Hello!
That's Not Two Hires. That's One.
That's Not Two Hires. That's One.
Most BD leaders can close deals. Most marketers can build pipeline. Few can do both. I'm Dhruv. Sales is changing and so should we.
Most BD leaders can close deals. Most marketers can build pipeline. Few can do both. I'm Dhruv. Sales is changing and so should we.
$1M+
Incremental new revenue
10
Years of work
experience
1+
100% Club awards received
1
Curious adventures traversed
My Strengths
How I can help
Before The Room
Most BD reps show up after the shortlist is made. I build the content and presence that puts us on it before anyone sends an RFP.
Before The Room
Most BD reps show up after the shortlist is made. I build the content and presence that puts us on it before anyone sends an RFP.
Close Complex Deals
18 years navigating pharma and biotech buying committees. I understand the science, the politics, and the trust required to move a seven-figure deal across the line.
Close Complex Deals
Whether selling decentralized trial platforms, imaging services, or gene editing tools, I help stakeholders see beyond the scientific complexity and help them buy into the why, not just the what.
Close Complex Deals
18 years navigating pharma and biotech buying committees. I understand the science, the politics, and the trust required to move a seven-figure deal across the line.
One Unified Motion
Marketing and sales must run together. I've run both simultaneously and know exactly where they have to connect to generate revenue.
One Unified Motion
Marketing and sales must run together. I've run both simultaneously and know exactly where they have to connect to generate revenue.
Build The Future
Brand, marketing, sales, and customer success are all needed to succeed. But the rigidity of the past will no longer serve how we win going forward. I built mine and I can build yours too.
Build The Future
I’m unapologetically curious. That drive led me through nine pivots, earned me digital marketing certifications, and pushed me to launch a brand from scratch to put it all into practice.
Build The Future
Brand, marketing, sales, and customer success are all needed to succeed. But the rigidity of the past will no longer serve how we win going forward. I built mine and I can build yours too.
8 Emails on how I think
The work behind the hire
(laughs included)
Sales is changing.
Most people feel it.
Here is what I did about it.
My Thoughts
This is how I think about sales
The problem
The opportunity
How we get there
The Cost Collapsed. The Advantage Didn't.
2 of 8: The Digital to Human Connection
The 20% Nobody Wants
3 of 8: The Digital to Human Collection
The Contrast Principle
4 of 8: The Digital to Human Connection
The Window Is Narrowing
1 of 8: The Digital To Human Connection
The Cost Collapsed. The Advantage Didn't.
2 of 8: The Digital to Human Connection
About
The BD Leader Who Builds the Whole Engine
Most organizations hire BD and marketing separately. One hunts. The other nurtures. Neither fully understands what the other needs. Revenue falls through the gap.
I spent 18 years closing enterprise deals in pharma, biotech, and eClinical — Pfizer, Novartis, Gilead, Genentech, Amgen. Then I built a consumer brand from scratch to learn every part of the engine I'd been asking marketing teams to run for me. Conversion optimization. AI workflows. Five hundred email signups a week at peak.
The person who can close the deal and build the pipeline that finds it isn't two hires.
My experiences
18 years. Enterprise deals in pharma, biotech, and eClinical. Then a consumer brand built from scratch to learn the other side of the engine. Here is what that looks like in practice.
AUG 2023 - PRESENT
Founder at Bebe Size
Built a DTC consumer brand from zero to learn every part of the engine I'd been asking marketing teams to run. Improved conversion by 80% through systematic messaging and experimentation. Generated 500 email signups a week at peak. Used AI workflows to cut content production timelines in half. Earned regional CBS coverage through positioning alone.
AUG 2023 - PRESENT
Founder at Bebe Size
Built a DTC consumer brand from zero to learn every part of the engine I'd been asking marketing teams to run. Improved conversion by 80% through systematic messaging and experimentation. Generated 500 email signups a week at peak. Used AI workflows to cut content production timelines in half. Earned regional CBS coverage through positioning alone.
JUN 2022 - APR 2023
Business Development Director at Huma Therapeutics
Led North American market entry for Huma's first SaaS-based DCT platform. Built $3M in enterprise pipeline in six months from zero footprint. Engaged 90% of target innovation teams at Gilead, Genentech, and Amgen. Surfaced product insights that shaped an acquisition and opened doors to RWE, HEOR, and post-marketing opportunities.
JUN 2022 - APR 2023
Business Development Director at Huma Therapeutics
Led North American market entry for Huma's first SaaS-based DCT platform. Built $3M in enterprise pipeline in six months from zero footprint. Engaged 90% of target innovation teams at Gilead, Genentech, and Amgen. Surfaced product insights that shaped an acquisition and opened doors to RWE, HEOR, and post-marketing opportunities.
FEB 2019 - APR 2023
Business Development Manager at BioTel Research
Closed BioTel's first ever site-less trial at $2.4M. Delivered $11M in bookings in year two. Built strategic device partnerships with Samsung and Fitbit. Managed a CRO ecosystem of four West Coast partners. Promoted from Southwest to full West Coast territory based on performance.
FEB 2019 - APR 2023
Business Development Manager at BioTel Research
Closed BioTel's first ever site-less trial at $2.4M. Delivered $11M in bookings in year two. Built strategic device partnerships with Samsung and Fitbit. Managed a CRO ecosystem of four West Coast partners. Promoted from Southwest to full West Coast territory based on performance.
$1M+
Incremental new revenue
10
Years of work
experience
1+
100% Club awards received
1
Curious adventures traversed
Process
How I Show Up On Day One.
01.
Get On The Shortlist Early
4 out of 5 B2B deals are won by the buyer's pre-contact favorite. I build content and presence that puts us on shortlists before anyone sends an RFP. The window is open before you know it exists. I work there.
02.
Use The Tools. Bring The Judgment
The tools that cost six figures five years ago now cost nothing. Everyone has access. What separates the pipeline that converts from the one that doesn't is judgment. That's the part I bring.
03.
Build The Hallway Behind The Door
A warm lead with nowhere to go is a missed opportunity. I build the content that catches the conversations I start, nurtures the buying committee I never get introduced to, and does the internal selling no external rep gets invited to do.
01.
Get On The Shortlist Early
4 out of 5 B2B deals are won by the buyer's pre-contact favorite. I build content and presence that puts us on shortlists before anyone sends an RFP. The window is open before you know it exists. I work there.
02.
Use The Tools. Bring The Judgment
The tools that cost six figures five years ago now cost nothing. Everyone has access. What separates the pipeline that converts from the one that doesn't is judgment. That's the part I bring.
03.
Build The Hallway Behind The Door
A warm lead with nowhere to go is a missed opportunity. I build the content that catches the conversations I start, nurtures the buying committee I never get introduced to, and does the internal selling no external rep gets invited to do.
01.
Get On The Shortlist Early
4 out of 5 B2B deals are won by the buyer's pre-contact favorite. I build content and presence that puts us on shortlists before anyone sends an RFP. The window is open before you know it exists. I work there.
02.
Use The Tools. Bring The Judgment
The tools that cost six figures five years ago now cost nothing. Everyone has access. What separates the pipeline that converts from the one that doesn't is judgment. That's the part I bring.
03.
Build The Hallway Behind The Door
A warm lead with nowhere to go is a missed opportunity. I build the content that catches the conversations I start, nurtures the buying committee I never get introduced to, and does the internal selling no external rep gets invited to do.
Tools that power my every day:
Market Positioning & GTM Strategy
Brand Identity & Storytelling
Content Strategy & SEO
Paid Acquisition & Media Buying
Funnel Design & Conversion Rate Optimization
Marketing Automation & Lifecycle Nurturing
CRM Management & Pipeline Tracking
Sales Enablement & Outreach
Closing & Account Growth
Next Steps
You've seen how I think. Here's what's next
Summary
Resume
The full picture
18 Years Enterprise BD
Pharma, Biotech and eClinical
$15M Beyond Quota
Complete Work History
AI Friendly PDF
Summary
Resume
The full picture
18 Yrs Enterprise BD
Pharma & Biotech
$15M Beyond Quota
Work History
ATS Friendly PDF
Time
Let's Talk
Bring your pipeline problems
I hunt. I build. I close
BD and Marketing in One
Day One Ready
Always Learning
Want to know about you
Time
Let's Talk
Bring your pipeline problems
I hunt. I build. I close
BD and Marketing in One
Day One Ready
Always Learning
Want to know about you
Time
Let's Talk
Bring your pipeline problems
I hunt. I build. I close
BD and Marketing in One
Day One Ready
Always Learning
Want to know about you
Have questions?
The one's worth asking
You've been out of a traditional BD role since 2023. Should that concern me?
Only if you think building a brand from scratch, generating 500 email signups a week, cutting content production timelines in half with AI, and earning CBS coverage through positioning alone has nothing to do with BD. I'd argue it's the most useful thing I could have done. Most BD leaders have never owned the other side of the funnel. I have now.
You have a science background but also built a consumer brand. Which one are you?
Both. The biochemistry opens the room in pharma and biotech. The consumer brand taught me how to fill it. The window is narrowing and the buyers who decide before the first call are forming opinions somewhere. I know how to show up there.
: Are you open to roles outside of clinical trials?
Yes. The principles don't change. Pipeline architecture, buyer psychology, content that does the selling before the rep enters the room — these work anywhere complex deals get made. Clinical trials is where my domain knowledge runs deepest. It's not the only place I create value.
What kind of organization do you work best in?
One that has something worth selling and hasn't figured out how to tell enough people about it yet. Early enough that building still matters. Established enough that there's something real to close.
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