Director, Business Development (Real World Data)

Company: 23andMe Research Institute
Location: Palo Alto
Posted on: April 1, 2026

Job Description:

With the world’s largest database of more than thirteen million genotyped customers, 23andMe is at the forefront of using human genetics to advance biomedical research and transform healthcare. This role is for a seasoned business development leader from the biomedical sphere to lead business development initiatives. Who We Are Since 2006, 23andMe’s mission has been to help people access, understand, and benefit from the human genome. We are a group of passionate individuals pushing the boundaries of what’s possible to help turn genetic insight into better health and personal understanding. The 23andMe Research Institute is a nonprofit medical research organization that enables people everywhere to access their genetic information, learn about themselves, and participate in the world's largest crowdsourced research initiative to accelerate scientific advancement. What You'll Do The Director of Business Development will serve as a senior commercial leader driving the growth of our real-world data (RWD) partnerships with global pharmaceutical, biotechnology, digital health, and medtech organizations. This individual will own end-to-end deal lifecycle management with the clinical and commercial divisions of pharma — from pipeline generation through close — securing multi-million-dollar agreements with top-tier partners. The ideal candidate brings deep commercial and strategic expertise across digital health, RWD, pharma, and medtech, with a proven track record of closing $2M–$10M collaborations and aggressively building a strategic deal pipeline. Level will depend on experience. Key responsibilities include: Owning and driving the RWD deal pipeline end-to-end, from prospecting and qualification through negotiation and close, with a focus on $2M–$10M agreements with lifesciences leaders Leading complex, multi-stakeholder deal structuring and negotiations, including creative and novel partnership models tailored to a partner’s needs Developing and executing a strategic business development plan to achieve aggressive revenue targets, driving measurable increases in qualified pipeline and win rates Helping to develop and lead our research and data partnership strategy as a “voice of the customer” across a matrixed cross-functional team including Research, Product, Engineering, Marketing, Legal, and Finance. Strategic planning, conducting due diligence and market assessments, partner outreach, developing financial terms, contracting, and alliance management of research partnerships that are expected to bring in multiple millions of dollars in revenue. Working cross-functionally to facilitate robust internal feasibility assessment of potential partnerships, and using sound judgement and data to drive internal consensus on prospective deals. Collaborating with internal stakeholders to facilitate project start-up and handoff. Attending industry conferences and actively engaging in networking to develop and maintain industry contacts. Building and maintaining a robust network of senior decision-makers across the biopharma, biotech, digital health, and medtech ecosystem ? What You'll Bring You are a seasoned leader with a demonstrated ability to create a robust pipeline of partnerships and to work cross-functionally to define strategically beneficial deal structures. Education: Bachelor’s degree, preferably in the life sciences. An MD/PhD or MSMBA in a relevant field (e.g., genetics, genomics, working with EHRs) is preferred. Experience: A minimum of 10 years of experience in business development, with 5 years in a senior strategic role. Skills & Expertise: A strong scientific background in a relevant biomedical field and a significant track record of strategic leadership, building and managing a pipeline, and closing $2M–$10M collaborations with major life sciences partners delivering financial value in the biopharma and/or clinical data industries Established network of senior contacts at pharma/biotech companies Expertise selling real-world data or real-world evidence solutions, with strong understanding of how RWD is utilized in drug development, regulatory submissions, and commercial strategy Deep commercial and strategic expertise spanning digital health, RWD, pharma, and medtech — with demonstrated ability to navigate complex enterprise sales cycles Experience with consultative selling, especially in complex industries. Ability to apply critical, strategic, and scientific/technical thinking to unstructured situations. The ability to collaborate positively, influence without authority, and manage diverse stakeholders in a highly cross-functional organization. A growth mindset and curiosity to learn in a boundary-pushing environment. About Us 23andMe, headquartered in California, is a leading consumer genetics and research company. The company’s mission is to help people access, understand, and benefit from the human genome. 23andMe has pioneered direct access to genetic information as the only company with multiple FDA authorizations for genetic health risk reports. The company has created the world’s largest crowdsourced platform for genetic research, with 80 percent of its customers electing to participate. 23andMe research participants consent to research conducted by 23andMe which is overseen by an independent third-party Institutional Review Board (IRB) regulated under the 'Common Rule' (45 CFR part 46). More information is available at www.23andme.com/research . At 23andMe, we value a diverse, inclusive workforce and we provide equal employment opportunity for all applicants and employees. All qualified applicants for employment will be considered without regard to an individual’s race, color, sex, gender identity, gender expression, religion, age, national origin or ancestry, citizenship, physical or mental disability, medical condition, family care status, marital status, domestic partner status, sexual orientation, genetic information, military or veteran status, or any other basis protected by federal, state or local laws. If you are unable to submit your application because of incompatible assistive technology or a disability, please contact us at accommodations-ext@23andme.com. 23andMe will reasonably accommodate qualified individuals with disabilities to the extent required by applicable law. Please note: 23andMe does not accept agency resumes and we are not responsible for any fees related to unsolicited resumes. Thank you Pay Transparency 23andMe takes a market-based approach to pay, and amounts will vary depending on your geographic location. The salary range reflected here is for a candidate based in the San Francisco Bay Area. The successful candidate’s starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. These ranges may be modified in the future. San Francisco Bay Area Base Pay Range $225,000-$280,000

Keywords: 23andMe Research Institute, Santa Clara , Director, Business Development (Real World Data), Sales , Palo Alto, California