Head of Commercial

Job Summary

Required Qualifications

• •12-18+ years of experience in sales roles with progressively increased scope
• •Proven commercial leadership
• •Experience leading sales or commercial teams in digital health, value-based care, or benefits innovation
• •Experience building and scaling revenue functions from early traction through growth
• •Ability to move from founder-led sales to a high-performing, repeatable engine
• •Experience managing complex, multi-stakeholder sales cycles with employers, payers, and channel partners from initial engagement through contracting and launch
• •Adeptness at navigating RFPs, procurement, and financial modeling
• •Fluency in GTM design, revenue forecasting, and pipeline strategy
• •Ability to connect the dots across marketing, sales, partnerships, and retention to build alignment across stakeholders
• •Experience building a category, not just selling in one
• •Ability to educate the market rather than just compete in it
• •Comfortability introducing new models of care
• •Ability to create urgency where there isn't yet awareness
• •Ability to get decision-makers to see problems and possibilities in a new light
• •Thrive on pioneering a category that doesn't yet exist
• •Ability to shape the narrative as well as close the deal
• •Experience leading high-performing teams with empathy and accountability
• •Ability to hire exceptional talent
• •Ability to foster collaboration and create a culture of ownership and momentum
• •Ability to set a high bar and bring out the best in others
• •Comfortability getting into the weeds to figure out unsexy or complex tasks
• •Comfortability building commercial infrastructure rather than inheriting it
• •Ability to iterate fast, refine based on feedback, and adjust the playbook as the company scales
• •Strong verbal and written communication skills
• •Expertise in storytelling rather than traditional sales
• •Strong presentation skills and ability to be in front of an audience
• •Ability to craft effective written communication (emails, proposals, etc.)
• •Ability to act as an editor for the team to weigh in on emails, slide titles, and decks
• •Consultative approach to sales as a partnership rather than a transaction
• •Ability to ask thoughtful questions and uncover unspoken needs
• •Ability to guide clients toward new perspectives
• •Ability to challenge assumptions when it helps clients make smarter decisions
• •Ability to effectively read a prospect on a call and adjust the pitch as needed
• •Ability to meet partners where they are and figure out when to push and when not to
• •Ability to build systems for clarity
• •Ability to use data to inform decisions and forecast with accuracy
• •Valuing precision and process as much as creativity and adaptability
• •Ability to spot risks early
• •Ability to keep forecasts rooted in reality rather than wishful thinking
• •Ability to ensure teams operate with clarity, honesty, and alignment
• •Ability to keep the main thing the main thing while juggling multiple tasks
• •Comfortability working for a company that values documentation and process
• •Ability to keep CRM up to date
• •Ability to document deal progress clearly
• •Ability to share written context so others can plug in without needing a meeting
• •Ability to work in a fully remote setting
• •Ability to partner closely with the CEO on commercial efforts
• •Ability to spend significant time on the ground generating pipeline, crafting emails, scheduling meetings, attending conferences, and using sales tools
• •Comfortability in a build-and-learn model where refining product, pitch, and positioning based on real-time feedback is required
• •Comfortability creating the playbook as much as executing it
• •Comfortability with ambiguity and taking initiative without a roadmap
• •Proactivity, resourcefulness, and willingness to make judgment calls rather than waiting for permission
• •Deep empathy for the lived experience of autoimmune patients
• •Ability to effectively convey empathy for the lived experience of autoimmune patients to potential customers
• •A love of learning and ability to solve problems from the ground up
• •Curiosity and ability to embrace the opportunity to explore unfamiliar aspects of the role
• •Ability to ask questions and seek understanding without fear of judgment
• •Openness to admit mistakes and be open-minded when it comes to new approaches of problem-solving
• •Relentlessness and persistence
• •Ability to do something most people wouldn't (e.g., ran a marathon, started a company, got a degree while working full-time, and/or overcame difficult adversities)

Desired Qualifications

• •Experience in environments where the solution didn't fit neatly into an existing box
• •Comfortability introducing new models of care
• •Ability to create urgency where there isn't yet awareness
• •Ability to get decision-makers to see problems and possibilities in a new light
• •Thrive on pioneering a category that doesn't yet exist
• •Ability to shape the narrative as well as close the deal
• •Experience leading high-performing teams with empathy and accountability
• •Ability to hire exceptional talent
• •Ability to foster collaboration and create a culture of ownership and momentum
• •Ability to set a high bar and bring out the best in others
• •Comfortability getting into the weeds to figure out unsexy or complex tasks
• •Comfortability building commercial infrastructure rather than inheriting it
• •Ability to iterate fast, refine based on feedback, and adjust the playbook as the company scales
• •Strong verbal and written communication skills
• •Expertise in storytelling rather than traditional sales
• •Strong presentation skills and ability to be in front of an audience
• •Ability to craft effective written communication (emails, proposals, etc.)
• •Ability to act as an editor for the team to weigh in on emails, slide titles, and decks
• •Consultative approach to sales as a partnership rather than a transaction
• •Ability to ask thoughtful questions and uncover unspoken needs
• •Ability to guide clients toward new perspectives
• •Ability to challenge assumptions when it helps clients make smarter decisions
• •Ability to effectively read a prospect on a call and adjust the pitch as needed
• •Ability to meet partners where they are and figure out when to push and when not to
• •Ability to build systems for clarity
• •Ability to use data to inform decisions and forecast with accuracy
• •Valuing precision and process as much as creativity and adaptability
• •Ability to spot risks early
• •Ability to keep forecasts rooted in reality rather than wishful thinking
• •Ability to ensure teams operate with clarity, honesty, and alignment
• •Ability to keep the main thing the main thing while juggling multiple tasks
• •Comfortability working for a company that values documentation and process
• •Ability to keep CRM up to date
• •Ability to document deal progress clearly
• •Ability to share written context so others can plug in without needing a meeting
• •Ability to work in a fully remote setting
• •Ability to partner closely with the CEO on commercial efforts
• •Ability to spend significant time on the ground generating pipeline, crafting emails, scheduling meetings, attending conferences, and using sales tools
• •Comfortability in a build-and-learn model where refining product, pitch, and positioning based on real-time feedback is required
• •Comfortability creating the playbook as much as executing it
• •Comfortability with ambiguity and taking initiative without a roadmap
• •Proactivity, resourcefulness, and willingness to make judgment calls rather than waiting for permission
• •Deep empathy for the lived experience of autoimmune patients
• •Ability to effectively convey empathy for the lived experience of autoimmune patients to potential customers
• •A love of learning and ability to solve problems from the ground up
• •Curiosity and ability to embrace the opportunity to explore unfamiliar aspects of the role
• •Ability to ask questions and seek understanding without fear of judgment
• •Openness to admit mistakes and be open-minded when it comes to new approaches of problem-solving
• •Relentlessness and persistence
• •Ability to do something most people wouldn't (e.g., ran a marathon, started a company, got a degree while working full-time, and/or overcame difficult adversities)