Head of Revenue/Commercial, SciY/ZONTAL

Overview 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. You will own: Global NOB quota (primary metric): pipeline creation, deal execution, win rate, ASP, sales cycle, and bookings. Revenue engine across enterprise software + services attach (where applicable), and expansion motions (secondary to NOB). Commercial strategy and execution for SciY Digitalization Suite. Forecast accuracy and disciplined pipeline hygiene. 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.   About SciY 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 About ZONTAL 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. 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: Build partner routes to market (SI, platform partners, instrument/automation ecosystem, data/LIMS/ELN adjacency). 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. Voice of customer and product feedback loop: 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 bene