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Led pharma BD strategy from zero industry experience, progressing three enterprise opportunities to late-stage in eight months
context
Shaping a new product offering in an industry that is highly-regulated, long sale cycles, and highly relationship and accreditation focused.
challenge
Break in with no existing relationships, accreditation, or track record to offer - with the added barrier of being a very early-stage startup without an existing account yet.
involvement
- Owned the BD strategy e2e - defined the offering, target persona, and pitch; CEO managed live calls and IRL relationship-building
- Led the development of positioning. Workshopped messaging with CEO & refined iterations in messaging for each progressive sales call
outcome
- Industry-standard time to close a pharma deal from a cold start (no existing relationships or industry experience) is ~18 months, this stat excludes companies that never close
- In less than half the typical sales-cycle length, we validated demand by building a pipeline from scratch: 120 cold outbound targets → 6 qualified conversations → 3 late-stage opps in just 8 months before sunsetting this bet
Rebuilt op model for a 100-country non-profit network - leading to 3x awareness, 24%+ program enrollment increase
context
The operating model had outgrown the organization, from 24 to 195 people, across a 100-country non-profit network.
challenge
Design a new operating model factoring in the limitations - limited resources, short volunteer terms - that would translate across the network.
involvement
- Led org-wide operational review - full qualitative research effort via surveys, interviews, and workshops
- Mapped full participant journeys e2e, to identify gaps and define a future state
- Synthesized into new theory of change, impact narrative, and several strategic initiatives
outcome
- 2x increase in trust/belonging CSAT across 195 volunteers within 4-5 months - leading indicator for volunteer retention and program delivery
- 3x increase in awareness metrics, 24%+ increase in program enrolment - our two main impact outcomes
Automated e2e workflows using no-code & AI tooling, reducing various workflows from 1 day to 15 minutes
context
Running content & community was a full-time role. With a team of just 3, this hindered our ability to scale our time towards product development.
challenge
Automate as much as possible without losing integrity and accuracy in a high stakes field (medical education) that demands a high level of scrutiny.
involvement
- Identified the most repetitive and time-intensive workflows
- Built automations using Make.com, ChatGPT APIs, and Airtable, with strict rules and guardrails so AI-driven steps couldn't override accuracy or safety in community moderation, content creation, and sourcing
outcome
- Key workflows cut from 1-2 days to 15 minutes
- One single operator could now run content across 4 communities within 2 days (previously 1 community across 5 days)
Rebuilt fundraising narrative and pitch decks for 3 early-stage startups - went on to raise $250K, $3M, and $25M
context
Supported three startups as a contractor (AgTech, DeepTech, AgTech) on fundraising narrative, positioning, and pitch deck design.
challenge
Founders needed help refining their stories into something simple and clear - gaps varied, some involved complex technical products, others a scattered product vision.
involvement
- Built fundraising pitch decks for founders - from clarifying business model, value proposition, narrative, copy, and then visualising onto slides
- Interviewed founders on their vision, revenue model, and market; iterated narratives with founders
outcome
- All three companies went on to raise - $250K pre-seed, $3M, and $25M respectively
Designed an LLM-powered product, owning UX research and design - 80% email open rate, retaining 60% of users at 8 months
context
Patients cannot keep up with the 1000+ new insights published on their conditions each week. Many seek new information in the off-chance of a life-changing insight, but struggle with the time and expertise required.
challenge
Design a product that could allow patients to confidently feel they were 'up-to-date' - one that could search, filter, personalise, and highlight insights for them.
involvement
- Designed MVP LLM pipeline - defined first-cut scoring criteria and few-shot examples for relevance/novelty/safety ranking. Iterated prompts with engineers based on output quality for MVP
- Owned full product design lifecycle - product discovery with CEO, user research, UX/UI design, feedback loops
- Iterated the product based on usage patterns after launch
outcome
- 80% email open rate
- 60% retention at 8 months for its target cohort
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