REACH INDUSTRIES

Head of Commercial – GTM & Sales

REACH INDUSTRIES

full-time

Posted on:

Location Type: Hybrid

Location: Boston • United States

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Job Level

Lead

Tech Stack

SQL

About the role

  • Co-architect and own commercial strategy & GTM execution: define ICPs, segmentation, messaging inputs, pricing/packaging hypotheses, and the initial sales plays that win.
  • Lead the customer-to-product learning loop: run structured discovery, synthesize insights, and translate them into crisp inputs for roadmap prioritisation (problems, workflows, ROI models, blockers, and must-have requirements) as input into the product development process.
  • Close early lighthouse deals: personally lead complex enterprise sales cycles end-to-end from discovery to close.
  • Build predictable pipeline discipline: implement CRM rigor, qualification standards, deal reviews, and forecasting that the team can trust.
  • Partner tightly with Growth Marketing: align on funnel definitions (MQL/SQL), SLAs, channel feedback loops, and improve conversion from demand to revenue.
  • Develop commercial partnerships where they accelerate distribution, credibility, or implementation (e.g., channel partners, services partners, ecosystem partners).
  • Shape onboarding and expansion motions: ensure customers are successful, value is realised, and expansion paths are clear.
  • Build the team: lead early commercial talent and hire others (AEs/BDR or hybrid roles), coach performance, and create repeatable processes.

Requirements

  • 10+ years in B2B commercial leadership roles (sales, partnerships, commercial strategy) in healthcare, life sciences, lab services, or adjacent complex technical markets - senior enough to own the function but still hands-on.
  • Demonstrated ability to close complex, multi‑stakeholder deals with C‑level and senior operational buyers, including in regulated environments (life sciences, healthcare, enterprise tech, deep tech).
  • Experience working with or alongside growth marketing and partnership teams to build an integrated go‑to‑market.
  • Experience selling early-stage or novel products where the playbook is not fully defined (or clear evidence you’ve done “0 to 1” GTM work inside a larger org).
  • Strong commercial judgement on pricing, packaging, and how to sequence markets/segments.
  • Strong strategic thinking skills paired with a willingness to be hands‑on – making calls, running discovery, and jumping on planes to see customers.
  • Ability to build repeatable sales motions: discovery frameworks, qualification, deal process, forecasting, and pipeline hygiene.
  • Comfort working closely with technical teams and translating customer reality into actionable product inputs.
  • High ownership, high integrity, and high curiosity with a builder’s mindset: you want to learn fast, ship fast, and build something enduring.
Benefits
  • We offer a competitive compensation package (salary, commission, Healthcare, 401k and equity)
  • Flexibility and tools to do your best work
  • Significant influence on how the commercial function is built
  • Join a small, highly motivated team at a pivotal moment in our growth
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
B2B salescommercial strategyGTM executionCRM implementationpipeline forecastingdiscovery frameworksdeal processpricing strategypackaging strategymulti-stakeholder deal closing
Soft Skills
strategic thinkinghigh ownershiphigh integrityhigh curiositycoachingteam buildingcustomer success focushands-on leadershipcommunicationcollaboration