Head of Revenue/Commercial, SciY/ZONTAL

SciY Commercial Leader

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.

Responsibilities include:

• 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 benefit from existing Bruker ecosystem.
• 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.
• 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.

• What "Good" Looks Like in 612 Months: Pipeline coverage consistently at target (e.g., 34x) with improving conversion and forecast accuracy.
• Multiple lighthouse NOB wins and a credible set of referenceable customers.
• A-train sales team in place: high activity, high standards, tight execution.
• Clear partner motion producing real pipeline (not just "alliances in name").

Perform other duties as required.

Qualifications include:

• Minimum 15+ years work experience in B2B enterprise software sales, with at least 58 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 plushowever 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 stakeholdersand 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
• May be required to pass security clearance investigation
• U.S. Citizenship or U.S. Permanent Resident status required.

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,