRM (HubSpot) SaaS contacts, aiming to increase database size with relevant and qualified SQL’s (KPI to be set by mutual agreement). 
• Identify and undertake continuing professional development linked to personal objectives to ensure ongoing awareness of current sales and marketing standards.  
• Undertake an education in both Key Account Management (KAM) and where relevant, Account-Based Marketing (ABM) to support ARC’s long-term growth. 
• Contribute to ARC company culture initiatives to maintain a positive and engaging workforce. 
• Any other duties, within reason and capability, as determined by the management. 
  
  

Essential Criteria

• A Bachelor's degree in Business Administration, Business Studies, Computer Science or another relevant field. 

• A professional sales certificate such as CPS, CISP and/or CSOP. 

• 5-10 years of SaaS sales experience in a similar role, ideally in the life Sciences sector. Proven track record. Strong understanding of the SaaS market, industry regulations and customer needs. 

• Experience of writing customer quotes. Attention to detail and proof-reading skills are a plus. 

• Strong written and verbal communication skills, with the ability to effectively work with clients and colleagues alike. Comfortable delivering presentations and demos. 

• Attention to detail and ability to maintain accurate records. 

• Excellent organizational and time management skills, with the ability to prioritize tasks and meet strict deadlines. 

• Proactive problem solver and able to think strategically. 

• Knowledge of HubSpot CRM software is a plus 

• Ability to work independently and in a team environment. 

• Demonstrable marketing experience and ability to conduct market research. 

Circumstances  

• Able to travel as required including travel to US/Europe 

• Valid passport  

Why Join ARC Regulatory?

At ARC, technology sits alongside specialist clinical, regulatory and laboratory expertise. As Business Development Manager (SaaS), you will help grow ARC360 and connect clients with digital solutions that support global precision medicine clinical trials.

We offer:

• A competitive salary.
• 32 days of annual leave, increasing with service to a maximum of 35 days.
• Employer pension contributions.
• An employee benefits programme, including private medical cover after probation.
• The opportunity to shape SaaS growth within a growing organisation, working with international clients across the pharmaceutical, biopharmaceutical and diagnostics sectors.
  
  

“We are an equal opportunity employer; applications are welcome from all and appointment will be made on the basis of merit.”