Business Development Manager in at Dark Horse Consulting Group

Business Development Manager

Reports to: Director, Business Development

Location: Remote with occasional travel

Function: Business Development

Employment Type: Full-time

Dark Horse Consulting Group (DHCG) is a leading biotherapeutics consulting firm dedicated to accelerating the development and commercialization of cell and gene therapies (CGT) and other complex biotherapeutics. Founded in 2014, DHCG brings together deep scientific expertise, regulatory insight, and operational experience across CMC, Regulatory, Clinical, Nonclinical, Quality & Compliance, Supply Chain, and Commercial Launch.

We work across the full development lifecycle with biotech and pharma companies, CDMOs, technology providers, and investors, helping our clients move faster and smarter through the most challenging phases of drug development. Our three integrated divisions, Dark Horse Consulting, BioTechLogic, and Converge Consulting, give us unmatched breadth and depth across the advanced therapies and biopharma landscape.

This is an exciting opportunity for a driven, technically grounded professional to join DHCG’s Business Development team and play an integral role in growing our client base across the advanced therapies space.

Reporting to the Director of Business Development, you support a portfolio of deals from first contact through to signed Statement of Work (SOW), serving as the accountable owner for both new prospects and existing clients, and working closely with internal stakeholders (Principals, SOW Authors, and BD leadership) to position DHCG’s capabilities compellingly and accurately.

Pipeline Development & Client Growth

• Contribute to the team efforts to identify and pursue new client opportunities across biotech/pharma, CDMOs, technology providers, and investor/VC networks, while also growing and deepening relationships with existing DHCG clients

• Attend and represent DHCG at industry conferences, partnering events, and scientific meetings to build and maintain a strong external network

Deal Ownership, Client Engagement & Commercial Process

• Support or own deals from initial qualification through to SOW execution, serving as the primary point of contact for prospective clients throughout the engagement process

• Lead or co-lead Intro Calls to understand client needs, therapeutic context, and clinical indication, and introduce DHCG’s relevant capabilities and team

• Coordinate appropriate internal stakeholders (Principals/SMEs, BD SVP) for scoping calls and proposal development, based on the nature and maturity of the opportunity

• Prepare and send client-facing follow-up materials, including case studies, marketing collateral, NDA/MCA templates, and high-level project outlines

• Manage client communications professionally, ensuring the Principal and BD team are kept informed, and all commercial terms are handled appropriately

• Drive the proposal and SOW process in collaboration with the SOW Author, Principal, and BD Director, ensuring documents are accurate, commercially sound, and delivered on time

• Review and provide input on draft SOWs and fee tables to ensure alignment with client expectations and commercial objectives

• Navigate NDA and MCA negotiations in coordination with DHCG’s Legal team, escalating issues as required

• Manage deal progression through each stage of the HubSpot pipeline, keeping all fields current and maintaining high data quality

Collaboration & Internal Communication

• Participate actively in weekly BD Team meetings, contributing pipeline updates, deal strategy input, and market intelligence

• Collaborate with BD Operations, Legal, and Finance on contract administration, deal hand-off, and project kick-off

• Share market insights, competitive intelligence, and client feedback to inform DHCG’s service development and go-to-market strategy

Conference Strategy & Execution

• Contribute to decision-making on which conferences and industry events DHCG should attend or exhibit at, providing input on target audience, therapeutic focus, and expected return on investment

• Contribute to the development and execution of DHCG’s exhibiting strategy at key conferences, including booth presence, messaging, collateral, and logistics, in coordination with relevant internal stakeholders. This will include leading on some shows.

• Own the partnering process at conferences where DHCG participates, including setting up and managing the meeting schedule, prioritising targets, and ensuring the right internal team members are matched to the right conversations

• Follow up on conference leads in a timely manner, logging all contacts and interactions in HubSpot and progressing qualified opportunities through the pipeline

• Qualify inbound and outbound leads, ensuring timely follow-up and progression through the pipeline

• Maintain accurate and up-to-date records for all deals, contacts, and activities in HubSpot, in accordance with DHCG’s sales process

Qualifications & Experience

• Bachelor’s degree (required) in a relevant life sciences or scientific field; Master’s or PhD preferred

• 3-6 years of business development, sales, or client-facing experience in life sciences consulting, CRO, CDMO, or related professional services

• Demonstrated track record of generating and closing new business opportunities in a B2B environment

• Experience working with cell and gene therapy, biologics, or complex biotherapeutics clients is highly advantageous

• Familiarity with CMC, regulatory, clinical, or quality functions, sufficient to engage credibly with scientific and operational stakeholders

Skills & Competencies

• Exceptional interpersonal and communication skills, with the presence and credibility to engage C-suite and VP-level contacts at biotech and pharma companies

• Commercially astute with a consultative selling style, listening carefully to understand client needs and connecting them to DHCG’s capabilities

• Disciplined and process-oriented: comfortable working within a structured BD process and CRM-based pipeline management (HubSpot experience a plus)

• Self-starter with strong intrinsic motivation; you take ownership, follow through, and operate effectively with minimal supervision

• Collaborative and accountable team player who can work effectively across a distributed, expert-led organisation, with the credibility and interpersonal skills to build strong working relationships with DHCG’s Managing Partners and Principals, and to engage effectively with senior leadership on both sides of the client relationship

• Comfortable with ambiguity and complexity; DHCG’s engagements span early-phase to commercial, simple to highly technical

• Familiarity with AI tools and a willingness to integrate them into day-to-day workflows is strongly preferred, as DHCG actively embraces AI to enhance the quality and efficiency of its work

• Work at the cutting edge of cell and gene therapy, a sector where the science is transformative and the stakes are high

• Join a team of world-class scientific experts and consultants who are genuinely passionate about what they do

• Competitive compensation with a performance-based variable component

• Flexible, remote-first working environment

• High-growth opportunity: as DHCG continues to expand, this role has a clear path to senior leadership within the BD function

Dark Horse Consulting Group is an equal opportunity employer. We welcome applications from candidates of all backgrounds.