Cantina: Director, Business Development - Health & Life Sciences Industry

What we’re about

Cantina is an award-winning strategic design and development agency based in Boston with expertise in digital design, mobile app and web development, IoT, connected devices, and experience strategy. We work with companies in all major industry sectors ranging from the Fortune 500 to high growth startups. Our clients include some of the largest and most innovative companies on the planet, and we are actively exploring and doing work with clients in a variety of exciting areas including health tech, fintech, sports tech, mixed reality, machine learning, and innovation strategy. At our core, we are team of innovators, builders, designers, engineers, and strategists who love what we do. We are committed to designing and building experiences that truly matter, and that enhance the human experience. If you are excited about this opportunity, and you’ve got what it takes to make an impact in this important role, we’d love to hear from you!


About the role

We’re looking for a dynamic Director-level sales executive with expertise in the Health & Life Sciences industry, as well as a proven track record of developing and growing new business to meet aggressive sales targets. We’re looking for a sales leader who will actively help Cantina to accelerate its growth and success in the Health & Life Sciences sector in Boston and beyond.


About you

You are motivated by meeting new people, building trusted relationships, driving new business, working in the Health & Life Sciences industry, and helping to deliver valuable and meaningful solutions for customers. You are passionate about innovation and technology and the impact design has on the human experience and health and wellness. You are both a leader and a team player. You are entrepreneurial and comfortable working in fast-paced and dynamic environments. You can manage complex relationships with a focus on client success, problem solving and creating win-win relationships. You are an excellent presenter and also a great listener. You know how to uncover opportunities through asking questions. Your experience has allowed you to master the sales process, uncover challenges and effectively position solutions that are unique to each situation and client need. You are a creative thinker, who works really well with others, and you thrive within a self-guided work environment. You enjoy the culture that comes with a dynamic, growing company, and working in health innovation and tech. You don’t take yourself too seriously and you are deeply curious and a lifelong learner.


Key responsibilities

  • Sell Cantina services to clients within the Health & Life Sciences sector, this includes biotech, pharmaceuticals, diagnostics & personalized medicine, life science tools, CROs, health insurance, health care delivery, health & wellness, and health tech
  • Grow accounts and relationships with a target of >$1mm in sales per account annually across a number of accounts
  • Consistently engage with and learn from prospects and clients, and position and pitch Cantina offerings to new prospects and accounts
  • Lead the sales process both internally and externally with prospects and assist the Cantina delivery team with project scoping and proposal generation
  • Lead and manage negotiation of client contracts in consultation with legal counsel and Cantina’s executive leadership team, e.g. non-disclosure agreements (NDAs), statements of work (SOWs), master service agreements (MSAs)
  • Track and manage all sales leads and pipeline deals in Health & Life Sciences and successfully quarterback them to a fully executed and contracted sale
  • Partner with Cantina’s leadership, delivery and marketing teams to develop content that can help to drive meaningful discussions and sales conversions with prospects and clients, including industry overviews, market insight briefings, strategic discussion decks, intro/capability decks, case studies and credential content
  • Partner with Cantina’s project teams and project delivery leadership to effectively manage client needs/satisfaction, staffing/resources, and overall team performance
  • Partner with Cantina’s marketing team and delivery leadership to help execute across key marketing, brand and thought leadership initiatives, including content development, event attendance, and targeted campaigns to grow relationships in key strategic areas



  • Minimum 10 years experience selling technology, design, consulting, and/or custom software engineering solutions and services in the Health & Life Sciences sector
  • Deep understanding of and network in the Health & Life Sciences industry and ecosystem
  • Knowledge of and interest in technology, business strategy and innovation, including IoT, AR/VR, health tech, data science, ML/AI, etc.
  • Proven track record of meeting and exceeding sales quotas, with a focus on new business development, particularly within large enterprise accounts
  • Proven track record of developing, managing and growing multiple strategic accounts and generating >$1mm in sales annually in such accounts
  • Excellent oral and written communication skills with an ability to present in front of audiences scaling up to 25+ people
  • Proven and established network of contacts and executives in Health & Life Sciences
  • Experience building a book of business through active outbound selling techniques, networking, relationship building, and solution selling
  • A true “people person” adept at creating and maintaining strong client relationships
  • A team player who can successfully work within a complex delivery organization
  • Proven experience negotiating contracts and partnering with legal counsel and internal / external business stakeholders to successfully close business deals
  • BA/BS or higher



  • This is a Boston-based position



  • Competitive base salary commensurate with experience
  • Uncapped commission plan based on sales and quota achievement


Benefits and perks

  • 100% employer-paid insurance premiums for health, dental, vision and disability
  • Optional company-paid mobile phone plan
  • Company-paid bike share program
  • Flexible Work Arrangements (such as work from home days) available upon request
  • Paid parental leave for up to six (6) weeks
  • 401(k) retirement plan with employer match
  • Vacation time accrued to twenty (20) days per year
  • Convenient, downtown Boston location
  • Snacks, refreshments, coffee, tea and more in the office