Senior Solutions Consultant

Location: UK (Remote) Reports to: VP of Sales Travel: Primarily remote, with travel to customer sites UK and abroad, plus industry conferences and customer events (approximately 30–40%, with peaks during conference seasons) This is a business-critical, customer-facing role for a scientifically credible commercial operator who can engage confidently with senior discovery scientists, informatics leaders, and innovation stakeholders. You will work closely with the VP of Sales and the wider commercial team, acting as the scientific and technical authority throughout strategic sales engagements. You will help customers solve complex scientific challenges by aligning our platform to their business priorities and technical environments, advising them about systems architecture, whilst demonstrating the measurable commercial and R&D value of our products. Operating at the intersection of drug discovery, AI, biomedical data, and enterprise pre-sales, you will act as a trusted advisor during complex commercial engagements while helping shape customer strategy, product direction, and market expansion. If you combine scientific depth, technical expertise, and commercial sharpness - and thrive in consultative sales environments - this is a rare opportunity to directly influence company growth and industry innovation. What We Do Research and development in the pharmaceutical industry is time-consuming, expensive, and often overlooks valuable data insights. We are changing that through AI-powered data science solutions that uncover hidden insights to support faster, smarter drug discovery. Using AI and natural language processing (NLP), our technology extracts and structures data from millions of scientific documents, identifying causal biological relationships and organising them into knowledge graphs. This empowers bioinformaticians and biologists with a deeper understanding of the relationships between diseases, proteins, and drugs. Our team combines biomedical and data science expertise with real-world laboratory and pharmaceutical experience, ensuring our solutions are scientifically rigorous, accurate, and valuable to customers. The Company Biorelate is a venture-backed Series A startup supported by established technology investors. If you are excited to collaborate with exceptional scientists, software engineers, and subject matter experts in a supportive, ego-free environment, Biorelate could be the place for you. Key Responsibilities Strategic Partnership with Sales Leadership Partner closely with the rest of the commercial team to architect, consult on, and help close high-value strategic opportunities across global pharma and biotech accounts. Act as the scientific lead throughout the sales cycle, ensuring customer challenges are fully understood and mapped to compelling solution outcomes. Join customer meetings as a trusted advisor, helping build credibility, overcome objections, and accelerate decision-making. Lead RFP and RFI responses, and write technical proposals, response documents, and statements of work for strategic opportunities. Own the trial conversion outcome alongside the Account Executive (trial conversation after 3 months). Trial conversion rate is the primary commercial KPI for this role Run discovery workshops and tailored demos with prospects to surface scientific pain points, articulate platform fit, and agree formal success criteria for the trial period. Map stakeholders within target accounts (champion, economic buyer, technical evaluator, end users) and ensure the right people are engaged at the right stage of the deal cycle. Own the formal Pre-sales → Customer Success handover artefact at contract signature, covering documented success criteria, agreed use cases, data plan, stakeholder map, decision process at trial conversion, and any known risk flags. Share market learnings to support Biorelate’s expansion and growth strategies within existing accounts. Influence buying decisions through compelling scientific storytelling, ROI-led value propositions, and consultative engagement. Represent Biorelate at industry conferences, customer events, and scientific meetings - as a participant, demo lead, and where appropriate as a speaker or panellist. Conduct customer site visits for high-value enterprise engagements where on-site presence is a meaningful unlock for trust, depth of scoping, or stakeholder access. Work in close partnership with the Forward Deployed Engineer to ensure solutions are effectively embedded with customers. Scientific Credibility & Customer Leadership Serve as the senior scientific authority in customer conversations, building trust with R&D, bioinformatics, and data science stakeholders. Develop a deep understanding of customer research bottlenecks, data challenges, and discovery priorities, translating these into high-value solutions. Deliver executive-level presentations, workshops, and demonstrations tailored to scientific, technical, and commercial audiences. Contribute to sales enablement: maintain demo libraries, build battle cards, capture win/loss learnings, and share insights internally to raise the technical standard of the wider commercial team. Solution Architecture & Innovation Articulate the value of graph-based approaches and knowledge graphs alongside retrieval-augmented generation (RAG) architectures. Whiteboard technical architectures and workflows with prospects, exploring innovative ways of working within large enterprise pharma organisations. Design scientifically robust and commercially compelling solutions using graph technologies, AI/ML, and advanced analytics. Collaborate with customer technical teams on graph analytics, semantic enrichment, and AI-enabled discovery workflows. Feed market insight back into Product to strengthen competitiveness and accelerate roadmap priorities. Skills, Knowledge and Expertise Technical Strength Track record of leading customer-architect conversations on knowledge graphs, graph databases and ontologies - including design trade-offs, identifier resolution, schema choices and graph-vs-vector retrieval. Personal production design experience is welcome; the Forward Deployed Engineer owns the build. A minimum of a MSc and preferably a PhD in Data Science (or equivalent experience) with demonstrable experience at advising clients on data management and data integration techniques Demonstrable track record of leading integration-architecture conversations with customer architects on API patterns, MCP, authentication, schema and operational constraints. Hands-on integration build experience is welcome; the Forward Deployed Engineer owns the build. Strong understanding of pharmaceutical drug discovery workflows. Commercial Capability Proven success in pre-sales, solutions consulting, scientific business development, field applications, or technical advisory roles. Demonstrated success partnering with commercial teams to win and close high-value enterprise opportunities. Strong commercial instincts, with the ability to uncover needs, articulate value, manage stakeholders, and help drive enterprise deals. Experience navigating complex enterprise organisations with multiple decision-makers. Data management / data mapping / data ontology or graph databases, semantic technologies, ontologies, or graph analytics platforms. Reads Python (or equivalent) confidently enough to follow non-trivial codebases, work through examples in customer conversations, and engage senior customer engineers as a credible technical peer. Production code authorship is welcome; the Forward Deployed Engineer owns build. Track record of holding own as the technical voice in customer conversations on LLM/ML systems integrated with structured data (RAG, graph-augmented retrieval, information extraction) — including architectures, failure modes and trade-offs. Hands-on build experience is welcome; the Forward Deployed Engineer owns build. Executive Presence Able to communicate with equal credibility to bench scientists, data scientists, procurement teams, and C-suite stakeholders. Commercially driven, highly consultative, and comfortable operating in a fast-growth environment. Mindset Forward-thinking and adaptable, with a willingness to experiment and embrace new tools. Comfortable operating in ambiguity and building structure where none exists. Passionate about customers and solving real problems. Motivated to deliver meaningful impact within the life sciences sector. A strong colleague who brings positive energy, expertise, and gravitas. Benefits We offer competitive salaries, enhanced family leave, and significant opportunities for professional development. You will work alongside exceptional colleagues on meaningful work that has a direct impact on global healthcare. In addition, you can expect: Genuine Flexibility: We are a fully remote business with colleagues across the globe. Manage your schedule, avoid commuting, and do your best work from home. Cutting-Edge Technology: Work with the latest tools and technologies while helping solve some of the most important challenges in life sciences.