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April 7, 2025
In today’s Life Sciences environment, capital is tighter, competition is sharper, and growth expectations are non-negotiable. Gone are the days when strong science or a compelling platform was enough. Now, commercial execution is a key driver of valuation — and venture capital and private equity investors are paying close attention to who’s in charge of revenue.
That’s why Chief Commercial Officers, VPs of Sales, and VPs of Marketing are under more scrutiny than ever.
It’s no longer enough to be a great salesperson or even a strong manager. Investors want commercial leaders who can:
• Build a go-to-market engine
• Develop repeatable revenue processes
• Align Sales, Marketing, and Market Access
• Build and lead a team through scale, change, and uncertainty
• Operate with the discipline of a CFO and the voice of a CEO
A good sales rep hits quota. A great commercial leader builds a system that scales.
In a typical investor lifecycle, your business may:
• Launch a new product
• Expand into new markets
• Perform due dilligence and Integrate acquisitions
• Efficiently prepare for a strategic exit
The commercial leader has to adapt as the business evolves. That means understanding not just how to grow — but how to lead through change.
Top reps don’t scale the business. Great leaders do.
Investors look for commercial executives who can hire, develop, and elevate a team — not just sell themselves. They ask questions like:
• How do they handle underperformance?
• Can they lift the entire team’s capability?
• Do they know how to build commercial infrastructure, comp plans, territories, KPIs, and report this to the Board efficiently?
• Can they turn strategy into action?
In the end, investors bet on leadership — and they look for signs that your commercial team has someone who can grow with the business, not just ride the wave.
These are the traits that top investors look for when evaluating leadership at the VP and CCO level.
When a commercial leader doesn’t perform, the impact is steep:
• Lost revenue
• Missed milestones
• Team attrition
• Board or ELT tension
• Delayed raises or exits
Here’s a closer look at the true cost of a commercial mishire — and why getting it right the first time matters more than ever.
That’s why many venture capital and private equity Investors are now directly involved in commercial hiring decisions — even at the VP level.
If you’re raising capital or trying to meet aggressive growth goals, make sure your commercial leader can stand in front of your board or investors — and back it up with clarity, numbers, and strategy.
At Alder Brooks, we’re the only executive search firm focused exclusively on Commercial leadership in Life Sciences.We help venture capital and private equity investors recruit Chief Commercial Officers, VPs of Sales, and Marketing leaders who earn board confidence — and deliver oversized growth.If you're looking for a trusted executive recruiter who understands the pressure of investor-backed growth, we’re built for it.
