Job Description for Chief Commercial Officer (CCO) / Head of Commercial

Type of Position: Full-Time, exempt

Department: Executive, Commercial / Revenue

Reports To: Chief Executive Officer

Direct Reports: Sales, Business Development & Partnerships, Product Management (Commercial), Customer Success, Revenue Operations

Location: Hybrid/Remote (travel required)

Schedule/Hours: Monday-Friday, 8:00 AM - 4:30 PM (occasionally nights and weekends as schedule dictates)

Overview of Lazarus 3D:

Surgeon skill and experience are the biggest determinants of patient outcomes. Unfortunately, surgeons learn hands-on skills by operating on patients and sometimes they make costly mistakes. Lazarus 3D’s Pre-Sure platform allows surgeons to rehearse every surgery ahead of time on a replica of their patient created in hyper realistic materials. This technology has the potential to transform patient safety and outcomes. Lazarus 3D’s Skill-Sure platform delivers world class surgical training solutions to healthcare professionals, reducing the learning curve, aiding development of innovative solutions, and is used by medical device companies for training, demonstration and marketing. Pre-Sure and Skill-Sure models mimic the soft, realistic textures of real organs and provide a unique hands-on operative experience.

Our mission is to help doctors Operate with Confidence:

Lazarus 3D is driven by a singular mission: to eliminate surgical errors. Our technology helps doctors Operate with Confidence. Join us at Lazarus 3D as we define a new era of surgical precision and personalized care.

Your Role at Lazarus 3D:

As Chief Commercial Officer (CCO) / Head of Commercial, you will serve as the executive owner of revenue generation and commercial strategy. Reporting to the CEO, you will build and scale a data-driven commercial engine that delivers predictable Skill-Sure revenue today while architecting the market access strategy to unlock Pre-Sure reimbursement and accelerate growth tomorrow, ensuring alignment between commercial efforts and business objectives.

This role combines strategic revenue leadership with hands-on execution—bridging product development, sales operations, strategic partnerships, and market access. You will own all commercial functions including Sales, Business Development & Partnerships, Product Management (commercial roadmap and product-market fit), Customer Success, and Revenue Operations.

You will be accountable for revenue targets, pipeline predictability, product positioning & packaging, pricing strategy, partnership economics, customer retention, and creating the commercial infrastructure that enables scale. This role requires translating clinical innovation into commercial value while building the systems, partnerships, and team that make growth repeatable.

Essential Job Functions:

• Support our vision and mission: To improve patient surgical outcomes
• Revenue Leadership & Business Strategy: Responsible for revenue targets, forecasting, pricing strategy, business planning
• Sales Operations & Pipeline Management: Build repeatable sales function, RevOps infrastructure, forecast accuracy
• Product Management & Commercialization: Responsible for product-market fit, positioning, partner with R&D for roadmap prioritization
• Strategic Partnerships & Business Development: Manage partnership economics, OEM deals, M&A evaluation, licensing
• Customer Success & Revenue Expansion: Build expansion playbooks, manage retention metric, health scoring, capture outcomes
• Market Access & Pre-Sure Commercialization: Work with VP Pre-Sure on reimbursement strategy, KOL management, research agreements
• Cross-Functional Leadership: Collaborate with members of the executive team to build and execute on strategic plan
• Proactively promotes positive culture and commitment to customer success
• Comply with Lazarus 3D’s Quality System
• Perform tasks as assigned by CEO
• Embrace company core values.

Qualifications and Critical Skills/Expertise:

• Education:
  • PhD in Life Sciences, Engineering, or related technical field preferred; demonstrates ability to bridge scientific innovation and commercial application
  • 15-20+ years of progressive commercial and business development leadership
• Industry Experience:
  • 15+ years in medical device, healthcare technology, or life sciences sector required
  • Demonstrated success in early-stage, high-growth environments (startup or emerging business units)
  • Direct experience building revenue from <$2M to $5M+ ARR with founder or VP-level accountability
  • Track record in product commercialization: taking innovations from concept/prototype to market revenue (i.e., NPI)
• Commercial Leadership:
  • Proven record of revenue ownership with measurable growth results
  • Experience building sales processes from scratch: CRM implementation, pipeline discipline, forecasting rigor, sales methodologies
  • Success establishing Revenue Operations (RevOps) infrastructure and data-driven commercial analytics
  • Experience managing complex B2B sales with long cycles, multiple stakeholders, and technical/clinical buyers
• Strategic Capabilities:
  • Deep understanding of B2B medical/surgical market dynamics
  • Experience with dual-product commercialization (near-term revenue + long-term market creation)
  • Expertise in product positioning, ICP definition, pricing strategy, and packaging/bundling for revenue optimization
  • Strong business development acumen: sourcing partnerships, structuring deals, negotiating complex agreements; experience with M&A or licensing
• Team Building & Leadership:
  • Success recruiting, developing, and leading high-performing commercial teams
  • Experience building cross-functional alignment between Sales, Marketing, Product, Clinical, and Operations
  • Ability to scale teams thoughtfully with resource constraints (fractional/contract model experience a plus)
  • Executive presence and board-level communication skills
• Analytical & Operational:
  • Data-driven decision making with strong analytical and financial acumen
  • Experience with sales methodologies (MEDDICC, Challenger, etc.)
  • Proficiency with commercial analytics, attribution modeling, customer lifetime value, and cohort analysis
  • Technical fluency to engage productively with R&D teams and translate technical capabilities into market value

Other Knowledge and Skills:

• Technical & Domain Knowledge:
  • Understanding of medical device commercialization from R&D to market launch
  • Familiarity with hospital procurement processes and surgical department decision-making
  • Knowledge of medical device partnerships and OEM/demo program economics
  • Understanding of clinical research design, IRB processes, and publication strategies
  • Technical background sufficient to engage with R&D teams and translate product capabilities into commercial values
• Commercial Systems & Tools:
  • Expert proficiency with CRM platforms (HubSpot preferred, Salesforce acceptable)
  • Experience selecting, implementing, and optimizing commercial technology stack
  • Familiarity with customer success platforms, marketing automation tools, and analytics/BI systems
  • Comfort with data analysis tools (Excel, Google Sheets, Tableau, Looker, or similar)
  • Ability to leverage technology to drive efficiency without becoming dependent on perfect systems
• Soft Skills & Competencies:
  • Exceptional written and verbal communication skills
  • Strong presentation skills for executive, board, investor, and clinical audiences
  • Ability to translate clinical/technical concepts into compelling commercial narratives
  • High emotional intelligence and ability to build trust across diverse stakeholders
  • Entrepreneurial mindset with comfort in ambiguity and rapid iteration
  • Strategic thinking balanced with tactical execution capabilities
  • Resilience and adaptability in fast-paced, resource-constrained environments
• Other:
  • Willingness to travel up to 30% (conferences, customer sites, partner meetings)
  • Ability to work effectively in hybrid/remote environment with distributed team
  • Commitment to ethical business practices and compliance with healthcare regulations

Required Familiarity with the following Equipment:

• Software & Platforms:
  • CRM platforms: HubSpot (required) or Salesforce
  • Marketing automation platforms (HubSpot Marketing, Marketo, Pardot, or similar)
  • Customer success platforms (Gainsight, ChurnZero, or similar)
  • Analytics and BI tools (Google Analytics, Tableau, Looker, or similar)
  • Collaboration tools (Slack, Microsoft Teams, Zoom, Google Workspace)
  • Project management tools (Asana, Monday.com, Jira, or similar)
• Medical/Clinical:
  • Familiarity with surgical simulation technology and medical training equipment (preferred)
  • Basic understanding of 3D printing and advanced manufacturing in medical device context
  • Exposure to surgical environments and OR workflows (beneficial but not required)
• General Business:
  • Standard office equipment (computer, phone, video conferencing)
  • Presentation equipment and tools for conferences and trade shows
  • AI proficient

Working Environment & Physical Requirements:

This is a hybrid executive role combining office work, remote collaboration, and frequent travel. The CCO will work from company headquarters when in-office, participate in virtual meetings with distributed teams, and travel regularly to customer sites, partner locations, industry conferences, and trade shows. The role requires flexibility to accommodate different time zones for customer calls and the ability to work extended hours during critical commercial periods (quarter-end, product launches, major conferences).

Expected work environment breakdown:

• 40-50% office/headquarters (strategic planning, team meetings, cross-functional collaboration)
• 30-40% remote work (pipeline reviews, forecast meetings, virtual customer calls)
• 20-30% travel (customer sites, medical schools, hospitals, device partner meetings, conferences/trade shows)

The position involves significant screen time for CRM work, data analysis, and virtual meetings, as well as in-person presentations to clinical audiences, executive stakeholders, and board members.

While performing the duties of this job, the employee must regularly:

• Experience prolonged sitting, some bending, stooping, and occasional fast walking.
• Use hand-eye coordination and manual dexterity sufficient to operate hand tools.
• Occasionally lift and/or move up to 40 pounds.
• May have exposure to biologics and chemicals.
• Work in typical office environment with standard desk setup and computer workstation
• Attend and present at medical conferences, often requiring standing for extended periods at trade show booths
• Travel via air and ground transportation, including overnight trips (40-50% travel)
• Navigate hospital and medical facility environments during customer visits and site inspections
• Occasionally transport presentation materials, demo equipment, and marketing collateral
• Maintain focus and energy during extended strategic planning sessions and quarterly business reviews
• Adapt to various work environments including surgical simulation centers, medical schools, and hospital settings

The CV and cover letter should be uploaded to Bamboo.

Lazarus 3D is an Equal Opportunity Employer; Employment with Lazarus 3D is governed on the basis of merit, competence and qualifications and will not be influenced in any manner by race, color, religion, gender, national origin/ethnicity, veteran status, disability status, age, sexual orientation, gender identity, marital status, mental or physical disability or any other legally protected status.

Candidates must be US citizens/Permanent residents or be eligible to work in the United States.

Ideal Candidate Profile:

The ideal Chief Commercial Officer for Lazarus 3D is a builder and operator who thrives at the intersection of science and business. You have likely:

• Made the transition from technical/scientific roles into commercial leadership—you understand R&D and can translate innovation into market value
• Built revenue engines in early-stage companies: implemented CRM systems, established sales processes, grown ARR from <$2M to $5M+
• Led strategic partnerships and business development: sourced deals, negotiated agreements, structured win-win economics
• Driven product commercialization taken products from concept to market launch with accountability for revenue results
• Managed both direct sales teams and indirect channels (OEM partners, distributors, resellers)
• Worked in regulated industries and appreciate the discipline required while maintaining startup speed
• Raised capital or worked closely with investors—you can tell the revenue story clearly and credibly
• Built cross-functional alignment and led through influence, not just authority
• Succeeded in resource-constrained environments by being strategic about prioritization and scrappy about execution
• Led with empathy and integrity—you care about team development and create environments where people thrive

You're energized by the challenge of building a commercial organization from strong foundations into a scalable growth engine. You're comfortable being hands-on in the early days while architecting systems that will outlast your direct involvement. You understand that commercial success in medical devices requires patience, persistence, clinical credibility, and the ability to navigate complex stakeholder ecosystems.

You're drawn to Lazarus 3D because you want to build something meaningful—improving surgical outcomes and patient safety—while applying your full toolkit of technical knowledge, commercial expertise, and leadership capability.