About Instanosis

Instanosis is a diagnostics company developing next generation high sensitivity, high quality diagnostic products. Its first line of products addresses the opioid crisis with innovative, highly sensitive and specific rapid tests for fentanyl, xylazine, nitazenes, and other emerging drug threats. Funded by the NIH and made in the U.S., our products are trusted by hospitals, harm reduction organizations, government agencies, and distributors for their accuracy, speed, and affordability.

Position Overview
The Director of Business Development will lead strategic revenue growth for Instanosis by expanding sales of test kits, strips, and reagents across government agencies, distributors, and direct institutional customers, including healthcare, harm reduction, and forensic organizations. This role is responsible for developing and executing business development strategies, building high-value partnerships, navigating government procurement channels, and driving sustainable market expansion. The Director will serve as a senior commercial leader, balancing strategic planning with hands-on relationship management and deal execution.

Key Responsibilities

Strategic Growth & Revenue Leadership

• Develop and execute a comprehensive business development strategy to drive revenue growth across government, distributor, and direct customer channels.
• Identify and prioritize new market opportunities, strategic partnerships, and revenue streams aligned with company growth objectives.
• Own business development pipeline, forecasting, and revenue targets; provide regular reporting and strategic recommendations to leadership.

Government & Institutional Business Development

• Lead engagement with federal, state, and local government agencies, including procurement offices, public health departments, and grant-funded organizations.
• Oversee responses to RFPs, bids, tenders, and contracting opportunities, ensuring competitive positioning and compliance.
• Establish and maintain relationships with key decision-makers in healthcare systems, harm reduction programs, forensic laboratories, and public sector institutions.

Distributor & Channel Partnership Management

• Develop, negotiate, and manage distributor and channel partnerships to expand market reach and accelerate growth.
• Provide strategic oversight for distributor training, product education, performance expectations, and co-selling initiatives.
• Evaluate distributor effectiveness and implement growth strategies to optimize channel performance.

Customer Engagement & Market Development

• Lead consultative sales efforts with enterprise and institutional customers by delivering compelling presentations, demonstrations, proposals, and educational content tailored to customer needs.
• Collaborate with marketing and product teams to strengthen market positioning, messaging, and customer acquisition strategies.
• Represent Instanosis at industry conferences, government meetings, trade shows, and community engagement events to build brand visibility and strategic relationships.

Cross-Functional Leadership

• Partner closely with operations, regulatory, quality, and product teams to ensure customer success, operational alignment, and successful commercialization.
• Establish scalable CRM practices, business development processes, and performance metrics to support growth.
• Contribute to pricing strategy, market intelligence, and competitive analysis.

Qualifications

• Bachelor’s degree in life sciences, business, public health, or related field; advanced degree preferred.
• 7–12+ years of business development, strategic sales, account management, or government contracting experience, preferably in diagnostics, healthcare, medical devices, public health, or related industries.
• Demonstrated success managing government procurement processes, institutional partnerships, distributor channels, and complex sales cycles.
• Strong understanding of healthcare, public health, harm reduction, forensic, or laboratory markets preferred.
• Proven ability to negotiate agreements, manage strategic accounts, and drive revenue growth.
• Excellent executive communication, presentation, relationship-building, and negotiation skills.
• Experience with CRM systems, pipeline forecasting, and data-driven business development.
• Entrepreneurial, self-directed, and comfortable operating in a growth-stage environment.
• Ability to travel up to 40%.

Job Type: Full-time

Pay: $100,000.00 - $200,000.00 per year

Benefits:

• 401(k)
• Health insurance
• Paid time off

Education:

• Bachelor's (Required)

Work Location: Hybrid remote in King of Prussia, PA 19406