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Director of Business Development

Department: Sales
Office or Remote: Remote
Business Unit: Opentrons (Robotics)

Reports to: SVP, Sales - Robotics

Location: Remote*
*Must be located in one of the following states:  CA, CO, CT, FL, GA, IL, MA, MD, MN, NJ, NY, NC, PA, TX, UT, VA, WA or Washington DC

Director of Business Development
Robotics Sales

About Us

Opentrons Labworks, Inc., is a disruptive life science company leveraging its integrated lab platform to supercharge the pace of innovation in research and healthcare. Through our business unit, Opentrons Robotics, thousands of institutions are automating R&D operations with flexible, easy-to-use lab robots. Health systems across the US rely on our Pandemic Response Lab (PRL) to deliver high-throughput and affordable molecular diagnostic testing. And through recent acquisitions Neochromosome and Zenith AI, biopharma can benefit from our world-class genome-scale cell engineering solutions. 

We provide excellent benefits, competitive compensation, equity packages, and opportunities for growth. If you are looking for your next exciting opportunity, come join us!


  • Comprehensive Medical, Dental and Vision insurance for employees and their families

  • Paid Vacation, Parental and Sick Leave

  • Generous Stock options

  • 401k with 4% company match

  • Long-term and short-term Life & Disability insurance

  • And much more!

About the Role
Opentrons seeks a Business Development leader to spearhead the company’s partnership efforts worldwide  encompassing hardware and software integrations as well as consumable partnerships. In collaboration with the  executive team, this individual is responsible for creating the company’s partnership strategy. The Director of Business Development will report to the SVP Sales, Robotics. 

This is a pivotal role in driving growth in the company’s value proposition and market penetration through partnership efforts


  • Implement and develop commercial and strategic relationships with partners and alliances in accordance  with the company's objective, strategic goals and strategies 

  • Establish key growth strategies as well as identify deal opportunities and targets throughout the lifecycle  of partnership/alliance management 

  • Develop and manage partner relationships, from sourcing, qualifying, meeting, negotiating, closing the  deals, to monetization in the form of licensing, co-development, co-marketing, joint ventures, and other  strategic alliance structures 

  • Maintain thorough knowledge of product lines and market/industry trends to strategically develop and  manage the company’s automation portfolio

  • Leverage expertise in the Life Science spectrum to advise company leadership teams for capitalization on  partnership/alliance market opportunities 

  • Proactively build a robust pipeline of potential opportunities to drive growth in product portfolio through  joint development of solutions, products, and services 

  • Conduct the initial outreach in target accounts, prepare for an alliance capability assessment and define  the strategic and commercial goals 

  • Drive key initiatives in creating joint roadmaps and establish a forecast of potential revenue opportunities

  • Support due diligence by gathering, reviewing, and sharing information of potential external parties to  scale joint business opportunities 

  • Engage in the development and implementation of program design and governance with selected  sponsors from each party 

  • Measure partnership performance and drive quarterly business reviews with key partners and company  leadership to validate alliance value 

  • Cultivate and strengthen partner relationships through developing an understanding of their capabilities  and objectives 

  • Identify short and long-term strategic goals and tactical execution to enhance the visibility of the company  in the US market 

  • Participate in key internal meetings with the executive team to understand the company’s roadmaps and  priorities and ensure alignment with the stakeholder objectives 


  • 5+ years of experience with understanding, evaluating, negotiating, and executing a variety of  partnership, alliance, and business development activities 

  • Deep understanding of the lab automation and consumables ecosystem 

  • Excellent oral and written communication in presentation and negotiation skills 

  • Strong influence and orchestrator skills to align the company and partner resources to develop innovative  business opportunities and commercialize 

  • Ability to work collaboratively externally and internally with partners and teams across a highly matrixed  organization to influence decision-makers 

  • A high EQ, natural ability to build rapport with many different people quickly; convey expertise with the  humility to accept feedback and others’ points of view in a highly collaborative environment.

  • Bachelor of Science degree in Biology or related field preferred 

  • Sophisticated approach to digital tools 

  • Executive level communication skills 

  • Organized, self-directed, and team-oriented approach 

  • Ability to thrive in a fast-moving, dynamic start-up environment

Opentrons is an equal opportunity employer and does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factor.






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