Head of Revenue/Commercial, SciY/ZONTAL

About the role

SciY is scaling quickly. We need a driven, field-oriented commercial leader who owns the number end-to-end and can personally drive net new business (NOB) while building a repeatable revenue engine.

Responsibilities

• Win business personally (player/coach): Lead from the front: personally run a small set of strategic pursuits (lighthouse accounts, strategic partners, high-ASP platform deals).
• Own the largest negotiations, procurement cycles, and executive alignment.
• Build and deploy a “win plan” approach: stakeholders, value hypothesis, mutual close plans, competitive strategy.
• Build a High-performance Sales Org (lean, Fast, Accountable)
• Hire, develop, and manage a team of hunters (AEs) plus solutions/SE resources as needed.
• Establish a clear sales methodology, qualification standards, SCOTSMAN-style rigor, and tight deal inspection.
• Set compensation, territories, account coverage, and performance management with high standards and urgency.
• Coach and drive the team through complex sales.
• Create Repeatable Pipeline Generation, Not Just Marketing Leads
• Define ICP and target segments; build a pipeline machine through executive programs, conferences, and partner-sourced motions.
• Tight alignment with marketing for message and campaigns, but sales-owned pipeline creation.
• Instrument the funnel: activity → meetings → qualified pipeline → wins.
• Scale Partners And Ecosystem To Multiply Reach
• Create simple, enforceable partner rules: deal registration, joint value props, co-selling motions, enablement, and partner scorecards.
• Commercial Operating System (simple, Measurable, Relentless)
• Weekly forecast calls that matter; monthly business reviews with clear actions.
• CRM discipline (SFDC or equivalent): stage definitions, exit criteria, next steps, and close plans.
• Track and improve the handful of KPIs that drive NOB: pipeline coverage, conversion, win rate, cycle time, ASP, forecast accuracy.
• Bring structured customer insights to Product: objections, must-have integrations, pricing/packaging, competitive moves.
• Help shape packaging and commercial offers that shorten sales cycles and increase ASP.
• Establish And Lead a Global Key Account Management Discipline
• Design and implement a structured KAM framework for SciY’s top strategic customers
• Accountable for the creation of multi-level account maps and develop executive alignment strategies across science, IT, operations, procurement, and digital transformation stakeholders.
• Drive expansion within strategic accounts by identifying upsell and cross-sell paths across the SciY portfolio
• Ensure long-term account health: renewal discipline, multi-year roadmap co-creation, risk-mitigation plans, and continuous value realization.
• Partner closely with Scientific BD and Product Management to transform customer insights into co-development, co-innovation, or lighthouse references.
• Drive Geographic Expansion Into New Regions / Countries
• Build the commercial playbook for penetration of new territories (e.g., APAC, India, LATAM, Middle East, or strategic European regions depending on SciY roadmap).
• Accountable for defining the market entry model for each region: direct sales, hybrid, channel-led, or partner-led.
• In collaboration with BD and market management, evaluate regional market potential, competitive landscape, regulatory context, and the instrument ecosystem to prioritize expansion investments.
• Establish scalable coverage models, demand generation plays, and the first wave of lighthouse accounts per region.
• Expand Channel Coverage Through Value-based Distributors / Dealers
• Accountable for the execution of a channel strategy specifically adapted to SaaS + scientific software: value-based partners who can deliver pre- and post-sales capabilities, implementation support, or domain expertise.
• Align and benefit from existing Bruker ecosystem.
• Accountable for the implementation of governance for channels: tiering, certification, enablement pathways, revenue expectations, rules of engagement, deal registration, and performance scorecards.
• Ensure channel partners drive net-new pipeline, not only fulfilment.
• Drive Growth Through New Customer Acquisition
• Build and execute a scalable new-customer acquisition motion targeting any lab, department, site, or workflow group that has not previously purchased from SciY.
• Work with marketing and PM to define value propositions for the identified buyer personas to drive consistent new customer entry points.
• Lead from the front on strategic first-land deals and ensure each new customer becomes a foundation for rapid, repeatable expansion across additional teams and workflows.

Qualifications

• Minimum 15+ years work experience in B2B enterprise software sales, with at least 5–8 recent years work experience leading teams.
• Demonstrated success as an NOB hunter who has personally closed complex, multi-stakeholder enterprise deals (ideally platform/data/regulated markets).
• Experience selling into life sciences/biopharma/R&D/quality/manufacturing data environments is a plus—however sales horsepower matters the most.
• Proven successful track record and comfortable in technical/value-based selling: can hold their own with IT, data, and science stakeholders—and with the CFO/procurement.
• Demonstrated ability to build a commercial engine in a growth stage/scale-up context (not only large public-company environments).
• Operates with a very high standard of ethics, integrity, communication, personal presentation, and professionalism.
• Ability to satisfactorily complete position compliance and training requirements.
• Ability to maintain valid passport with flexibility for domestic, overnight, and international travel
• Valid Driver License in good standing, issued by resident state or governing location