Executive hiring
Hire a Head of Commercial / VP Commercial — MedTech
Head of Commercial roles span sales, marketing alignment, and early GTM—especially in startups and PE portcos. Hire for full-funnel commercial ownership, not a rep with a bigger title.
Full-funnel GTM
Messaging, pipeline, and close rates connect.
Cross-functional
Clinical, marketing, and product must move together.
Stage fit
Startup motions differ from scaled orgs.
What strong leaders deliver
- Own commercial plan: ICP, messaging, channels, and quota design
- Hire and coach early sales leadership and reps
- Align clinical education and marketing with field reality
- Install lightweight forecast and CRM discipline
- Report clearly to CEO/board on what is working
Interview prompts
- Describe a GTM you built from near-zero.
- How do you decide first commercial hires vs agencies?
- Tell me about a positioning change that improved win rates.
- How do you partner with clinical education without slowing deals?
- What metrics do you review weekly vs monthly?
Signals to weigh heavily
- Built or rebuilt GTM—not only inherited a machine
- Comfortable hiring first leaders and first reps
- Can explain ICP and specialty focus without buzzwords
- Evidence of cross-functional influence
- Honest about stage: what worked at Series B may fail at Series A
Hiring a Head of Commercial?
Share stage, specialty, and whether sales+marketing report in.
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