• Own and grow a defined territory of Canadian Federal Government accounts, developing multi-year account plans aligned to departmental mandates and Treasury Board priorities • Drive net-new revenue by identifying and closing opportunities for Thomson Reuters' AI-enhanced products, including CoCounsel (generative AI legal research), Westlaw Edge Canada, Practical Law, and government-specific compliance and risk solutions • Lead the full sales cycle — from prospecting and discovery through demonstration, proposal, negotiation, and close — using consultative selling techniques tailored to complex public sector buying processes • Leverage the Government of Canada's AI adoption strategy, including the Directive on Automated Decision-Making, to position Thomson Reuters solutions as mission-critical tools for legal and compliance teams • Act as a trusted advisor to federal clients on AI in legal research, regulatory compliance, and government intelligence, translating technical capabilities into clear departmental business value • Deliver compelling product demonstrations showcasing AI-driven features such as natural language legal research, document drafting assistance, regulatory change monitoring, and predictive analytics • Partner with AI product specialists and solutions engineers to address technical due diligence, security assessments, and AI governance requirements unique to the Government of Canada • Educate clients on responsible AI use, data residency, and privacy compliance relevant to federal procurement, including alignment with the Privacy Act, Bill C-27, and TBS AI guidance • Navigate and leverage federal procurement vehicles including the NMSO, ProServices, and other supply arrangements to streamline contract execution • Build and maintain executive-level relationships across target departments including Justice Canada, Public Safety, CRA, IRCC, GAC, DND, PCO, and Treasury Board Secretariat • Collaborate with government relations professionals, lobbyists, and procurement advisory firms supporting federal buying decisions • Manage pipeline accuracy and forecast activity in Salesforce CRM, delivering regular reporting on territory performance, market intelligence, and competitor activity • Partner with Customer Success and Professional Services teams to drive post-sale adoption and satisfaction, reducing churn and maximizing renewals • Conduct regular business reviews with key accounts to identify expansion opportunities and align Thomson Reuters' product roadmap to client priorities • Champion the voice of the customer internally by providing product feedback to AI and development teams based on federal sector insights

• Tailored Account Planning: Design, execute, and inform account-specific strategies and business plans that drive optimal access, formulary inclusion, and utilization growth for current and future products • Landscape Assessment: Conduct rigorous payer and institutional market intelligence to deeply understand evolving healthcare delivery models, localized utilization controls, and complex health system economics • Trend Analysis: Track and analyze account-level economics, budgetary impacts, policy/practice changes, and competitive access dynamics to anticipate shifting commercial threats and opportunities • Business Case Development: Prepare comprehensive access strategy business cases, data-driven insights, and structured commercial recommendations for review by various internal leadership groups to maximize long-term portfolio value • C-Suite Influence: Cultivate and leverage an expansive network of senior-level relationships with key institutional decision-makers, including Chief Pharmacy Officers, clinical pharmacists, medical directors, and P&T Committee members • Clinical Alignment: Build deep partnerships with hospital/cancer center administrators, service line leaders, and key opinion leaders to align institutional clinical protocols with Invivyd’s therapeutic benefits • Operational Relationships: Establish high-trust networks with institutional billing, procurement, reimbursement, and patient assistance teams to ensure end-to-end operational alignment • Contract Execution: Evaluate contracting options, lead complex institutional contract negotiations, and manage the complete contract lifecycle to optimize volume and revenue growth • Complex Access Navigation: Drive access pathways across complex buy-and-bill mechanics, medical and pharmacy benefit structures, Average Sales Price (ASP), Wholesale Acquisition Cost (WAC), and 340B pricing models • Performance Accountability: Conduct disciplined Quarterly Business Reviews (QBRs) with targeted health systems to monitor utilization, evaluate compliance, and resolve systemic distribution or procurement friction points • Cross-Functional Collaboration: Partner closely with internal matrix teams—including Market Access, HEOR/RWE, Medical Affairs, Sales, Marketing, Legal, and Trade & Distribution—to ensure seamless corporate alignment • Field Pull-Through Synchronization: Mobilize and coordinate internal field resources (Field Sales, Field Reimbursement Managers, and Patient Support Services) to execute robust, localized push/pull-through strategies • Educational Resource Utilization: Deploy approved clinical and health economic resources with appropriate customer stakeholders to educate on growth-driving therapeutic areas and reimbursement navigation • Launch & Pipeline Readiness: Prepare large health systems for future pipeline assets, establishing an operational infrastructure capable of rapidly adopting future product iterations generated by Invivyd’s platform • Uncompromising Conduct: Conduct all business activities with the highest ethical standards, maintaining absolute adherence to the Invivyd Pharmaceuticals Code of Conduct • Regulatory Adherence: Comply fully with all relevant federal, state, and local laws, anti-kickback statutes, the Sunshine Act, PhRMA guidelines, and corporate policies, ensuring others within the matrix do the same.

• Lead all sales activities across the defense and national security segment, balancing new business development with expansion of existing defense accounts and platform integrations. • Build and grow relationships with defense primes and uncrewed ground/air/maritime systems OEMs, positioning FORT as the safety and secure-control layer designed into their platforms. • Develop and execute capture plans for defense opportunities — shaping requirements early, aligning with program timelines, and navigating pathways including OTAs, SBIR/STTR transitions, and programs of record. • Engage program offices, contracting officers, requirements owners, and operational end users, building multi-stakeholder support across long procurement cycles. • Identify and manage teaming arrangements, integrator partnerships, and distribution relationships that accelerate FORT's reach into defense programs. • Identify, qualify, and close new business across primes, integrators, and government customers; maintain a multi-year pipeline that reflects defense budget and acquisition cycles. • Partner with marketing and product to tailor defense-specific messaging, use cases, and demonstrations for human-machine teaming and uncrewed systems safety. • Provide monthly updates on pipeline, capture progress, performance metrics, and strategic developments across the defense portfolio. • Represent FORT Robotics at key defense and uncrewed systems events (e.g., AUSA, Modern Day Marine, XPONENTIAL, SOF Week) and relevant industry working groups. • Approximately 30–40% travel to customer sites, program offices, demonstrations, and industry events, with periodic trips to FORT's Philadelphia HQ for team alignment and training.

• Identify, qualify, and develop enterprise-level opportunities from prospect to close • Manage complex, multi-stakeholder sales cycles over extended timeframes • Lead discovery sessions, deliver compelling presentations, and negotiate contracts • Build and maintain a healthy pipeline documented accurately in the CRM • Collaborate with pre-sales, legal, and customer success teams throughout the deal cycle