• 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

Role Description The Mid-Market AE will sell our software to small and medium-sized businesses. They will source new customers through outbound efforts and through attending industry trade shows, and they will work on upselling existing clients. - Account Management: Own and manage a portfolio of accounts, including identifying growth opportunities, expanding existing customer ARR, and ensuring client success. - Business Development: Conduct outbound calls and emails to generate new business, and proactively identify opportunities to close net new customers. Manage the full sales cycle from initial contact to close. - Sales skills: Conduct comprehensive discovery calls to understand prospect needs and pain points. Deliver compelling product demonstrations and presentations. - Sales Strategy: Collaborate with Sales Development Representatives (SDRs) and Marketing to follow up on leads for pest control, lawn care, and HVAC companies. - Trade Show Engagement: Attend relevant trade shows and industry events to network, generate leads, and build lasting relationships with potential customers. This will require travel around 2-4 times per quarter. - Consultative Selling: Provide consultative sales expertise to identify client needs and deliver tailored solutions that drive measurable value, from streamlining technician efficiency to improving customer retention. - Pipeline Management: Maintain a robust pipeline of qualified prospects and forecast accurately using Applause's CRM tools. - Cross-functional Collaboration: Work closely with Customer Success, Product, and Marketing teams to ensure a seamless customer journey and maximize client satisfaction. Qualifications - 2+ years of B2B software sales experience. A bonus if a candidate has experience in the field services space (pest control, lawn care, HVAC, or other home services industries). - Demonstrated ability to manage sales cycles, negotiate contracts, and close deals. - Proven track record of consistently meeting or exceeding sales quotas. - Exceptional verbal and written communication skills with the ability to articulate value propositions and build trust with senior decision-makers. - Ability to thrive in a fast-paced, high-growth startup environment, with a willingness to take ownership and adapt to evolving strategies. - Bachelor’s degree in Business, Marketing, or related field (preferred but not required). - Experience with the following sales tools: Hubspot, Apollo, LinkedIn, Etc (preferred but not required). Preferred Qualifications - Experience selling to SMB technical service providers. - Startup or high-growth company experience. - History of exceeding quota in a prospecting-focused role. Benefits - 100% remote w/ no office mandate. - Unlimited PTO. - 20 official company holidays. - Health care. - Life insurance. - Stock options. - Amazing colleagues. - Energetic culture that is positive and celebrates together. - Inspiring mission & software product. - Ability to grow your career by being early in a fast-growing tech startup.