Commercial & Go To Market Lead

About the role

The Commercial and Go to Market Lead owns the path from first customer conversation through signed agreement and initial deployment. You will use early customer work to define FL113's initial commercial strategy: the target customer and use case, product offering, positioning, business model, pricing and packaging, evidence required for purchase, and potential partnership paths. You will then translate those choices into the first repeatable sales motion.

You will create pipeline through two complementary channels. First, you will turn warm introductions from the Flagship network into well-qualified, actively managed opportunities. Second, you will build your own pipeline: research target accounts, conduct thoughtful outbound outreach, and earn meetings with senior buyers who do not yet know FL113.

This is not a role for someone who needs an established product, defined buyer journey, or mature sales organization. It is a pilot-led enterprise commercial role for someone who can close the right early deals while discovering how FL113 should go to market. You will scope early deployments, align the right clinical, operational, data, security, privacy, compliance, and economic stakeholders, negotiate commercial terms, and convert successful pilots into larger agreements. You will work closely with data science and product to ensure that customer needs, deployment constraints, and evidence requirements inform what FL113 builds.

The early objective is a set of well-chosen, paid customer engagements that clarify where FL113 creates and captures value and establish the foundation for a future sales team. As the commercial organization grows, you will help define its structure, hire and lead the appropriate customer-facing team, and ensure that the team inherits a tested commercial model rather than a collection of one-off deals.

Key responsibilities

• Build pipeline from two sources: converting Flagship-network introductions into qualified opportunities, and running your own account-based outbound to biopharma (diagnostics, clinical operations, and commercial teams), risk-bearing health systems, ACOs, and payers.
• Research target accounts, identify the right senior stakeholders, and earn meetings with tailored outreach.
• Qualify opportunities rigorously, separating real commercial demand from exploratory interest, and keep an honest view of stage, probability, and next steps.
• Run discovery to connect FL113's capabilities to a customer's clinical, operational, and economic goals, and clearly explain the science, model performance, and limitations to clinical and research audiences.
• Scope and sell pilots with clear success criteria, data requirements, timelines, and pricing, and build a conversion plan for each pilot from day one.
• Guide deals through multi-stakeholder buying processes (clinical leaders, data and analytics, security and privacy, procurement, legal, finance, and executive sponsors) and lead negotiations on pilots and enterprise agreements.
• Test and refine pricing and deal structures through live deals, and bring customer feedback, objections, and market intelligence back to the leadership, product, and data science teams.
• Build the sales foundation: CRM, pipeline reporting, deal reviews, and a documented playbook that future commercial hires will inherit.

What will make you an exceptional fit

• You have sold to value-based or risk-bearing buyers, including health systems, ACOs, payers, or organizations accountable for clinical and economic outcomes.
• You have experience with AI-enabled healthcare products, clinical decision support, diagnostics, real-world data, or evidence-driven healthcare technology.
• You understand the commercial and clinical landscape for liver disease or broader cardiometabolic conditions.
• You have helped shape a product offering, commercial business model, or partnership strategy in addition to carrying and closing enterprise opportunities.
• You can earn credibility with a skeptical clinical or technical buyer while staying focused on the business case and the customer's decision process.
• You are effective in ambiguity, take ownership without extensive infrastructure, and turn incomplete information into well-structured next steps.
• You balance urgency with rigor: you move deals forward while protecting customer trust, internal alignment, and the quality of FL113's commitments.
• You enjoy building durable systems from the work itself and can turn early deals into a commercial foundation that a future sales team can scale.