Commercial Lead - Clinical Trials

We’re Heidi. We're building the future of healthcare by giving every clinician the earth's finest AI Care Partner. Our platform has absorbed the administrative chaos of 175 million patient visits and supported 67 million clinical hours. Today, we support 2.8 million patient sessions a week across 190+ countries, in 110 languages and over 200 specialties. 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 capacity for care 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. We’ve grown annual recurring revenue from $1 million to $50 million in two years. To go further, we’ve secured US$340 million: a $100 million Series C led by Blackbird, with Phoenix Court, Point72 Private Investments and Headline, alongside a $240 million growth investment led by General Catalyst’s Customer Value Fund. If you want to join us in doing work worth shipping, jump in. 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 s