Role Description The Account Executive I (AEI) 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. - Meet and exceed quarterly and annual sales quotas/objectives for FMI’s product portfolio. - Create and execute business and account plans to meet and exceed volume objectives, focusing on sales growth, new account and customer acquisition, and existing customer retainment. - Successfully navigate customers at the account level to understand processes and identify key stakeholders for effective selling engagement. - Effectively engage with key account stakeholders in current and new accounts (e.g., c-suite). - Pull through National Account initiatives and other customer segment strategies (e.g., Academic Medical Centers, pathology pathways/protocols, Federal Account initiatives). - Identify trends through analytics and regular data reviews; leverage to drive sales and enhance customer experience. - Assess information relevant to sales, identify key issues, and develop solutions through sales environment adjustments. - Continually leverage an up-to-date, expert level of product and market knowledge to inform all parts of responsibilities, territory strategy, and sales decisions. - Educate and pull through reimbursement and billing services at local level. - Interact with key stakeholders: decentralized accounts (c-suite, oncologists, pathologists, urologists, admin etc.), National Accounts. - Conduct thorough customer analysis by identifying key pieces of information and using available tools to identify potential new business opportunities (Salesforce.com, Power BI, Definitive Healthcare, Hospital Compare, etc.). - Recognize Foundation Medicine-wide opportunities with customers and identify the right products and services mix that will best meet customer needs and provide opportunities for long-term growth. - Build and maintain positive relationships with key day-to-day customer contacts. - Develop communication plans and customize messages to meet audience needs. - Develop effective sales presentations, respond to difficult questions and overcome customer objections. - Create clear and concise presentations addressing complex issues. - Negotiate with customers to achieve buy-in and alignment with account plans. - Negotiate alignment between Foundation Medicine and customers to meet account objectives. - Effectively prioritize new business opportunities and develop action plans to pursue accounts. - Develop effective sales strategy based on understanding of goals, objectives, and motivations of key customer decision makers. - Recommend products and services mix that reflects thorough understanding of customer priorities and objectives and grow Foundation Medicine’s business. - Monitor and adhere to timelines for plan, adjust based on changing customer or business needs. - Apply business knowledge to make sound decisions, including managing budgets, analyzing financial data, and developing sales plans. - Integrate brand strategy, trends, and performance information into customer plans. - Integrate relevant competitor information into account plans and presentations. - Utilize the appropriate internal or external data source(s) to identify underlying trends in account data needed to address a specific opportunity or issue. - Conduct comprehensive analysis of Foundation Medicine, customer, and competition strengths, weaknesses, opportunities, and threats (SWOT). - Use data analysis results to develop and/or adjust account plans and fact-based sales presentations. - Travel within assigned territory (per performance standard) and to company meetings (bi-annually). Commitment to travel up to 90% of the time. - Other duties as assigned. - Comply with FMI's attendance policies. Qualifications - Bachelor’s Degree or equivalent experience. - 3+ years of direct selling experience in diagnostics or life science focused on the hospital and physician office lab market or equivalent years working in a Complex clinical setting working with physicians and patients. - History of proven results and successful sales performance, including achievement of sales plan. - Lives within or commitment to live within defined territory and centrally located to defined accounts. - Commitment to travel within defined territory. Requirements - 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 to employ solutions-based selling. - Demonstrated track record of success selling oncology-based tests or products to medical oncology, urology, and/or pathology. - Demonstrated attention to detail and strong organizational skills. - Demonstrated experience handling multiple tasks at once. 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.

• Responsible for making meaningful moments for Owners, members, and guests • Contribute to the success of the organization by effectively using sales techniques • Develop relationships with prospective owners by soliciting and following up on referrals and leads • Follow through with the sales contract process to ensure all paperwork is completed accurately and timely • Maintain the customer relationship after the sale to ensure continued owner satisfaction

• Serve in the Illumio field organization, finding and creating new sales opportunities • Create and execute a territory plan for target accounts • Drive a regional sales plan with collaboration between teams • Accurately forecast business objectives for clients • Identify, engage, and build relationships with resellers and partners

Role Description The Strategic Account Executive reports to the VP of Sales and is responsible for driving strategic U.S. market penetration, expanding market share, and delivering revenue growth across enterprise issuing financial institutions, fintech platforms, and processor partners. This role focuses on developing and closing large, complex SaaS agreements while expanding Quavo’s presence within the broader fintech and payments ecosystem. The ideal candidate brings deep experience selling into banks, credit unions, fintech platforms, or issuer processors and is comfortable navigating executive-level stakeholders across technology, operations, fraud, and risk functions. As a senior member of the sales organization, the Strategic Account Executive will lead strategic account development, enterprise deal strategy, and proactive outbound pipeline generation to drive long-term growth and client partnerships. Responsibilities - Utilize a consultative enterprise sales approach to ensure Quavo’s solutions align with the technical and operational needs of issuing financial institutions while building trusted long-term partnerships. - Develop and execute strategic account plans for key financial services and fintech organizations to drive expansion and market penetration. - Embody the Quavo Proven Process by collaborating across a matrixed organization to guide clients through complex enterprise sales cycles. - Drive proactive outbound pipeline generation by identifying and developing opportunities within banks, credit unions, fintech platforms, and issuer processor ecosystems. - Lead complex deal cycles that involve multiple stakeholders including fraud, operations, technology, risk, and executive leadership teams. - Leverage market trends, industry insights, and competitive intelligence to pursue high-value strategic opportunities while managing a balanced pipeline. - Maintain accurate opportunity tracking, forecasting, and pipeline management within Salesforce to support predictable revenue reporting and marketing initiatives. - Stay informed on industry developments across banking, fintech infrastructure, fraud prevention, and dispute management technologies. - Provide input to strategic sales and go-to-market decisions that influence Quavo’s expansion within the financial services sector. - Consistently meet or exceed revenue goals by executing disciplined enterprise sales strategies and targeted account engagement. - Represent Quavo at client meetings, executive briefings, and industry conferences to strengthen relationships and expand brand presence. Qualifications - 5+ years of experience selling SaaS or technology solutions into issuing financial institutions, fintech platforms, or payments ecosystem partners. - Proven success closing complex enterprise SaaS deals with multiple stakeholders and long sales cycles. - Demonstrated ability to build outbound pipeline and create net-new opportunities within strategic accounts. - Experience navigating large financial organizations and engaging with senior decision-makers. - Strong negotiation, deal structuring, and closing skills in enterprise environments. - Ability to accelerate deals and drive results while collaborating cross-functionally with product, implementation, and executive leadership teams. - Strong focus on long-term client success, relationship development, and account expansion. - Highly self-driven with the ability to operate effectively in a fast-paced, goal-oriented environment. - Experience thriving in startup or high-growth fintech environments. - Willingness and ability to travel 50%+ for client meetings, conferences, and Quavo-hosted events. Preferred Qualifications - Strong business and technical understanding of banking infrastructure, fintech platforms, and payments ecosystems. - Experience selling into or working with issuer processors, digital banking providers, or payments technology platforms. - Deep understanding of fraud prevention, disputes management, and financial services operations. - Experience with Salesforce, ZoomInfo, Confluence, SharePoint, and Sales Navigator. - Bilingual Spanish and English.