Bringing commercial maturity to a health tech business built around innovation
Lifelight had spent years developing world-first digital health technology. The product was ready. The market opportunity was there. What they needed was a commercial leader who could turn all of that potential into scalable growth.
The challenge
What Lifelight had developed was something genuinely different. After over five years of product development and extensive clinical studies, the business had created a first-to-market product with a significant opportunity in front of it.
The leadership team knew the product inside out. They were passionate, product-focused, and deeply bought into what Lifelight could become and the impact it could have on people across the globe.
But, as many growing software companies find, getting the product ready to market and building the commercial engine capable of scaling it are two different challenges. What they needed was another pair of hands at the leadership table, who could bring commercial maturity, own the go-to-market strategy, build and mould the sales team, and create the environment that would help them perform.
This wasn’t going to be a sales leader who just kept an eye on the numbers. No, they were looking for a true player-coach.
What they needed was an experienced commercial leader who was hands-on enough to get involved in complex B2B deals but also knew how to think about the bigger picture. Someone who had spent years in an aligned role, knew what good looked like, and could build the processes Lifelight would need as the business scaled for the future.
They were targeting significant growth over the next few years, so getting this hire right mattered. And that’s where we came in.
The process
What we were looking for was someone who would get what Lifelight was trying to become and had the experience to help them get there. To do this, we ran a Full Search process that mapped the DTx, SaMD, Digital Health and AI-enabled health tech markets to identify proven commercial builders, not simply candidates with the right job title.
- Built around Lifelight. We produced bespoke marketing materials, developed tailored advertising, and created a candidate pack that showcased their brand.
- Deep, proactive search that mapped relevant, off-market talent alongside people we already had in our network.
- A streamlined process. Regular project meetings and close communication that kept the process focused and moving in the right direction.
Our proactive, headhunting approach meant that we produced a shortlist of six highly qualified sales leaders, all with experience scaling founder-led Series B organisations. Each of them had operated in environments where the commercial strategy, market focus, and sales engine still needed to be built and refined to create a repeatable GTM and sales motion.
The results
We ultimately found them an experienced Commercial Leader that brought together the areas that mattered most.
They brought around 10 years’ experience across digital health start-ups, as well as senior commercial experience that was focused on building markets and growing revenue. But most importantly, their experience mapped to what Lifelight needed to do next – build repeatable GTM strategies, enter new markets, and turn an emerging technology into commercial growth.
For Lifelight, this was a hire that added firepower to an already strong team and would lead the sales processes needed to turn their world-first technology into something scalable for the future.