• 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.

Role Description We are looking for a driven Enterprise Account Executive who thrives in a fast-paced environment and has a proven track record in consultative, complex sales. This role is ideal for someone who knows how to navigate large enterprise organizations, build trust with senior stakeholders, and close high-value deals by deeply understanding client needs. You’ll play a key role in shaping go-to-market strategy and expanding our customer base. What You’ll Do - Own Pipeline & Execution - Build and manage a high-quality pipeline, balancing inbound and outbound opportunities. - Maintain disciplined CRM hygiene for forecasting, reporting, and deal tracking. - Lead pricing discussions, negotiations, and contract execution in collaboration with internal teams. - Own the full sales cycle—from prospecting through close—for enterprise clients across sectors. - Identify and engage senior decision-makers within data center operators, hyperscalers, colocation and cloud providers, and telecom carriers. - Develop and execute account strategies that align with clients’ data center expansion, network buildout, and cloud migration initiatives. - Lead Consultative Sales Engagements - Run discovery-driven sales processes that uncover business challenges and operational goals. - Position Exodigo as strategic enablers of digital infrastructure deployment, not just products. - Deliver compelling, tailored presentations that clearly communicate value and ROI. - Build Trusted Relationships - Establish yourself as a trusted advisor by demonstrating industry understanding and business acumen. - Maintain and grow relationships throughout long, complex sales cycles and project lifecycles. - Partner closely with clients to ensure successful outcomes and long-term value. - Collaborate Cross-Functionally - Work closely with product and marketing to help refine messaging and improve go-to-market strategy. - Provide direct feedback from the field to influence product roadmap and positioning. - Contribute to a strong team culture by sharing insights, supporting peers, and celebrating wins together. - Represent the Company - Participate in industry events and conferences to generate leads and build Exodigo’s brand. - Act as a credible voice in conversations around digital infrastructure, data center development, and connectivity. Qualifications - 5–7 years of experience in B2B enterprise or SLG sales, with a strong track record in consultative selling. - Experience in or exposure to digital infrastructure sectors (e.g., data centers, cloud computing, telecom, etc.) a plus. - Demonstrated success managing complex, multi-stakeholder deals with long sales cycles. - Strong understanding of data center and network infrastructure projects, procurement processes (RFPs), and enterprise buying dynamics. - Ability to thrive independently in a remote, high-growth startup environment. - Bachelor's degree in Business, Engineering, or another relevant field. Requirements - Consultative seller: You ask the right questions, listen deeply, and tailor solutions to customer problems. - Executive presence: You’re comfortable engaging and influencing senior stakeholders. - Ownership mindset: You take deals from initial outreach to close—and stay engaged post-sale. - Team player: You collaborate, share knowledge, and contribute to collective success. - Adaptability: You thrive in ambiguity and can evolve with a growing company. - Passion for innovation: You’re excited about disruptive technology and its impact on traditional industries. Benefits - $160,000 - $180,000 Base Salary + Variable Bonus. - Location: Remote in the US. - Ability to travel up to 50%. Company Description Exodigo is the leading underground mapping solution for non-intrusive discovery. Our platforms combine multi-sensor fusion, 3D imaging, and AI technologies to create complete, accurate underground maps that enable confident decision-making for customers across the built world. We transform the project lifecycle for our customers, who include key community stakeholders in the utilities, transportation, and government sectors. Our mission is to power the next era of underground exploration – saving time, money, lives, and the planet. We are focused, intentional, confident, and hard working. We solve big problems, but we are approachable, open-minded, and love hard questions.