Executive Search Success Story: Securing a VP of Commercial Excellence to Scale the Commercial Model and Build Go-to-Market Infrastructure for a High-Growth Medtech Company

How JRG Partners executed a confidential North American executive search that equipped a venture-backed medical technology company with its first VP of Commercial Excellence and the commercial operations, market access, and customer success leadership required to scale from founder-led selling to a national commercial organization, secure reimbursement and health system adoption, and build the go-to-market infrastructure investors expected ahead of a public offering.

The Challenge

A venture-backed medical technology company had achieved rapid early adoption of its connected, procedure-based technology through a founder-led, relationship-driven sales effort concentrated in a few regions. Investors planned a public offering within eighteen months and expected a scalable, data-driven commercial model. The company had no commercial operations infrastructure, inconsistent territory design, no systematic approach to reimbursement and health system contracting, and limited visibility into device utilization that drove recurring revenue. Executive leadership identified several critical vulnerabilities threatening the offering and growth:

• No commercial operations, forecasting, or sales force effectiveness infrastructure at $160M in revenue
• Founder-led selling concentrated regionally, with national expansion requiring territory design and representative onboarding at scale
• Reimbursement coverage and health system contracting handled case by case, slowing adoption
• Device utilization and recurring revenue visibility limited, with no customer success function
• Commercial forecasting unreliable, a concern for public-market investors
• Public-offering diligence expected to scrutinize commercial scalability and predictability

Recognizing that offering readiness required a commercial excellence executive, the CEO and board engaged JRG Partners to recruit the company’s first VP of Commercial Excellence, supported by a Director of Commercial Operations & Sales Force Effectiveness and a Director of Market Access & Customer Success. The company required an executive search partner with deep medtech expertise and access to commercial leaders who had built scalable commercial infrastructure in high-growth device companies ahead of public offerings.

Why They Chose JRG Partners

High-Growth Medtech Commercial Expertise

JRG Partners possesses deep recruiting expertise across high-growth medtech companies, large medical device commercial organizations, and digital health and connected device commercial functions, including commercial excellence, commercial operations, market access, and customer success leadership. This domain knowledge ensured an immediate understanding of scaling founder-led sales, reimbursement and health system adoption, utilization-driven revenue, and the commercial predictability public investors require.

Commercial Infrastructure Build Experience

Our team specializes in identifying commercial excellence leaders who have built commercial operations, market access, and customer success functions from the ground up in venture-backed medtech companies, bringing large-company capability on growth-stage timelines.

Public-Offering Readiness Alignment

JRG Partners has extensive experience serving growth-stage medtech companies preparing for public offerings, with a clear understanding of diligence expectations, forecasting credibility, and the urgency of commercial leadership placements ahead of a process.

Our Executive Search Strategy

Phase 1 — Commercial Model Review

Our consultants partnered directly with the CEO, board, Chief Commercial Officer, and CFO to review sales performance and concentration, reimbursement status, utilization data, forecasting practices, and offering diligence expectations. This review defined a VP of Commercial Excellence profile combining commercial operations build, market access leadership, and public-offering readiness experience.

Phase 2 — Talent Identification & Mapping

Our research team performed an extensive talent mapping initiative targeting commercial excellence and commercial operations leaders at high-growth medtech companies, large device commercial organizations, and connected device businesses who had built documented commercial infrastructure ahead of public offerings. Over 240 executives were systematically assessed across these sectors.

Phase 3 — Candidate Engagement

Priority during outreach was given to leaders with a documented history of building commercial operations and sales force effectiveness functions, designing territories and onboarding programs for national expansion, securing reimbursement and health system contracting, establishing customer success and utilization programs, and delivering forecast accuracy for public investors. Only candidates meeting these strict performance baselines advanced.

Phase 4 — Selection Process

Finalists presented a commercial scaling and offering-readiness plan to the CEO, board, and lead investor, completed structured leadership assessments, and underwent reference verification focused on quantified growth, access, and forecasting outcomes.

Key Outcomes

• 240+ high-growth medtech commercial and commercial operations leader profiles mapped across North America.
• Placed the company’s first VP of Commercial Excellence with proven offering-readiness experience in 44 days.
• Doubled the sales organization and achieved national coverage within twelve months.
• Secured expanded reimbursement coverage and standardized health system contracting.
• Raised utilization and recurring revenue per installed system by 35%.
• Supported a public offering completed on schedule with commercial scalability cited as a strength.