Commercial & Go To Market Lead

Flagship Pioneering•Cambridge, MA

About The Position

FL113 is seeking its first commercial hire to turn early market traction into paid, repeatable customer deployments for its AI-enabled personal health intelligence products. The company uses routinely collected electronic health record (EHR) data to identify people with undiagnosed disease, beginning with liver disease and planning to expand across cardiometabolic conditions. FL113 is part of the Flagship Pioneering ecosystem and is building an early commercial organization alongside product and data-science teams. The Commercial and Go to Market Lead owns the path from first customer conversation through signed agreement and initial deployment. The role uses early customer work to define the initial commercial strategy, including target customers and use cases, product offering, positioning, business model, pricing and packaging, evidence needed for purchase, and potential partnership paths. The lead will turn these decisions into the first repeatable sales motion, developing opportunities both from Flagship-network introductions and through independent account research and outbound outreach. This is a pilot-led enterprise commercial role in an early-stage environment without an established product, defined buyer journey, or mature sales organization. The lead will scope deployments, coordinate clinical, operational, data, security, privacy, compliance, and economic stakeholders, negotiate terms, and convert successful pilots into larger agreements. They will collaborate with product and data science so customer needs, deployment constraints, and evidence requirements shape product development. The initial goal is to secure well-chosen paid engagements that clarify value and establish a foundation for a future sales team. As the organization grows, the lead will help define its structure and hire and lead an appropriate customer-facing team. The role also establishes the sales foundation, including CRM, pipeline reporting, deal reviews, and a documented playbook. The salary range is $150,000–$200,000 base, plus a commission structure. FL113 currently offers healthcare coverage, an annual incentive program, retirement benefits, and other benefits.

Requirements

Experience selling to value-based or risk-bearing buyers, including health systems, ACOs, payers, or organizations accountable for clinical and economic outcomes.
Experience with AI-enabled healthcare products, clinical decision support, diagnostics, real-world data, or evidence-driven healthcare technology.
Understanding of the commercial and clinical landscape for liver disease or broader cardiometabolic conditions.
Experience shaping a product offering, commercial business model, or partnership strategy in addition to carrying and closing enterprise opportunities.
Ability to earn credibility with skeptical clinical or technical buyers while staying focused on the business case and customer decision process.
Ability to work effectively amid ambiguity, take ownership without extensive infrastructure, and turn incomplete information into well-structured next steps.
Ability to balance urgency with rigor, moving deals forward while protecting customer trust, internal alignment, and the quality of company commitments.
Interest and ability in building durable systems from early commercial work and turning early deals into a foundation that a future sales team can scale.

Responsibilities

Build qualified pipeline by converting Flagship-network introductions and conducting account-based outbound to biopharma teams, risk-bearing health systems, ACOs, and payers.
Research target accounts, identify senior stakeholders, and earn meetings through tailored outreach.
Qualify opportunities rigorously and maintain an honest view of sales stage, probability, and next steps.
Conduct discovery to connect FL113’s capabilities with customer clinical, operational, and economic goals, and 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 create a conversion plan for each pilot from the outset.
Guide deals through multi-stakeholder buying processes involving clinical leaders, data and analytics, security and privacy, procurement, legal, finance, and executive sponsors.
Lead negotiations on pilot and enterprise agreements.
Test and refine pricing and deal structures through live deals.
Bring customer feedback, objections, and market intelligence to leadership, product, and data-science teams.
Build sales infrastructure, including CRM, pipeline reporting, deal reviews, and a documented playbook for future commercial hires.
As the commercial organization grows, help define its structure and hire and lead the appropriate customer-facing team.