Head of Revenue/Commercial, SciY/ZONTAL

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    "title": "Head of Revenue/Commercial, SciY/ZONTAL",
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    "datePosted": "2026-06-01T04:00:00.000Z",
    "description": "<h2>Overview</h2>\n<p>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. This is not a large-company role optimized for committees, long planning cycles, or brand-level orchestration. It is a roll-up-your-sleeves, revenue-first role: set the pace, win lighthouse customers, and scale the team and partner ecosystem behind a clear commercial operating system. </p>\n<p>You will own:</p>\n<ul>\n <li>Global NOB quota (primary metric): pipeline creation, deal execution, win rate, ASP, sales cycle, and bookings.</li>\n <li>Revenue engine across enterprise software + services attach (where applicable), and expansion motions (secondary to NOB).</li>\n <li>Commercial strategy and execution for SciY Digitalization Suite.</li>\n <li>Forecast accuracy and disciplined pipeline hygiene.</li>\n</ul>\n<p>Location: Boston area - expect occasional on-site presence in Billerica, MA. We will consider remote based candidates located within Continental U.S., near a major airport.  </p>\n<p> </p>\n<p><strong>About SciY</strong></p>\n<p>Vendor-agnostic, SciY offers open platforms and a broad range of software solutions across life sciences, from research, through development to manufacturing, enabling workflow integration and digital transformation. SciY solutions integrate physical laboratory instruments and automation hardware with their scientific data into a digital environment to deliver maximum value with minimum effort and disruption. SciY’s mission is to support our clients in their digitalization to drive seamless innovation for accelerating the time to market for new drugs, to automate life-science laboratories and manufacturing QC & PAT processes, and to support efficacy and patient safety. SciY is a Bruker brand, born from collaborations and majority-acquisitions of renowned vendor-agnostic software partners. www.sciy.com</p>\n<p> </p>\n<p><strong>About ZONTAL</strong></p>\n<p>ZONTAL is SciY’s scientific data and orchestration platform: a FAIR data platform designed to streamline scientific data management, integrate with existing laboratory systems, and support digitization and compliant, long-term reuse of research data.</p>\n<p> </p>\n<h2>Responsibilities</h2>\n<p><strong>Win business personally (player/coach)</strong><strong>:</strong></p>\n<ul>\n <li>Lead from the front: personally run a small set of strategic pursuits (lighthouse accounts, strategic partners, high-ASP platform deals).</li>\n <li>Own the largest negotiations, procurement cycles, and executive alignment.</li>\n <li>Build and deploy a “win plan” approach: stakeholders, value hypothesis, mutual close plans, competitive strategy. </li>\n</ul>\n<p><strong>Build a high-performance sales org (lean, fast, accountable):</strong></p>\n<ul>\n <li>Hire, develop, and manage a team of hunters (AEs) plus solutions/SE resources as needed.</li>\n <li>Establish a clear sales methodology, qualification standards, SCOTSMAN-style rigor, and tight deal inspection.</li>\n <li>Set compensation, territories, account coverage, and performance management with high standards and urgency.</li>\n <li>Coach and drive the team through complex sales.</li>\n</ul>\n<p><strong>Create repeatable pipeline generation, not just marketing leads:</strong></p>\n<ul>\n <li>Define ICP and target segments; build a pipeline machine through executive programs, conferences, and partner-sourced motions.</li>\n <li>Tight alignment with marketing for message and campaigns, but sales-owned pipeline creation.</li>\n <li>Instrument the funnel: activity → meetings → qualified pipeline → wins.</li>\n</ul>\n<p><strong>Scale partners and ecosystem to multiply reach:</strong></p>\n<ul>\n <li>Build partner routes to market (SI, platform partners, instrument/automation ecosystem, data/LIMS/ELN adjacency).</li>\n <li>Create simple, enforceable partner rules: deal registration, joint value props, co-selling motions, enablement, and partner scorecards.</li>\n</ul>\n<p><strong>Commercial operating system (simple, measurable, relentless):</strong></p>\n<ul>\n <li>Weekly forecast calls that matter; monthly business reviews with clear actions.</li>\n <li>CRM discipline (SFDC or equivalent): stage definitions, exit criteria, next steps, and close plans.</li>\n <li>Track and improve the handful of KPIs that drive NOB: pipeline coverage, conversion, win rate, cycle time, ASP, forecast accuracy.</li>\n</ul>\n<p><strong>Voice of customer and product feedback loop:</strong></p>\n<ul>\n <li>Bring structured customer insights to Product: objections, must-have integrations, pricing/packaging, competitive moves.</li>\n <li>Help shape packaging and commercial offers that shorten sales cycles and increase ASP.</li>\n</ul>\n<p><strong>Establish and lead a global Key Account Management discipline:</strong></p>\n<ul>\n <li>Design and implement a structured KAM framework for SciY’s top strategic customers </li>\n <li>Accountable for the creation of multi-level account maps and develop executive alignment strategies across science, IT, operations, procurement, and digital transformation stakeholders.</li>\n <li>Drive expansion within strategic accounts by identifying upsell and cross-sell paths across the SciY portfolio </li>\n <li>Ensure long-term account health: renewal discipline, multi-year roadmap co-creation, risk‑mitigation plans, and continuous value realization.</li>\n <li>Partner closely with Scientific BD and Product Management to transform customer insights into co‑development, co‑innovation, or lighthouse references.</li>\n</ul>\n<p><strong>Drive geographic expansion into new regions / countries:</strong></p>\n<ul>\n <li>Build the commercial playbook for penetration of new territories (e.g., APAC, India, LATAM, Middle East, or strategic European regions depending on SciY roadmap).</li>\n <li>Accountable for defining the market entry model for each region: direct sales, hybrid, channel-led, or partner-led.</li>\n <li>In collaboration with BD and market management, evaluate regional market potential, competitive landscape, regulatory context, and the instrument ecosystem to prioritize expansion investments.</li>\n <li>Establish scalable coverage models, demand generation plays, and the first wave of lighthouse accounts per region.</li>\n</ul>\n<p><strong>Expand channel coverage through value‑based distributors / dealers:</strong></p>\n<ul>\n <li>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.</li>\n <li>Accountable for a clear partner criteria: vertical domain expertise, existing customer base, technical capability, alignment with SciY’s digitalization vision and Bruker’s existing Value Based Dealer criteria. </li>\n <li>Accountable for the implementation of governance for channels: tiering, certification, enablement pathways, revenue expectations, rules of engagement, deal registration, and performance scorecards. </li>\n <li>Ensure channel partners drive net‑new pipeline, not only fulfilment.</li>\n</ul>\n<p><strong>Drive growth through new customer acquisition:</strong></p>\n<ul>\n <li>Build and execute a scalable new‑customer acquisition motion targeting any lab, department, site, or workflow group that has not previously purchased from SciY.</li>\n <li>Work with marketing and PM to define value propositions for the identified buyer personas to drive consistent new customer entry points.</li>\n <li>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.</li>\n</ul>\n<p><strong>What “Good” Looks Like in 6–12 Months:</strong></p>\n<ul>\n <li>Pipeline coverage consistently at target (e.g., 3–4x) with improving conversion and forecast accuracy.</li>\n <li>Multiple lighthouse NOB wins and a credible set of referenceable customers.</li>\n <li>A-train sales team in place: high activity, high standards, tight execution.</li>\n <li>Clear partner motion producing real pipeline (not just “alliances in name”).</li>\n</ul>\n<p>Perform other duties as required. </p>\n<h2>Qualifications</h2>\n<ul>\n <li>Minimum 15+ years work experience in B2B enterprise software sales, with at least 5–8 recent years work experience leading teams.</li>\n <li>Demonstrated success as an NOB hunter who has personally closed complex, multi-stakeholder enterprise deals (ideally platform/data/regulated markets).</li>\n <li>Experience selling into life sciences/biopharma/R&D/quality/manufacturing data environments is a plus—however sales horsepower matters the most.</li>\n <li>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.</li>\n <li>Demonstrated ability to build a commercial engine in a growth stage/scale-up context (not only large public-company environments).</li>\n <li>Operates with a very high standard of ethics, integrity, communication, personal presentation, and professionalism.</li>\n <li>Ability to satisfactorily complete position compliance and training requirements.</li>\n <li>Ability to maintain valid passport with flexibility for domestic, overnight, and international travel</li>\n <li>Valid Driver License in good standing, issued by resident state or governing location</li>\n <li>May be required to pass security clearance investigation</li>\n <li>U.S. Citizenship or U.S. Permanent Resident status required.</li>\n</ul>\n<p>At Bruker, the base salary is part of our total compensation. The estimated base salary range for this full-time position is between $187,650.00 and $333,500.00 and provides an opportunity to progress as you grow and develop within a role. The base salary for the role will depend on several job-related factors, including, but not limited to, education, training, experience, the geographic location of the successful candidate, skills, competencies, job-related knowledge, and travel requirements for this position. Full-time employees may also be eligible for a performance-related incentive in addition to a full range of benefits, including 401(k) with company match, an employee stock purchase plan, medical and dental plans, life insurance, short-term and long-term disability insurance, employee assistance program and paid time off including vacation, sick time and holidays, and more.</p>\n<p> </p>\n<p>Bruker is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, and other protected characteristics.</p>\n<p>Certain positions at Bruker require compliance with export control laws and as a result, all interviewed candidates for all positions will be screened pre-interview to determine their eligibility in light of export control restrictions.</p>",
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