Grace Johnston

Visionary
DISC Type : Ds

Vice President Marketing + Commercial Excellence at Waters Corporation

San Diego, California, United States

Overview

Grace Johnston is a life sciences executive, currently serving as Vice President of Marketing and Commercial Excellence at Waters Corporation. With prior C-level experience at Quantum-Si and Fortis, she specializes in architecting commercial strategy and building high-performing teams. She holds a PhD from the University of Rochester School of Medicine and Dentistry.

She has a track record of building entire commercial organizations from the ground up, including establishing the sales, marketing, and customer service functions.

Personality Overview

Early Adopter

Risk Tolerant

Big Vision Person

Reading between the lines and seeing beyond your words comes naturally to them.  They are very professional in their approach and can weigh multiple perspectives together. They might take some time to make their mind up but once they do, they don't change it easily.

Topics They Care About

Next-Gen Protein Sequencing
Her recent public posts express excitement for transforming protein sequencing with new software and kits, describing it as a significant leap forward for researchers.
Commercial Leadership
She has held multiple Chief Commercial Officer roles, responsible for annual growth, GTM execution, and building global, diverse teams from the ground up.
Go-to-Market Strategy
Her experience includes building commercial functions from scratch and implementing predictable forecast and funnel processes to provide clear revenue visibility.

Media Appearances

Grace has no verified media appearances

Work History

9-2024
Vice President Marketing + Commercial Excellence at Waters Corporation
12-2022 - 9-2024
Chief Commercial Officer at Quantum-Si
9-2020 - 12-2022
Chief Commercial Officer at Fortis Life Sciences
9-2020 - 11-2020
Executive In Residence at Summit Partners
3-2016 - 9-2020
Senior Vice President of Marketing at Sartorius

Education

2004 - 2008
PhD from University of Rochester School of Medicine and Dentistry
2019 - 2020
Executive Leadership Program from Harvard Business School

More Information

Social Presence :

Prographics :

Exp : 9 Location : San Diego, California, United States Job Level : Senior Designation : Vice President Marketing + Commercial Excellence at Waters Corporation
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Insights For Selling To Grace

During A Call Or A Meeting

DO's

  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Use phrases like 'your team deserves', 'best in class' etc.
  • Suggest clear next steps with confidence, don't be vague or hesitant

DONT's

  • Don't take their patience for granted, avoid long-winding sermons
  • Don't shy away from asking hard questions, but be extra polite
  • Don't go over them unless you are left with no other option

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Grace is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Grace

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Grace move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Grace take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Grace

Personality Compatibility


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