Vice President, Business Development at BULLFROG AI MANAGEMENT LLC – Gaithersburg, Maryland

BullFrog AI is a technology-enabled drug development company using artificial intelligence and machine learning to enable the successful development of pharmaceuticals and biologics. We partner with pharmaceutical and biotech companies to unlock the value of complex biological data and accelerate translational outcomes.

We are seeking a Vice President, Business Development to drive disciplined, executable revenue growth and lead high-quality partnership transactions from qualification through close. The selected candidate must demonstrate strong intrinsic drive and commercial ownership, with a proven hunter mentality to proactively source, advance, and close new business opportunities without requiring external prompting or escalation.

This is a revenue-accountable leadership role for someone who not only opens doors, but understands how to assess opportunity viability, align scientific and commercial value, scope work responsibly, negotiate with rigor, and close complex pharma-level transactions.

This role may suit a director-level business development professional ready to step into a VP title, provided they demonstrate proven deal execution, operational discipline, and executive communication maturity.

The Vice President, Business Development Will:

• Own revenue generation and be directly accountable for delivering against defined annual targets
• Qualify opportunities rigorously, aligning client need, scientific feasibility, timeline, budget, and internal capability
• Lead end-to-end deal execution, including scoping, financial modeling, negotiation, contracting, and closing
• Ensure all pipeline data, forecasting, and board-level reporting are accurate, supportable, and defensible
• Translate BullFrog’s AI and drug discovery capabilities into clear, realistic, and compelling value propositions
• Build a disciplined pipeline using CRM systems with full transparency and reporting rigor
• Partner cross-functionally with science, data, finance, and operations to structure executable, profitable engagements
• Provide executive-level communication that strengthens trust with the CEO, Board, and shareholders

Core Responsibilities

1. Revenue Ownership and Deal Execution

• Deliver measurable top-line growth aligned to BullFrog’s operating plan
• Manage the full sales cycle from initial contact through contract execution
• Lead pricing strategy and financial modeling for each opportunity
• Ensure scope is scientifically sound, operationally feasible, and financially responsible
• Negotiate partnership terms with pharmaceutical and biotech companies
• Close transactions with confidence and accountability

This role requires demonstrated experience closing meaningful biotech or pharma partnerships, not solely introducing opportunities.

2. Strategic Opportunity Qualification and Client Alignment

• Conduct disciplined discovery to deeply understand client therapeutic focus, development stage, scientific constraints, and budget realities
• Map BullFrog’s offerings to the client’s real needs, not theoretical opportunities
• Avoid over-scoping, underpricing, or misrepresenting deal value
• Accurately assess total contract value and revenue recognition timing
• Partner with scientific leadership to validate feasibility before advancing late-stage negotiations

We are seeking a leader who pairs commercial instinct with scientific fluency and financial realism.

3. Forecasting, Reporting, and Board-Level Credibility

Maintain real-time, accurate CRM documentation of all prospects and deal stages

• Provide forecasting that reflects disciplined probability weighting and defensible assumptions
• Prepare board-ready reporting with validated revenue projections
• Ensure no material misrepresentation of opportunity size, deal status, or expected revenue

Accuracy and credibility are non-negotiable in this role.

4. Operational Discipline and CRM Accountability

Enter and manage all opportunities in the CRM system

Maintain organized documentation of proposals, budgets, assumptions, and communications

Meet deadlines consistently, including board materials and internal reporting

Demonstrate proficiency with business tools, including Excel financial modeling and forecasting

This role requires both strategic thinking and tactical execution excellence.

5. Executive Communication and Cross-Functional Leadership

• Communicate proactively and consistently with the CEO and Leadership Team
• Surface risks early and propose corrective strategies
• Maintain responsiveness during business-critical windows
• Collaborate respectfully and constructively across teams
• Take ownership of results, including revenue misses, and present data-driven improvement plans

We are seeking a leader who inspires confidence through reliability, transparency, and follow-through.

Education

• Bachelor’s degree in life sciences, engineering, or related field
• MBA or advanced scientific degree preferred

Experience

• 12 to 20 years of business development experience in biotech, pharmaceutical, AI-driven drug discovery, or related sectors
• Demonstrated history of closing complex, multi-million-dollar partnership deals
• Proven experience structuring transactions, negotiating contracts, and advancing opportunities from early engagement to signed agreement
• Strong understanding of drug discovery pipelines, translational research, and pharma partnership dynamics
• Experience building disciplined pipelines and accurately forecasting revenue
• Demonstrated financial acumen, including scoping, margin analysis, and revenue modeling
• Proficiency in CRM systems and Excel-based financial tools

Core Competencies

• Commercial and scientific fluency
• Disciplined deal qualification and scope management
• Financial rigor and pricing realism
• Board-ready executive communication
• High accountability and ownership mentality
• Operational organization and follow-through
• Strategic thinking paired with tactical execution
• Credibility with sophisticated pharma stakeholders

What Success Looks Like in Year One

• Revenue targets achieved or exceeded
• Clean, transparent CRM with accurate stage tracking
• Forecasts aligned to actual close timing
• Signed partnership agreements reflecting disciplined scoping and appropriate margins
• Increased CEO and Board confidence in revenue reporting
• Reduced need for CEO escalation in deal progression

What We Offer

• The opportunity to shape the commercial trajectory of an AI-driven drug discovery platform
• Direct impact on high-value pharmaceutical partnerships
• A dynamic, collaborative startup environment
• Competitive base compensation with performance-based incentives and equity participation
• 20 days paid time off annually (accrued per pay period)
• 11 paid holidays annually
• Medical, Dental, and vision coverage with eligibility on the first day of employment
• Short-Term Disability
• 401 (k) with enrollment upon first paycheck
• Eligibility for bonus and stock options based on a combination of individual and company performance.