Director, Commercial Partnerships

Remote /
Commercial – Commercial /
About Us

Our mission is to cure cancer through high performance, accessible early cancer detection.  That means saving lives. 

Delfi Diagnostics is a Johns Hopkins spinoff focused on the non-invasive detection of cancer at earlier stages, when it is most curable. DELFI uses artificial intelligence and whole genome sequencing to detect unique patterns of DNA fragmentation in the blood of patients with cancer. These analyses are performed through simultaneous examination of millions of DNA sequences using machine learning to identify tumor-specific abnormalities.

In our passionate pursuit to radically improve health outcomes, we serve humanity when we:

Lead with Science, Anchor in Pragmatism: We pioneer life-changing science by ensuring quality, transparency, and rigor at all times. We explore thoughtfully, experiment smartly, and deliver impact with conviction.

Build With & For All: We embrace diverse backgrounds to innovate and achieve together. We are not just building a product - we aim to disrupt the path of cancer for all - no matter geography or socioeconomic class 

Put We over I: We are a home for high-performing people. Through teamwork, we build collective intelligence. Each of us wins when those we serve and those who serve with us--win. We show up with empathy, humility, and integrity at every step of the journey.

About the Role

As the Director, Commercial Partnerships, you will work closely with the extended commercial team, medical affairs, clinical development team, and others to lead the creation and execution of our employer and partnership strategy that is core to Delfi’s strategic corporate goals. You will have the responsibility of customer identification, engagement, initial terms development, and executing commercial partnerships for Delfi’s portfolio. You’re also going to work with marketing, client services and functional partners to successfully build and pull-through the contract w/ with our partners and our patients. We are looking for an ambitious and results-driven person with a successful track record of selling to employers and the ability to think creatively and strategically. 

What you’ll do

    • Develop and implement an partnership strategy and financial rationale for potential partnership opportunities with the objective of advancing corporate and individual goals within self-insured employer groups, concierge medical centers, retail channels and other potential strategic services and channel partners
    • Lead cross-functional collaboration across accounts from prospecting stage through successful closure.  Be comfortable in a ‘hunter’ role driving strong lead generation, follow-up, engagement and closing while concurrently taking a consultative approach, demonstrating curiosity and strategic agility to understanding needs of potential partners, identifying areas of mutual interest and value creation, shaping integrative value proposition, create innovative approaches and partnership agreement that drive ultimate benefits to patients
    • Create integrated business account plans with cross-functional partners that provide executive summary, market analysis and a thorough overview of the strategies and tactics to drive effective engagement 
    • Frame value propositions and develop engagement language through emails, offering/pitch decks, and other key focused materials to help drive strategic partnerships
    • Partner with Commercial Operations to develop deal proposal, analytics, forecasts and budget for commercial partnership opportunities for assessment and approval
    • Create and manage processes to assess longer-term opportunities and facilitate awareness of emerging competitive and business trends. Bring the voice of the customer to internal teams to drive product development
    • Represent Delfi Diagnostics at virtual and in-person industry events
    • Ensure access to Delfi products is achieved in a compliant and appropriate manner

What you’ll have accomplished 12 months from now

    • You will have developed the overall Delfi commercial partnership strategy to support Delfi’s near term portfolio and corporate goals
    • You will have engaged with initial targets and developed appropriate partner relationships to help bring initial targets to point of contracting
    • You will have, with a cross-functional team, developed partner engagement materials and internal processes and checkpoints to ensure smooth partnership acquisition and pull-through

What you’ll bring to DELFI

    • Bachelor’s degree in a Science or Business-related field
    • 7+ years of experience Business Development or Commercial Partnership Acquisition in the biotech, pharmaceutical, or health care space
    • Ability to work independently and as part of a matrixed team to meet commercial and corporate goals
    • Ability to communicate partner needs to a cross-functional audience
    • Clear commitment to representing Delfi externally to the highest standards
    • Depending on your geographic location and client needs, expect potentially up to 60% business travel over the course of a year

    • Preferred
    • Advanced business degree
    • Pre-launch startup experience
Delfi’s Covid-19 Vaccination Mandate: Delfi Diagnostics requires that all employees be fully vaccinated for Covid-19.  Proof of vaccination or sincerely held religious belief and/or medical exemption is required upon hire. Delfi Diagnostics will engage in an interactive dialogue process with employees who have documented medical conditions and/or sincerely held religious beliefs that would prevent them from getting vaccinated, in accordance with all applicable laws.

An equal opportunity employer

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.