The opportunity

Autonomous wet labs are not a mature category. There is no established buyer journey, no standard contract structure, no obvious comp-set to anchor pricing against. The companies that will benefit most from what Substrate is building, including frontier AI labs, AI-native biotechs, and established pharma organisations, are only beginning to work out how experimental data at scale fits into their development pipelines. The VP of Business Development is the person who will work through that with them.

This is Substrate's first dedicated commercial hire. The founding team has established early traction and a signed first commercial commitment, but the commercial function is, essentially, unbuilt. You will own it end to end: the relationships, the pipeline, the deal structures, the go-to-market motion, and the positioning work that makes Substrate comprehensible and compelling to each of the distinct customer archetypes in our ecosystem....