Head of Commercial & Partnerships

Role Overview

• Own the revenue number across new business and expansion.
• Manage, coach, and develop the Director of Sales and the broader sales team.
• Strengthen the sales process and pipeline discipline, including our Sandler-based methodology, forecasting accuracy, stage conversion, and rep ramp.
• Improve funnel conversion while protecting unit economics; CAC efficiency is a first-class metric, not an afterthought.
• Own end-to-end analysis of the full acquisition funnel from lead generation to closed revenue, identifying and resolving conversion bottlenecks across stages.
• Drive continuous optimization of commercial performance through data-driven improvements across sales execution and funnel efficiency.
• Own demand generation end to end and align it tightly with sales so top-of-funnel and conversion operate as one motion.
• Manage paid, organic/SEO, lifecycle, and content channels with a sharp focus on CAC, payback, and revenue quality.
• Build reporting that connects marketing spend to pipeline and closed revenue so every dollar can be defended.
• Lead performance evaluation of marketing activities using CAC, ROAS/ROMI, and conversion metrics to improve acquisition efficiency.
• Identify and close capability gaps in marketing execution through hiring, tooling, or external expertise where needed.
• Own ongoing relationship management for the existing partner book, including check-ins, coordination, inbound partnership interest, and light coalition participation.
• Keep partner relationships warm, organized, and well-documented.
• Coordinate with founders on opportunities that may require strategic positioning, regulatory sensitivity, or founder-level relationships.
• Act as executive owner for key high-impact partners, including presenting, maintaining engagement, and ensuring retention of major revenue-driving relationships.
• Participate in closing and managing partnership opportunities while supporting gradual expansion of the partner ecosystem.
• Establish scalable processes for partnership management as the portfolio grows.
• Build a commercial operating rhythm: weekly pipeline reviews, monthly business reviews, and clean dashboards.
• Speak credibly to commercial strategy and performance metrics with internal leadership and external stakeholders.
• Hire, coach, and retain a high-performing commercial team in a lean, high-ownership environment.
• Work closely with executive leadership to align sales, marketing, and partnership strategy with overall company objectives.
• Identify organizational and operational gaps and implement scalable improvements across commercial functions.
• Help build scalable revenue operations infrastructure, including forecasting, reporting, and performance tracking systems.
• First 90 Days: Fully ramped on NPC’s product, ICP, funnel, and key metrics, including ARR, take rate, collection rate, CAC, and active customers.
• First 90 Days: Established a reliable weekly forecast and a clear view of pipeline health.
• First 90 Days: Mapped the existing partner book and taken over steady-state relationship management.
• First 6-12 Months: Predictable, well-forecasted revenue growth with healthy CAC and improving payback.
• First 6-12 Months: A documented, repeatable sales process that survives rep turnover.
• First 6-12 Months: Marketing and sales operating as one accountable motion with shared metrics.
• First 6-12 Months: A commercial dashboard leadership trusts without manual cleanup.

Requirements

• 8+ years in commercial leadership, with experience owning both sales and marketing; CRO, VP Commercial, or VP Sales & Marketing background preferred.
• Proven track record scaling revenue in B2B SaaS; marketplace and/or healthcare experience is a strong plus.
• Fluent in funnel economics
• CAC, payback, conversion, and forecast accuracy
• not just bookings.
• A strong people leader who can manage an existing director while building a stronger team around them.
• Process-oriented and systems-minded; you make revenue repeatable through operating discipline.
• Comfortable in a lean, fast-moving, high-ownership company.
• Excellent written and spoken English, with strong cross-time-zone collaboration skills for a US-based founding team.
• Strong preference for marketing-led commercial leadership with hands-on performance marketing and acquisition experience.
• Experience building or operating data-driven commercial systems (dashboards, attribution, reporting) in high-growth environments.
• Ability to own the end-to-end revenue funnel, linking acquisition activity directly to revenue outcomes.
• Experience managing strategic, high-value partnerships at an executive level.
• Strong capability in identifying and fixing organizational and process gaps in scaling teams.
• Comfortable working in fast-scaling SaaS environments where systems and processes are still evolving.
• Nice to have: Experience with Sandler or a comparable sales methodology.
• Nice to have: Healthcare, compliance, or regulated-industry exposure.
• Nice to have: Familiarity with product-led growth, marketplace dynamics, and SEO/GEO-driven acquisition.