A scientist in sales

The boundary between industry and academia can feel like a chasm. Opportunity abounds for those willing to bridge the gap.

Massimiliano Pindo began his career working on silicon pixel detectors at the DELPHI experiment at the Large Electron–Positron Collider. While at CERN, Pindo developed analytical and technical skills that would later become crucial in his career. But despite his passion for research, doubts clouded his hopes for the future.

“I wanted to stay in academia,” he recalls. “But at that time, it was getting really difficult to get a permanent job.” Pindo moved from his childhood home in Milan to Geneva, before eventually moving back in with his parents while applying for his next research grant. “The golden days of academia where people got a fixed position immediately after a postdoc or PhD were over.”

The path forward seemed increasingly unstable, defined by short-term grants, constant travel and an inability to plan long-term. There was always a constant stream of new grant applications, but permanent contracts were few and far between. With competition increasing, job stability seemed further and further out of reach. “You could make a decent living,” Pindo says, “but the real problem was you could not plan your life.”

Translatable skills

Faced with the unpredictability of academic work, Pindo transitioned into industry – a leap that eventually led him to his current role as marketing and sales director at Renishaw, France, a global engineering and scientific technology company. Pindo was confident that his technical expertise would provide a strong foundation for a job beyond academia, and indeed he found that “hard” skills such as analytical thinking, problem-solving and a deep understanding of technology, which he had honed at CERN alongside soft skills such as teamwork, languages and communication, translated well to his work in industry.

“When you’re a physicist, especially a particle physicist, you’re used to breaking down complex problems, selecting what is really meaningful amongst all the noise, and addressing these issues directly,” Pindo says. His experience in academia gave him the confidence that industry challenges would pale in comparison. “I was telling myself that in the academic world, you are dealing with things that, at least on paper, are more complex and difficult than what you find in industry.”

Initially, these technical skills helped Pindo become a device engineer for a hardware company, before making the switch to sales. The gradual transition from academia to something more hands-on allowed him to really understand the company’s product on a technical level, which made him a more desirable candidate when transitioning into marketing.

“When you are in B2B [business-to-business] mode and selling technical products, it’s always good to have somebody who has technical experience in the industry,” explains Pindo. “You have to have a technical understanding of what you’re selling, to better understand the problems customers are trying to solve.”

However, this experience also allowed him to recognise gaps in his knowledge. As he began gaining more responsibility in his new, more business-focused role, Pindo decided to go back to university and get an MBA. During the programme, he was able to familiarise himself with the worlds of human resources, business strategy and management – skills that aren’t typically the focus in a physics lab.

Pindo’s journey through industry hasn’t been a one-way ticket out of academia. Today, he still maintains a foothold in the academic world, teaching strategy as an affiliated professor at the Sorbonne. “In the end you never leave the places you love,” he says. “I got out through the door – now I’m getting back in through the window!”

Transitioning between industry and academia was not entirely seamless. Misconceptions loomed on both sides, and it took Pindo a while to find a balance between the two.

“There is a stereotype that scientists are people who can’t adapt to industrial environments – that they are too abstract, too theoretical,” Pindo explains. “People think scientists are always in the clouds, disconnected from reality. But that’s not true. The science we make is not the science of cartoons. Scientists can be people who plan and execute practical solutions.”

The misunderstanding, he says, goes both ways. “When I talk to alumni still in academia, many think that industry is a nightmare – boring, routine, uninteresting. But that’s also false,” Pindo says. “There’s this wall of suspicion. Academics look at industry and think, ‘What do they want? What’s the real goal? Are they just trying to make more money?’ There is no trust.”

Tight labour markets

For Pindo, this divide is frustrating and entirely unnecessary. Now with years of experience navigating both worlds, he envisions a more fluid connection between academia and industry – one that leverages the strengths of both. “Industry is currently facing tight labour markets for highly skilled talent, and academia doesn’t have access to the money and practical opportunities that industry can provide,” says Pindo. “Both sides need to work together.”

To bridge this gap, Pindo advocates a more open dialogue and a revolving door between the two fields – one that allows both academics and industry professionals to move fluidly back and forth, carrying their expertise across boundaries. Both sides have much to gain from shared knowledge and collaboration. One way to achieve this, he suggests, is through active participation in alumni networks and university events, which can nurture lasting relationships and mutual understanding. If more professionals embraced this mindset, it could help alleviate the very instability that once pushed him out of academia, creating a landscape where the boundaries between science and industry blur to the benefit of both.

“Everything depends on active listening. You always have to learn from the person in front of you, so give them the chance to speak. We have a better world to build, and that comes only from open dialogue and communication.”