Role Description The Senior Manager/Associate Director, Sales and Partnerships Lead, Digital Diagnostics will be accountable for selling PathAI’s AISight Dx digital pathology image management system (IMS) and menu of algorithms to clinical diagnostic laboratories in the US. This role will work closely with the Commercial Leader - Digital Diagnostics as well as a cross-functional team of leaders across Product, Legal/Regulatory, Marketing, and Strategic Partnerships to ensure sales targets are achieved and exceeded. What You’ll Do - Introduce our digital diagnostic product suite to customers and elaborate the product differentiation pitch in collaboration with marketing. - Structure and execute deals and manage the end-to-end process including initial outreach, pitch/demo, technical discussions, security approvals, contracting, negotiations, and implementation. - Work collaboratively with Inside Sales to generate leads and follow up on leads that come from other team members by attending conferences, events, workshops in partnership with senior leadership. - Leverage the BANT-C and MEDDPICC sales frameworks within this context. - Proactively identify sales pipeline risks, develop mitigation plans, and adjust forecasts accordingly. - Represent PathAI at relevant industry conferences (e.g., USCAP, Executive War College). - Build a broad network of relationships within the pathologist community and the broader digital pathology ecosystem. - Proactively work with teammates to continuously refine the sales process: driving efficiency, cultivating clinical and executive champions, and shortening sales cycles. - Serve as the voice of the customer across challenges and opportunities to a broad cross-functional team of leaders across Algorithm Product, Platform Product, Medical, Legal/Regulatory, Strategic Partnerships, and Marketing. Qualifications - 5-7+ years of experience selling healthcare SaaS products to enterprise customers. - Bonus points if prior experience in business development, strategic partnerships, or another commercial role in a venture-backed health tech startup. - Bonus points if familiarity selling AI solutions into health systems. - Demonstrates an action-oriented, proactive ownership mindset, driving initiatives from concept through execution. - Strong interest in shaping the future of artificial intelligence powered clinical diagnostics. - Ability to work in a cross-functional team, specifically willingness to collaborate with marketing, commercial, product development, and legal/regulatory teams. - Ability to go both wide and deep within a territory, creating new opportunities while building multiple champions within each deal. - Strong executive presence. Knows how to get and keep the attention of C-Suite and senior management of a hospital/lab. - Comfort working in a scrappy, all-hands-on-deck environment; willingness to learn, admit failures, and pivot quickly; embodies a mindset of urgency. - Burning desire to win. - Hands-on, experienced, proactive, independent, articulate, and can get in the weeds but also think at the thirty-thousand foot level. - Willingness to travel up to 50% of the time. Benefits - Annual Pay Range: $141,000 - $216,200. - Not Overtime Eligible. - Eligible for RSUs. - Eligible for bonus. Company Description PathAI is a health-tech startup focused on utilizing AI-powered pathology to improve patient outcomes. PathAI applies deep learning to the medical field of pathology, which is the “ground truth” for most disease diagnoses including for cancer. PathAI’s 300+ person cross-functional business is the global leader in AI-powered diagnostics and works with the leading biopharma companies and laboratories to improve drug development and clinical care.

Role Description The Inside Sales Representative is responsible for developing and supporting customer relationships through high-quality sales support, outbound communication, and collaboration with Outside Sales Representatives (OSRs). This role focuses on driving account growth by: - Conducting outbound calls, Microsoft Teams meetings, and written communications with customers. - Working closely with territory OSRs to support strategies for new products and services. - Analyzing customers' business needs and identifying opportunities for growth. - Gathering and sharing market intelligence related to customer feedback, industry trends, and competitor activity. Qualifications - Minimum 3 years of experience in inside or outside sales. - Preference given to candidates with experience in the promotional products industry. - Exceptional verbal and written communication skills. - Proven ability to build and maintain customer relationships that drive business growth. - Experience using inventory management systems. - Strong customer service skills across multiple channels (phone, email, messaging platforms). - Strong organizational, multitasking, and problem-solving skills. - Ability to create and manage structured workflows for productivity. - Strategic thinker with strong attention to detail and data accuracy. - High level of professionalism and confidentiality. - Strong Microsoft Office skills (intermediate proficiency in Word and Excel). - Excellent time management skills; able to work under pressure. - Self-motivated and able to work independently with minimal supervision. Requirements - 40 hours per week; occasional overtime. - Some evening and weekend work required based on projects. - Attend trade shows as required. Responsibilities - Work in conjunction with the territory OSRs to grow, service and support accounts via phone, email and Microsoft Teams. - Conduct daily outbound calls and Microsoft Teams presentations for: - Project-based initiatives (new brands, new marketing tools, promotions, etc.). - Follow-up calls after samples are placed. - Contact remote customers. - Support Account Executives with administrative tasks including: order entry, sample orders, returns & QC issues. - Share customer status updates, growth opportunities and market insights with OSRs. - Collect and document customer feedback related to market trends and competitor activity. - Share insights through the Daily Customer Feedback email distribution. - Recommend pricing trials or price break adjustments to the OSRs, as applicable. - Conduct pricing trial follow-up calls to ensure: - Customers understand volume expectations. - Sales mix aligns with pricing support provided. - Schedule and facilitate Microsoft Teams meetings between customers and the National Sales Manager. - Attend tradeshows and assist in preparation, as required. - Assist in other areas of the Sales and Vendor Relations Support department, and perform additional duties as required by management. Working Relationships - Communicate and collaborate effectively with all levels of staff. - Handle conflict or challenging situations professionally. - Keep co-workers informed of activities that have implications for their department. - Work efficiently with minimal supervision. - Respond promptly to customer needs and requests. - Communicate successes, concerns, and challenges openly. - Adhere to all current and future company policies and standards to maintain a safe and respectful workplace.

Role Description The Inside Sales Representative is responsible for developing and supporting customer relationships through high-quality sales support, outbound communication, and collaboration with Outside Sales Representatives (OSRs). This role focuses on driving account growth by: - Conducting outbound calls, Microsoft Teams meetings, and written communications with customers. - Supporting strategies for new products and services. - Analyzing customers' business needs and identifying opportunities for growth. - Gathering and sharing market intelligence related to customer feedback, industry trends, and competitor activity. Qualifications - Minimum 3 years of experience in inside or outside sales. - Preference given to candidates with experience in the promotional products industry. - Exceptional verbal and written communication skills. - Proven ability to build and maintain customer relationships that drive business growth. - Experience using inventory management systems. - Strong customer service skills across multiple channels (phone, email, messaging platforms). - Strong organizational, multitasking, and problem-solving skills. - Ability to create and manage structured workflows for productivity. - Strategic thinker with strong attention to detail and data accuracy. - High level of professionalism and confidentiality. - Strong Microsoft Office skills (intermediate proficiency in Word and Excel). - Excellent time management skills; able to work under pressure. - Self-motivated and able to work independently with minimal supervision. Requirements - 40 hours per week; occasional overtime. - Some evening and weekend work required based on projects. - Attend trade shows as required. Responsibilities - Work in conjunction with the territory OSRs to grow, service, and support accounts via phone, email, and Microsoft Teams. - Conduct daily outbound calls and Microsoft Teams presentations for project-based initiatives (new brands, new marketing tools, promotions, etc.). - Follow-up calls after samples are placed. - Contact remote customers. - Support Account Executives with administrative tasks including order entry, sample orders, returns & QC issues. - Share customer status updates, growth opportunities, and market insights with OSRs. - Collect and document customer feedback related to market trends and competitor activity. - Share insights through the Daily Customer Feedback email distribution. - Recommend pricing trials or price break adjustments to the OSRs, as applicable. - Conduct pricing trial follow-up calls to ensure customers understand volume expectations and sales mix aligns with pricing support provided. - Schedule and facilitate Microsoft Teams meetings between customers and the National Sales Manager. - Attend tradeshows and assist in preparation, as required. - Assist in other areas of the Sales and Vendor Relations Support department, and perform additional duties as required by management. Working Relationships - Communicate and collaborate effectively with all levels of staff. - Handle conflict or challenging situations professionally. - Keep co-workers informed of activities that have implications for their department. - Work efficiently with minimal supervision. - Respond promptly to customer needs and requests. - Communicate successes, concerns, and challenges openly. - Adhere to all current and future company policies and standards to maintain a safe and respectful workplace.

• Lead, coach, and develop a regional team of Digital Sales Consultants focused on clinical selling and procedural adoption of digital spine technologies • Translate national strategy into actionable regional plans, KPIs, and execution pathways • Foster a high-performance culture centered on accountability, collaboration, and continuous learning • Support employee development through field rides, coaching, and performance feedback • Drive regional pipeline growth in partnership with Capital Equipment Sales Managers and Area Sales Leadership • Oversee regional prospecting, clinical demos, surgeon education, and advocacy-building activities • Ensure consistent execution of installation protocols, first-case support, and utilization best practices • Serve as a regional subject matter expert on the Teligen platform and VELYS Robotic and Navigation Platform • Support troubleshooting, service coordination, and customer experience improvements in collaboration with service teams • Guide Digital Sales Consultants in navigating clinical and capital selling pathways involving imaging, navigation, and robotics • Partner with Commercial Education and Professional Education to deliver impactful field training, surgeon labs, and consultant certification programs • Provide regional insights to the National Sales Manager – Digital to influence commercial strategy, launch planning, and resource prioritization • Manage regional budgets, prioritize digital opportunities, and allocate resources effectively • Identify regional risks, customer needs, and competitive dynamics to inform strategic adjustments