Commercial Lead - Clinical Trials

Job description

## **We’re Heidi.** We're building the future of healthcare by giving every clinician the earth's finest AI Care Partner. In just 18 months, our clinical AI products have absorbed the administrative chaos of 73 million patient visits. Today, we support over 2.5 million patient sessions a week across 190+ countries. Healthcare systems are failing us; clinicians spend more time on documentation than on patients, and the human connection that makes medicine worth practicing is eroding. Our mission is simple: double the world’s healthcare capacity and strengthen the human connection at its heart. We found product-market fit with a freemium medical scribe that clinicians love. Now, we're expanding. Every task a clinician hands to Heidi is a patient who feels more attended to, a health system unclogged, and a clinician who gets to be a clinician again. If you don’t choose easy and you want to build something way bigger than yourself then, choose the challenge, choose Heidi. ## **The role** We are hiring a Clinical Trials Lead to own the commercial work that follows. You will develop Heidi’s view of the market, identify the strongest entry point, build senior relationships across the industry, secure early customers and shape a repeatable route to market. Your knowledge of clinical trials will inform and shape what Heidi builds. This is a senior individual contributor role for someone who operates like a founder. You will make the calls, open the doors, write the proposal, run the meeting and stay accountable after the contract is signed. As the business proves itself, the role can grow into broader ownership of Heidi’s clinical trials business. ## **What you’ll do** - **Develop the market thesis.** Map the clinical trials ecosystem, test the most valuable opportunities and recommend where Heidi should focus its time and capital. - **Lead customer development.** Build direct relationships with senior decision makers across sponsors, biotechnology companies, CROs, sites and health systems. Conduct the outreach yourself and turn conversations into qualified opportunities. - **Own early commercial outcomes.** Build the pipeline, secure design partners and paid programmes, and own early revenue. Define the measures that show whether the business is gaining traction. - **Shape the proposition.** Turn buyer needs into a clear commercial offer, including target customer, value proposition, pricing, packaging and proof of value. - **Inform what Heidi builds.** Bring evidence from customers and clinical trials workflows to the product lead. Help the team choose problems worth solving while the product lead retains ownership of product strategy and delivery. - **Navigate the buying process.** Understand how life sciences organisations evaluate vendors, allocate budgets, manage procurement and compliance, and move from pilot to broader deployment. - **Build the delivery model.** Work with product, engineering, clinical, legal and implementation colleagues to make early programmes successful and increasingly repeatable. - **Create the route to scale.** Determine which partnerships, channels, proof points and team capabilities are required to grow beyond founder-led selling. - **Represent Heidi.** Build Heidi’s credibility with customers, partners and industry networks through thoughtful engagement and useful domain expertise. ## **What you’ll need** The strongest candidates will combine deep clinical trials knowledge with a record of creating commercial value. We expect the following experience. - Deep experience in the clinical trials industry through a pharmaceutical or biotechnology company, CRO, trial technology business, research network or closely related organisation. - A strong understanding of how clinical trials are funded, sold, bought and delivered, including the incentives and constraints faced by sponsors, CROs and research sites. - A record of building revenue, partnerships, a business line or a company in the sector. You can show what you personally originated and how it performed. - Senior commercial credibility. You can open a conversation with an industry executive, diagnose the underlying business problem and move the relationship towards a concrete commitment. - The judgement to operate in a regulated environment while respecting Good Clinical Practice, patient consent, privacy and data integrity. - The independence to create structure, make decisions and produce results without an established playbook or a large supporting team. # **Additional strengths** - Experience as a founder, early executive or leader who created a new clinical trials business or commercial proposition. - A strong network across pharmaceutical companies, biotechnology companies, CROs, research sites, health systems, investigators or patient organisations. - Experience across more than one side of the ecosystem, such as sponsor and site, CRO and technology, or clinical practice and commercial delivery. - Experience selling enterprise software, technology enabled services, recruitment programmes or data products to life sciences organisations. - Product fluency and the ability to turn market evidence into useful guidance for product and engineering teams. - Familiarity with clinical research systems such as CTMS, EDC, eConsent, ePRO, trial registries and EHR or EMR integrations. - A clinical or scientific qualification. This can strengthen your credibility, but it is not a substitute for commercial results. - Experience with Australian, UK or comparable clinical research markets. ## ## **Why Heidi?** You’ll join a team focused on real-world impact over imaginary valuations and glossy PR. We live and breathe the challenges of modern health systems, and are laser-focused on exacting the change we’d like to see. We’re medicos, engineers, builders, and designers who’ve felt the moral and practical toll of what non-care feels like. True A-players progress extremely fast here. The nature of the scale-up game is demanding, but we value sustainable performance and mental health. You're trusted to perform, and you set your schedule. We operate on outcomes > inputs, not process theatre. We all take the bins out, metaphorically and literally. Building what we’re building isn’t always easy. But we didn’t choose easy, we chose to build something that actually matters. We hold ourselves to a higher standard because healthcare demands it. If you join Heidi, you recognise that the deeper question isn’t whether AI can solve the global healthcare crisis, but whose hands will shape it. The work is hard, but you will trust and admire the people you work beside, and rest easy knowing you’re doing the defining work of your career. ## **We take care of you.** We offer comprehensive private medical and dental cover through Bupa, 24/7 mental health, coaching and wellbeing support through Sonder, a £100/month Healthy Heidi's wellness stipend, a £500 home office budget, a £700 annual learning and development budget, 26 weeks paid primary parental leave and 18 weeks paid secondary parental leave, fertility support up to £7,000, up to four weeks of work from anywhere per year, Recharge Days after major milestones and busy periods, 10 days per year of clinical leave for eligible clinical roles, and a hybrid working environment with 3 days in the office. We chose to open-source [our benefits hub](https://heidihealth.notion.site/Heidi-s-Benefits-Hub-6c7ca630286e82f694058141ca6dad08), if you care to take a peek.