Commercial, Strategy, Ops

About the role

You will lead all commercial strategy and operations, driving significant revenue growth by converting pilot programs into long-term partnerships. This role involves close collaboration with founders and technical leadership to expand Axiom's reach within major pharmaceutical companies and AI research labs. You will be instrumental in shaping the company's direction through customer insights and strategic deal-making.

Key facts

What you'll do

• Develop and implement account strategies for top pharmaceutical companies and AI research labs, outlining progression from initial contact to full adoption.
• Oversee the execution of pilot programs and convert them into ongoing revenue streams.
• Collaborate with the CEO and technical leaders to ensure customer satisfaction translates into sustained enterprise adoption for companies ranging from $100B to over $1T.
• Guide major accounts through revenue milestones, from six figures to eight figures and beyond.
• Cultivate relationships across various departments within client organizations, including scientific, technical, business, legal, procurement, and executive teams.
• Establish and manage a robust commercial operating system covering pipeline management, forecasting, pricing, packaging, deal strategy, and expansion.
• Represent customer perspectives internally, providing insights and driving product and roadmap decisions.
• Structure diverse deal types, including SaaS, platform licenses, research collaborations, drug discovery partnerships, and data agreements.
• Work closely with the CEO as a strategic partner, contributing to company strategy and decision-making through informed debate.
• Maintain a strong in-person presence in the office, with customers, and at conferences to build deep relationships and achieve customer outcomes.
• Manage all operational aspects of deals, navigating legal, procurement, and IT processes, and ensuring flawless execution by the Axiom team.
• Facilitate internal coordination to keep high-priority customer and company initiatives on track.

Requirements

• Proven track record in commercial, operations, and strategy, with success in driving complex enterprise relationships to generate substantial revenue.
• In-depth knowledge of the pharmaceutical and biotech sectors, including drug discovery workflows, toxicology, DMPK, and how large organizations adopt new platforms.
• Exceptional skills in customer management, commercial strategy, and internal operational coordination.
• A strong work ethic and dedication to your professional identity.
• Keen product intuition and customer empathy, with the ability to translate customer needs into company direction.
• Innate curiosity for scientific principles and software development.
• Highly intelligent, energetic, persuasive, and ambitious.
• Capable of engaging in discussions with leading drug hunters and AI researchers globally.
• Strong technical understanding, enabling credible conversations about AI, scientific product vision, and business strategy with clients, executives, and internal technical teams.
• Creative approach to deal-making, capable of structuring unique partnerships and closing challenging agreements.
• Effective operator who can implement rigor and accountability without creating unnecessary bureaucracy.
• Comfortable challenging the CEO and leadership team with well-reasoned opinions.
• Thrives in a demanding, high-expectation, in-person, and direct work environment.

Practical notes

This role requires regular travel to meet with customers and attend conferences.