Commercial Lead

OXMAN

OXMAN is a nature-based research and design company based in Manhattan. We incubate ventures and technologies that reimagine the relationship between humanity and the natural world. Working across disciplines—from architecture and ecology to computation and materials science—we develop nature-centric solutions to critical environmental challenges.

EDEN

EDEN is building a generative ecosystem digital twin. It learns what species do and what sites are like from satellite and geospatial data, simulates how ecosystems develop through coupled models of microclimate, water, vegetation and fauna, and uses decision-making agents to design interventions whose outcomes can be predicted. The core components work today as research prototypes, and the next step is to engineer them into one system.

EDEN operates as both a design and innovation practice and an emerging software product. Our applied technology arm already delivers EDEN’s tools to clients as project work, proving the technology on real sites, while a growing software and product team works to package those tools into a product.

As EDEN moves from projects to product, we are seeking a Commercial Lead to define the market, the price and the plan, and to win EDEN’s first customers.

Role Overview

OXMAN is seeking a Commercial Lead to join the EDEN team as its first commercial hire and turn working technology into a product with a market, a price and a repeatable sale.

This role sits at the intersection of market strategy, business modeling and enterprise sales. EDEN has technology that works, live client engagements through its applied technology arm, strong relationships with leaders in several industries, and a growing software and product team. What it does not yet have is a data-backed case for which market comes first, at what price and with what plan. The Commercial Lead will build that case for EDEN’s leadership team and board, then prove it with the first paying customers.

Candidate markets today include developers of residential master-planned communities, logistics and warehousing, mine operators with reclamation obligations, state departments of transportation that maintain rights of way, and hospitality and ecotourism operators. Each has a different buyer, budget, decision cycle and reason to care.

The role is hands-on. The ideal candidate runs the customer interviews, builds the models and writes the documents themselves, working directly with leadership to build EDEN’s commercial function from the ground up. They bring a strategist’s analytical rigor, a seller’s comfort owning a revenue number, and a builder’s appetite for ambiguity.

This role is based in New York City. When you are not traveling to visit clients, prospects, or partners, you are in the EDEN office. Remote work is not available for this role.

Candidate markets include mine operators, state departments of transportation, and logistics operators, whose sites are most often not in New York. Expect regular travel to prospect and customer locations.

Key Responsibilities

• Market research and segment selection: Size each candidate market from primary and secondary data. Map the buyer, the budget owner, the regulatory drivers and the decision cycle, and find out what each market pays for today and what it would pay for a predicted outcome.

• Beachhead recommendation: Turn the research into a recommendation to EDEN leadership and the board on where to go first, what to say no to, and what evidence would change the answer.

• Pricing and business model: Design how EDEN charges (per site, per project, subscription, outcome-linked or a combination), then model and defend the unit economics.

• Business plan: Write the plan EDEN takes to its board and investors, covering market, product, go-to-market, revenue model, hiring and milestones, and keep it current as evidence comes in.

• First customers: Once the beachhead is chosen, use EDEN’s existing relationships to source, pitch and, with the leadership team, close the first pilots and paying engagements, then run those accounts until a dedicated account owner is hired.

• Voice of the customer: Bring market learning back to EDEN’s leadership team as clear, prioritized requirements, so that what EDEN builds next is what the market will buy.

• Fundraising support: Fold market work into the investor materials and conversations already underway.

• Playbooks and systems: Set up the discovery, qualification and pipeline practices that future commercial hires will inherit.

Key Goals & Outcomes

• First 30 days:

  • Learn EDEN’s technology well enough to demo it and explain it to a non-technical buyer.

  • Build a market map for each candidate segment covering who buys, who pays, what drives the decision and how big the opportunity is.

  • Complete a first round of customer discovery interviews across segments, using EDEN’s network and their own.

  • Deliver a first beachhead recommendation with the evidence, the reasoning and the open questions, plus a plan for the pricing model and business plan that follow.

• At six months:

  • Beachhead: You have run structured discovery across the candidate segments, sized each one, and delivered a recommendation that we have acted on. The evidence is written down, including what we said no to and why.

  • First Product: The product and engineering teams have built the first version for that segment to a definition you shaped with the CTO, and [two to three] beachhead customers are using it on real sites.

  • Pricing: A pricing model and unit economics exist, tested with those first customers rather than built in a spreadsheet alone, and the CEO has signed off.

  • Business Plan: The first full draft is done and already carrying investor conversations, not waiting for them.

  • Pipeline: Named accounts in the beachhead segment, qualified against criteria you set, with the next two in active conversation behind the first customers.

  • Repeatable Process: The interview protocol, the qualification criteria, and the pipeline live somewhere other than your head.

Required Experience

• 4 to 7 years in strategy consulting, investment banking, or growth, go-to-market or operations roles at a high-growth startup.

• Experience working on real technology: selling or commercializing software, not services alone.

• Demonstrated ability to size a market, build a pricing model and write a business plan, and to explain the assumptions behind each.

• Experience owning a revenue number, running commercial conversations with enterprise or public-sector buyers, and closing.

Preferred Experience

• Experience in the built environment, real estate development, infrastructure, mining, or climate and nature technology.

• Public-sector or long-cycle enterprise sales experience.

• Time at a company before product-market fit.

• An interest in ecology, earth observation or environmental modeling. This isn’t required, but the role is surrounded by it.

Technical Skills

• Market sizing and segmentation from primary and secondary data.

• Financial modeling, including pricing models and unit economics, with clearly stated assumptions.

• Pricing and business model design across per-site, per-project, subscription and outcome-linked structures.

• Business plan and strategy writing for leadership, board and investor audiences.

• Customer discovery: designing interview protocols, running interviews and synthesizing findings into prioritized product requirements.

• Sales pipeline management, including discovery, qualification, CRM and pipeline hygiene.

• Ability to learn complex technology well enough to demo it and explain it to non-technical buyers.

Essential Qualities

• Analytical rigor: shows the work and can explain the assumptions behind every number.

• Commercial mindset: comfortable owning a revenue number, running a commercial conversation with an enterprise or public-sector buyer, and closing.

• Executive presence: writes and speaks clearly, and can lead a meeting with a developer’s executive team or a state agency while holding their own on the details.

• Builder mentality: high agency, low ego and comfortable in ambiguity; builds the playbook while executing it.

• Hands-on: runs the interviews, builds the models and writes the documents personally before hiring anyone to help.

• Evidence-driven: willing to say no to a market, and to change the answer when the evidence changes.