Zachary Otto
Raleigh,US
Summary
Strategic business development leader with a strong record of exceeding sales targets and driving revenue growth. Proven expertise in client relationship management and market analysis, enabling the identification of untapped opportunities. A military veteran skilled in developing innovative sales strategies that enhance market share and deliver tangible results.
Overview
15
15
years of professional experience
Work History
Director of Business Development
Stiris Research
Raleigh, NC
08.2025 - Current
- Managed entire sales cycle, from prospecting to closing deals, ensuring alignment with client needs and maximizing revenue potential.
- Identified new market opportunities through thorough industry analysis, leading to strategic expansion initiatives.
- Determined business development opportunities and implemented effective strategy for client engagement.
- Collaborated with stakeholders to create tailored proposals for potential clients.
- Managed client relationships to ensure satisfaction and foster long-term collaboration.
Director of Business Development
IQVIA MedTech
Raleigh, North Carolina
04.2021 - 08.2025
- Established relationships with key stakeholders in both large pharma and MedTech companies that created new partnerships and alliances.
- Closed opportunities with senior-level executives and decision makers.
- Consistently exceeded sales quotas and, for multiple years, achieved over 200% of goal.
- Managed client relationships while researching and prospecting new medical device companies to identify future collaboration opportunities.
- Built relationships with key stakeholders in large device companies as well as built lasting partnerships with small to mid-size companies.
- Created presentations for prospective clients that showcased company capabilities and service offerings to drive engagement.
- Monitored industry trends in device companies and best practices.
- Identified areas for improvement within existing processes and procedures; developed actionable solutions accordingly.
- Utilized CRM systems such as Salesforce or Microsoft Dynamics 365 in order track customer interactions and manage pipeline opportunities effectively.
- Conducted research on potential markets and clients that helped build a strategic campaign of new work.
- Coordinated with cross-functional teams across finance, legal, operations, specialty, and strategic pricing to ensure effective project execution.
Business Development Executive
Quanticate International
Homebased, North Carolina
04.2020 - 04.2021
- Secured and retained business through relationship building and professional sales of global CRO clinical trial services, enhancing client engagement
- Prospected and leveraged new business opportunities within New England/Mid Atlantic territory for phase 1-4 studies, contributing to territory growth
- Cultivated long-term and fruitful relationships with key decision makers from multiple clients
- Analyzed potential opportunities and developed targeted strategies for client engagement, improving approach effectiveness
- Successfully exceeded all sales goals for 2020
- Led team discussions on client strategy for functions in the PK, PV, stats and medical writing departments
- Roughly 40% of my new business was in phase 1-2 stages while the remaining was in post market research
- Work closely with contracts and proposals to develop proposals
- Work closely with operations and functional team members to ensure our strategy is correct, pertinent and competitive
- Maintain high visibility within customer organizations and monitor customer satisfaction
Account Development Manager
Syneos Health
Raleigh, North Carolina
10.2018 - 04.2020
- Secured over $50M in Requests for Proposals (RFPs) by Q3.
- Maintains effective and meaningful relationships with developing leads in 'prospect' account segments on a continuous basis; works to engagement pathways and coverage targets
- Successfully prospected and managed my own territory within North America concentrating on preclinical through post market studies
- Routinely sold early phase work to clients, such as lab work, analyses, phase 1 site, etc
- Regularly use multiple sales tools, such as Zymewire, Salesforce, Business Insights and Inside View
- Works directly with management and BI teams to evaluate, research, and prioritize potential clients
- Led successful conference and meeting outreach activities working closely with Global Corporate Communications & Marketing
- Managed confidential non-disclosure agreements to ensure compliance and confidentiality.
- Conducted self-improvement courses to increase knowledge on early phase studies.
Project Specialist II
INC Research
Raleigh, North Carolina
04.2015 - 10.2018
- Fully supports project manager in all aspects of the study
- Utilizes designated clinical trial management systems to track and process clinical trial information
- Develops and submits customer facing executive summaries
- Develops site facing materials for regulatory documents
- Works within all departments involved in clinical trials to ensure smooth study
- Reviewed and processed site payments according to budget guidelines
Clinical Trial Associate
Quintiles
Durham, North Carolina
11.2011 - 04.2015
- Collaborated with operations and clinical teams to ensure timely delivery of study milestones
- Established and maintained project documentation, ensuring accuracy of files, records, and reports
- Prepared and distributed project status, tracking, and finance reports, supporting project managers with budget allocation and invoice approvals
- Coordinate and track all information, communications, documents, materials and supplies for assigned projects
Education
BACHELORS -
CAMPBELL UNIVERSITY
Buies Creek, NC, USSkills
- Lead generation
- Sales
- Market analysis
- CRM utilization
- Client engagement
- Relationship management
- Communication skills
References
References available upon request.
Timeline
Director of Business Development
Stiris Research
08.2025 - Current
Director of Business Development
IQVIA MedTech
04.2021 - 08.2025
Business Development Executive
Quanticate International
04.2020 - 04.2021
Account Development Manager
Syneos Health
10.2018 - 04.2020
Project Specialist II
INC Research
04.2015 - 10.2018
Clinical Trial Associate
Quintiles
11.2011 - 04.2015
BACHELORS -
CAMPBELL UNIVERSITY