Commercial Lead

About The Company

Terra is the health operating system. We make it easy for developers and AIs to build on health data. Hundreds of wearables, sensors, labs, and health apps are connected, normalized, and made intelligent through a single platform. 1,000s of developers and AI labs build on Terra today. We process 15+ billion health data events per year. Health data is fragmented; every device, every app, and every sensor speaks a different language. We built the OS to solve that—a full‑stack platform that turns raw, messy, siloed health data into something developers and AIs can reason over, build on, and ship with. Founded in 2021, Terra operates from London, San Francisco, and South Korea. We are funded by Y Combinator (W21), General Catalyst, Samsung NEXT, NEXT Ventures, and many of the world's finest investors. We are a team of engineers, researchers, builders, and designers. We hire people who get things done, think from first principles, and learn ferociously. We default to yes, ship fast, hack, build, and avoid bureaucracy.

About The Role

We don’t need a partnerships person. We need a dealmaker who understands health data infrastructure. Someone who can sit across from the CCO of a wearable company, speak product, and then turn around and negotiate data rights, consent frameworks, and SLAs with their legal team the same afternoon. Someone who has been in the room where a partnership got signed that changed a company’s trajectory — and was the reason it got signed.

The Work

• You own the full pipeline — upstream and downstream.
• Upstream includes data suppliers: wearable companies, fitness platforms, blood labs, hospital systems, and every new sensor company shipping hardware. You connect them to Terra, negotiate the terms under which their data flows, and manage the relationship once they’re live.
• Downstream includes the developers and AI labs consuming through our API. You land deals, expand usage, and make Terra the infrastructure they can’t replace.
• You build and close enterprise‑scale deals with companies that have hundreds of millions of users.
• You own the full cycle from first conversation to signed contract to live integration.
• These are complex, multi‑stakeholder deals—product, legal, privacy, commercial, sometimes regulatory. You don’t hand off to someone else to close. You close.
• You define the ecosystem strategy: which verticals—metabolic health, women’s health, longevity, performance, clinical research, insurance, pharma— which geographies, and which partner types unlock the most downstream value. You draw the map and execute against it.
• You negotiate data supplier agreements that actually hold up: data rights, consent frameworks, downstream access controls, AI use‑case permissions, exclusivity terms, SLAs, and privacy compliance across GDPR, HIPAA, CCPA.
• You represent Terra in the rooms that matter—board rooms, conferences, partner offsites, podcasts.
• You are credible with people running billion‑dollar health businesses because you truly understand the health data ecosystem, the product, and the commercial dynamics at play.
• You build the function: playbooks, pipeline tracking, tooling, and eventually a team. This is a build role. If you need a manager to tell you what to do next, this is the wrong place.

Who You Are

• You’ve done deals that changed the trajectory of a business, not just managed a partner portfolio.
• You closed something that moved a number the CEO cared about.
• If the biggest deal you’ve done is a co‑marketing agreement, this isn’t the right fit.
• You’ve operated in health, fitness, wearables, or health data.
• You know the ecosystem—who the players are, what motivates them, where regulatory landmines sit, and why a wearable company might say no to a data partnership (and how to get them to yes).
• You don’t need a primer on HIPAA or GDPR—you’ve lived it.
• You understand platform economics.
• You’ve worked at or sold into API‑first companies, infrastructure businesses, or developer platforms.
• You know what it means to be the connective layer—trust, reliability, and data quality are the product.
• You understand why a developer’s experience with your API matters more than your sales deck.
• You are comfortable in complexity: data rights across jurisdictions, consent models that vary by partner, AI use‑cases that some suppliers welcome and others refuse.
• You navigate all of it without defaulting to “let me check with legal.”
• You think like a strategist and execute like an operator.
• You are not a conformist. You didn’t follow the standard BD playbook. You invented your own.
• You built a commercial engine from scratch, or scaled a growth model nobody believed in, or launched a business line everyone told you was too early.
• You were contrarian—and it worked because you understood the fundamentals deeply enough to break the rules.
• We don’t want someone who benchmarks against what others are doing. We want someone who sets the benchmark.
• You don’t need permission. You see an opportunity, you move on it.
• You build process where it’s needed and skip it where it’s not.
• You are allergic to bureaucracy and comfortable with ambiguity.

Big Plus

You are an athlete. You train, compete, push limits—or at the very least, you obsess over quantifying your own data. The discipline, ambition, and courage it takes to show up every day and get better is the same energy we run on. If you understand health data because you live it—because you’ve stared at your own HRV after a hard session and know what the numbers mean—you will build better partnerships. The people on the other side of the table can tell when someone actually uses the product versus when someone just sells it.