• Build, hire, and lead a high-performing team of FSI Partner/Account Managers • Set and execute partner strategy for federal systems integrators • Personally own strategic SI relationships • Coach your team to become trusted product experts • Build executive relationships across SI leadership • Establish repeatable co-sell motions • Quantify value with ROI cases tied to developer productivity • Serve as the voice of the SI partner ecosystem to leadership • Partner closely with Field Engineering and Federal Sales • Navigate federal contract vehicles and compliance requirements

• Build, hire, and lead a high-performing team of SLED Account Executives • Set and execute go-to-market strategy for a named territory • Personally engage in strategic deals • Coach your team through trials, evaluations, security reviews • Build executive relationships across relevant sectors • Establish clear ROI frameworks • Serve as the voice of the SLED customer to leadership • Partner with engineering and AI departments for deployment outcomes • Navigate procurement processes and contracts for adoption

• Lead, hire, develop, and retain the enterprise implementation delivery team. • Set clear expectations, establish accountability, and drive results. • Own delivery and revenue realization of all U.S. enterprise implementations. • Identify and mitigate risks, manage escalations, and resolve customer issues. • Ensure SOWs are achievable from a delivery perspective. • Manage scope, change orders, and execution against contracts. • Establish implementation standards, processes, and playbooks. • Identify improvement opportunities and drive continuous adoption. • Forecast and manage team capacity and resource allocation across the enterprise portfolio. • Identify opportunities to streamline implementations through tools, automation, and process improvements. • Own evaluation, adoption, and scaling of solutions that reduce manual work and accelerate delivery. • Partner with Product, Engineering, Sales, and Customer Success to surface implementation gaps, inform product roadmap, and align on enterprise strategy. • Establish reporting and metrics for project health, team performance, and operational efficiency.

• Help to hire, develop, and retain a high-performing team of Scientific Solutions Partners; set clear performance expectations and coach to both scientific credibility and commercial rigor • Establish and reinforce the operating cadence of the team — pipeline reviews, deal inspection, forecasting discipline, and account planning • Coach team members through complex, technical, multi-stakeholder sales cycles, modeling best practice on your own strategic accounts • Serve as an escalation point and executive sponsor for the team’s most important customer relationships and competitive situations • Foster a culture aligned to The Tetra Way — scientific depth, customer obsession, accountability, and high standards • Personally lead technical discovery on strategic accounts and raise the bar for how the team understands each customer’s lab data landscape — instruments, data formats, informatics stack, and data science ambitions • Design and present compelling solution architectures aligned to specific scientific use cases (e.g., ADMET assays, FPLC/UPLC chromatography, bioassay data harmonization, AI training datasets), while ensuring the team can do the same • Champion leading with demos of actual software aligned to each customer’s main value levers • Direct and quality-assure proof-of-concept and proof-of-value engagements across the team, partnering with TetraScience scientific data architects to deliver credible, high-quality demonstrations of the Tetra Scientific Data Foundry’s capabilities • Own RFP technical strategy end-to-end for marquee opportunities, and set the standard for how the team synthesizes platform capabilities, scientific use cases, and customer-specific requirements into compelling, accurate submissions • Articulate the medallion data architecture in scientific and business terms: how bronze (raw scientific data), silver (harmonized Tetra Data), and gold (analysis-ready datasets) each create value, and how TetraScience’s AI-native layer accelerates scientific outcomes • Keep the team current on the scientific and informatics landscape — relevant assay workflows, instrument vendors, SDMS/ELN/LIMS/analytical software integrations, and AI/ML use cases in drug discovery and development • Own the territory commercial strategy and number; build and manage a rigorous, accurate team pipeline with consistent forecasting and visibility to leadership • Personally prospect, qualify, and close strategic flagship accounts while driving the team’s broader pipeline generation in alignment with the TetraScience go-to-market strategy • Relentlessly identify and close expansion opportunities across new labs, instruments, geographies, sites, and use cases within existing accounts — directly and through the team • Manage and coach the full sales cycle from discovery through contracting, using modern sales methodologies (MEDDIC, MEDDPICC, Force Management, or similar) • Build and expand relationships across customer organizations at the most senior levels, from individual contributors to C-suite executive sponsors • Partner with Delivery Management to ensure smooth handoff from sales to delivery and continuity of scientific context across the team’s accounts • Represent TetraScience at industry conferences, seminars, and customer events as a senior, scientifically credible voice • Contribute customer and market insights back to product, marketing, and science teams to inform roadmap and messaging • Help develop compelling content — case studies, solution briefs, demo narratives — that advances the category and enables your team