Business Development Lead

About Us Orthogonal is a development and consulting firm that creates software such as smartphone apps that talk to medical device hardware that operates directly on the human body to treat sickness and injury. We take on some of the most challenging healthcare problems facing our loved ones, the healthcare system, and society. Working at Orthogonal, you will be exposed immediately to projects designed to: Revolutionize the rapid detection of COVID-19 and other infectious diseases. Improve the minute-by-minute lives of millions of people suffering from the lifetime affliction of diabetes by managing insulin delivery. Transform the early diagnosis of Alzheimer’s disease. Give patients an at-home means to stimulate specific nerves to treat chronic conditions that drag down their quality of everyday life. Power the next generation of omics-based cancer-detection systems. Specifically, Orthogonal develops Software as a Medical Device (SaMD), digital therapeutics (DTx), and other types of connected medical devices. We accelerate the product innovation pipeline at medical device, diagnostics, and pharmaceutical manufacturers to modernize patient care and gain competitive advantage. Orthogonal’s industry-leading experience with SaMD enables the rapid development, launch, and continuous improvement of connected, compliant products – and we offer this innovative approach to clients so that they can build their own SaMD product development workflows. Over the last decade, we’ve worked with partners ranging from startups to Fortune 500 firms to develop and bring their connected devices to market in a highly regulated space. Job Description This is a remote position. The Role: Orthogonal is seeking a results-focused Business Development Lead to drive new logo acquisition and revenue growth across our SaMD consulting practice. As a Business Development Lead, you will own the full sales cycle from prospecting through close, working directly with firm leadership and our delivery, engineering, and quality teams to scope and win complex consulting engagements. You will be responsible for sourcing opportunities, qualifying fit, building relationships with VP and C-level buyers, writing proposals, and closing deals that drive multi-year client partnerships. This role requires a blend of consultative selling expertise, business development acumen, and an understanding of the SaMD space. What You'll Do: Business Development & New Logo Acquisition (50%) Pipeline & Proposal Management (30%) Contracting (20%) Business Development (New Logo Acquisition) Source and develop new business opportunities through outbound prospecting, network development, industry events, and partnership channels. Build and execute account strategies for target prospects that drive multi-year revenue growth and deep client partnerships. Develop and maintain VP-level and C-level relationships across MedTech prospects, becoming a trusted advisor to our clients. Represent Orthogonal at industry events and conferences. Act as an advocate for leads throughout the proposal process ensuring their needs are understood and addressed within Orthogonal. Client Partnership During Sales Cycle Serve as the primary point of contact and trusted advisor for prospects throughout the sales cycle. Proactively understand prospects’ business goals, regulatory pressures, and technical priorities. Collaborate with internal teams (delivery, engineering, quality, marketing) to develop tailored solutions and proposals. Bring market insight back to firm leadership to shape positioning, offering development, and ICP refinement. Support smooth handoff to delivery teams upon close, ensuring client expectations are accurately set. Pipeline & Proposal Management Own the full sales lifecycle: prospecting, qualification, scoping, proposal, negotiation, and close. Drive operational excellence in pipeline management, forecasting accuracy, and deal inspection through disciplined use of HubSpot and sales tooling. Partner with delivery, engineering, and quality leadership to scope engagements that reflect both client need and firm capability. Develop compelling value propositions, proposals, and presentations tailored to each prospect. Monitor industry trends and the competitive landscape to refine positioning and identify opportunities. Requirements Requirements (candidate must have this experience): Bachelor’s degree in Business Administration, Marketing, Sales, or a related field. Minimum 5 years of full-cycle B2B consulting or professional services sales experience. Proven track record closing $MM+ consulting engagements with longer sales cycles. Demonstrated success in driving revenue growth and achieving sales targets in a services sales environment. Strong understanding of medical device companies, specifically for software development, and the challenges and opportunities faced by clients in this space. Excellent communication, presentation, and interpersonal skills, with the ability to effectively interact with stakeholders at all levels. Strategic thinking and problem-solving skills, with the ability to develop and execute effective account plans. Strong negotiation and influencing skills. Ability to work independently and collaboratively within a team environment. Proficiency in CRM software (e.g., Salesforce, HubSpot) and other relevant business tools. Preferences (you’d be a strong fit if…) 7+ years of consulting services sales experience in MedTech, life sciences, digital health, or another regulated software domain. Direct experience selling SaMD, connected devices, or FDA-regulated software development services. Familiarity with IEC 62304, ISO 14971, ISO 13485, FDA software guidance, or EU MDR. Experience selling to MedTech buyers including VP Engineering, VP Quality, VP Regulatory, and Chief Digital Officer. Track record of building or scaling a commercial function at a boutique or mid-sized consultancy. Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time. We are unable to hire outside of the U.S. for this role. Benefits Salary Range and Benefits: Base salary: $85,000 - $120,000 Additional No-Cap commission structure Location: U.S. (Remote) Preference given to candidates in the following locations: Bay area, Boston, and southern California Ability to travel up to 40% of the time within U.S. Medical, dental, and vision insurance options 401k & 401k matching options Company-provided technology Generous PTO and 10 company holidays Strong work-life balance Flexible work schedule within regular business hours