• Identify, develop, and advance opportunities across the Intelligence Community. • Build trusted relationships with mission operators, analysts, technical leaders, program offices, and acquisition stakeholders. • Develop a strategic territory plan and drive execution against growth objectives. • Understand customer missions, workflows, operational challenges, and emerging priorities. • Collaborate with solution architects, AI engineers, and mission experts to shape solutions aligned to customer needs. • Lead opportunities from initial engagement through contract award.

• Build relationships with key stakeholders of the Agency and Messaging Ecosystem • Close Deals

• Own the full sales cycle. Work prospects from qualification and research, through deep-dive demos, to contract signature. • Set customers up to win. Collaborate with our customer success and data science teams so new customers are smoothly onboarded and set up for long-term success. • Collaborate with other teams. You’ll work closely with Marketing, Marketing Data Science, Product, Customer Success, and Project Management to help them do their jobs better based on what you’re hearing from prospects.

Role Description The Account Executive I (AEI) – Designated Sales Representative (DSR) is a field-based role with direct customer engagement in the Sales team within the Commercial department. The position is responsible for driving sales volume for FMI’s suite of specialty products and services, while cultivating relationships with oncologists and other members of the extended cancer care community in a designated geography. This position is intended for high-performing sales professionals who are ready to be fully trained and deployed into a permanent territory assignment as soon as one becomes available. The AEI - DSR will participate in an immersive onboarding experience, gaining expertise in FMI’s portfolio of products, customer segments, and sales strategy. This role is ideal for individuals open to relocating within the U.S. to fill a future territory and eager to contribute to transforming cancer care through precision oncology. Key Responsibilities - Serve as a field-ready resource for rapid deployment into an open territory assignment. - Partner with Regional Sales Directors and Account Executives to support key accounts and engage with oncology stakeholders. - Build foundational relationships with oncologists, pathologists, urologists, and key decision-makers. - Complete a comprehensive training and development program. - Shadow experienced Account Executives to learn effective engagement strategies. - Support the execution of business plans, including customer engagement and lead generation. - Leverage tools such as Salesforce.com, Power BI, and Definitive Healthcare to analyze data. - Identify trends through analytics and regular data reviews. - Participate in cross-functional initiatives and internal trainings. - Maintain strong knowledge of competitive landscape and emerging trends. - Demonstrate readiness to assume full responsibility for a permanent sales territory. Territory Deployment Responsibilities - Successfully navigate customers at the account level to understand processes. - Effectively engage with key account stakeholders in current and new accounts. - Pull through National Account initiatives and other customer segment strategies. - Assess information relevant to sales and develop solutions. - Leverage an up-to-date, expert level of product and market knowledge. - Educate and pull through reimbursement and billing services at local level. - Interact with key stakeholders: decentralized accounts. - Recognize Foundation Medicine-wide opportunities with customers. - Build and maintain positive relationships with key day-to-day customer contacts. - Develop communication plans and customize messages. - Develop effective sales presentations and respond to difficult questions. - Negotiate with customers to achieve buy-in and alignment with account plans. - Effectively prioritize new business opportunities and develop action plans. - Develop effective sales strategy based on understanding of goals and objectives. - Recommend products and services mix that reflects understanding of customer priorities. - Monitor and adhere to timelines for plan adjustments. - Apply business knowledge to make sound decisions. - Integrate brand strategy, trends, and performance information into customer plans. - Utilize appropriate internal or external data sources to identify trends. - Conduct comprehensive analysis of Foundation Medicine, customer, and competition strengths. - Travel within assigned territory and to company meetings, committing to travel up to 90% of the time. - Other duties as assigned. Qualifications - Bachelor’s Degree or equivalent experience. - 3+ years of direct selling experience in diagnostics or life science. - History of proven results and successful sales performance. - Lives within or commitment to live within defined territory. - Commitment to travel within defined territory. Preferred Qualifications - Oncology and/or molecular diagnostic experience. - Accurate forecasting capabilities throughout the sales cycle. - CRM proficiency: Salesforce.com preferred. - Proficient with MS Office (e.g., Word, Excel, and PowerPoint). - Familiarity with different sales techniques and pipeline management. - Exceptional communication and consultative skills. - Demonstrated track record of success selling oncology-based tests or products. - Demonstrated attention to detail and strong organizational skills. - Demonstrated experience handling multiple tasks at once. Ability to - Access priorities and mobilize a strategic plan. - Work independently and collaborate with peers. - Work well under pressure while maintaining a professional demeanor. - Adapt to changing procedures, policies, and work environment. - Exhibit excellent listening, verbal and written communication skills. - Demonstrate strong negotiation skills. - Understand HIPAA and the importance of privacy of patient data. - Commit to FMI values: Integrity, Courage, and Passion. Salary and Benefits The expected salary range for this position based on the primary location of Remote is $102,880 - $135,030 per year. A discretionary annual bonus may be available based on individual and Company performance. This position also qualifies for Foundation Medicine's benefits.