Michael Cross

About Michael Cross

B2B business development leader with 13+ years of experience helping life science, biotech, pharma, medtech, CPG, and technology companies solve complex operational challenges through SaaS and IoT solutions. As Director of Business Development at XiltriX North America, I own the full BD function spanning sales, marketing, and partnerships, and have been instrumental in scaling a subscription-based IoT business from the ground up. I\'ve built and led cross-functional teams, closed enterprise contracts with multi-stakeholder buying committees, and consistently exceeded sales quotas year over year. What sets me apart is the intersection of technical depth and consultative selling. I\'m equally comfortable whiteboarding an IoT architecture for a facilities engineer as I am presenting competitive landscape analysis to a board of directors. My experience navigating complex sales cycles spans Lab Operations, Facilities, IT, Research, and Quality teams, and I know how to build consensus across all of them. A few things I\'m known for-Scaling high-performing, cross-functional sales and marketing teams-Driving enterprise deals with multi-year, multi-stakeholder contracts-Building customer relationships that result in industry-leading retention and NPS scores-Leading marketing programs across digital, content, events, and webinars-Representing brands publicly through keynotes, webinars, and industry roundtables Before XiltriX, I honed my skills at Dassault Systemes (BIOVIA), supporting Fortune enterprise accounts across pharma, chemical, CPG, and energy verticals, and at Insight Global, where I developed a high-volume outbound sales foundation. Always open to connecting with others working at the intersection of life sciences, IoT, and B2B SaaS.

Experience

1. Director of Business Development

   Xiltrix North America

   Jan 2023 — Present · San Diego, CA, US

   Lead the full revenue function, including sales, marketing, and partnerships, for an IoT monitoring platform serving life sciences organizations-Closed multiple six- and seven-figure contracts involving cleanroom facilities, GMP environments, and multi-stakeholder coordination-Manage a cross-functional team of 10 across sales, engineering, and operations while delivering consistent year-over-year growth-Present regularly to the executive team and board on KPIs, strategy, and market outlook-Designed and executed a lead generation strategy yielding inbound prospects.

Education

• UC San Diego

  Bachelor of Science (B.S.), Management Science

Skills

• Data Analysis
• Recruiting
• Strategic Planning
• IT Operations
• Lead Generation
• Research
• Materials Science
• Lead Qualification
• Customer Service
• Sales Process
• Cold Calling
• Event Planning
• Training
• Writing
• Statistical Software
• Account Management
• Public Speaking
• Social Networking
• Social Media Marketing
• Salesforce.com
• Teaching
• Time Management
• Statistics
• Strategy
• Enterprise Software
• Customer Relations
• Project Management
• Marketing
• Leadership
• Linkedin Sales Navigator
• Problem Solving
• Microsoft Office
• Sales
• Teamwork
• Software as a Service (Saas)
• Business Development
• Corporate Storytelling
• Social Media
• Start-Ups
• Microsoft Excel