Head of Commercial (GTM & Sales)
REACH INDUSTRIES
At Reach Industries, we believe in augmenting humanity by designing intelligent systems that empower people to do more of what they’re uniquely built for: thinking, creating, exploring, and solving. Our first focus is Science – one of the most complex, valuable and regulated domains.
Our first product, Lumi, is a visual AI copilot for scientists that automates data capture, insights, and lab workflows so they can focus on the big picture and accelerate science. Lumi is already in use across life science organisations, from biotech to pharma, and we’re just getting started.
We’re an early‑stage startup with deep roots in frontier technologies and a shared obsession with making science better. We’ve shipped the first version of the Lumi platform, have strong pull from early customers, and are now looking for a Director of Sales to own our commercial motion and build a scalable revenue engine.
Role Brief
As Head of Commercial, reporting into our CEO, you will co-architect and own the end-to-end commercial strategy and execution for Reach Industries. You will define and run our go-to-market approach across direct sales and commercial partnerships, convert early market pull into repeatable commercial plays, and install the operating cadence (pipeline, forecasting, customer feedback loops) that enables us to scale responsibly.
This is a role for an operator who thrives in early-stage environments, someone who can switch between strategy and execution, close lighthouse customers personally, and build the foundation for a world-class commercial organisation. You will work in lockstep with Growth Marketing (demand generation and top-of-funnel) and collaborate closely with a future Head of Product (product strategy and roadmap ownership), ensuring customer learning turns into prioritised product decisions without turning engineering into a feature factory.
Your Impact
- 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.
Your Experience
- 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.
Perks
Celebrating Diversity
We encourage, support and celebrate diversity in the workplace and in all aspects of life. We are proud to be an equal opportunity employer who strives to ensure a balanced and measured approach to all aspects of employment.
We want this to be the best place you've ever worked; a fun environment where you will positively influence the culture and have the freedom and confidence to do your best work with the respect and trust of your colleagues.
Polite Recruiter Note
We currently do not wish to work with any external recruiters or agencies, please do not contact us at this stage as it will jeopardise any opportunity of working together in the future.