Director of Sales at Flagship Pioneering, Inc. About the role The Director of Sales will focus on driving customer acquisition, forming strategic partnerships, and enhancing revenue across our VaaS, SaaS, and platform solutions. This leadership position requires a technical sales expert or structural biologist who can function as both a strategist and an executor. You will be responsible for achieving specific bookings targets, managing customer engagement from start to finish, and acting as the commercial lead for client relationships.

Key facts

Location: Cambridge, MA USA

Engagement: Full-time

Team: Not specified

What you'll do

- Take ownership of annual bookings and revenue goals for Fathem's offerings.
- Build and oversee a qualified sales pipeline from initial prospecting to closing, utilizing CRM tools for accurate forecasting.
- Manage pricing and commercial terms within set guidelines, and conduct deal reviews with leadership.
- Negotiate agreements that provide long-term value for both customers and Fathem.
- Collaborate with Finance and Operations to align delivery plans with revenue and margin objectives.
- Regularly report on pipeline status, deal progression, and revenue outcomes to leadership.
- Identify and engage potential customers in the pharmaceutical and biotechnology sectors.
- Create customized account strategies to enhance adoption and encourage repeat business.
- Develop and sustain trusted relationships with key customer stakeholders.
- Represent Fathem at important meetings, conferences, and industry events.
- Design and manage Fathem's external engagement strategy, including outreach efforts and event participation.




- Work with leadership and external partners to execute marketing campaigns and manage event logistics.
- Maintain a schedule of significant scientific and commercial events that align with Fathem's growth goals.
- Contribute to content creation and thought leadership initiatives to enhance Fathem's brand visibility.
- Oversee a budget for event participation and outreach initiatives, focusing on high-impact activities.
- Gather insights from customer interactions to refine Fathem's value proposition and market approach.
- Collaborate with Product and AI teams to share insights that inform product strategy.
- Advocate for customer perspectives in internal discussions to ensure alignment with market demands.
- Partner with a part-time CRM consultant to finalize system implementation and ensure data accuracy.
- Drive the effective use of the CRM system to enhance visibility and forecasting.
- Define and track key growth metrics for leadership review.
- Collaborate with the Client Project Manager to ensure successful project delivery and customer satisfaction.
- Engage in discussions regarding pricing, go-to-market strategies, and commercial initiatives.
- Utilize established templates and tools for contracts and proposals, with support from internal and external resources.




- Act as the internal champion for customer success and external excellence.

Requirements

- A minimum of 8 years in commercial, business development, or sales leadership roles within life sciences, platform technologies, or capital equipment sectors.
- Proven success in meeting or surpassing multi-million-dollar sales goals in complex technical settings.
- Experience leading cross-functional commercial initiatives in a matrixed environment.
- Solid understanding of cryo-EM or similar analytical technologies is preferred.
- Background in outreach, event strategy, and business development in scientific or technology-driven markets.
- Proficient in negotiation, forecasting, and strategic account planning.
- Excellent communication skills and ability to present to executive-level audiences.
- A builder mindset, resourceful and analytical, comfortable navigating ambiguity in early-stage environments.

Skills & tools

- Proficiency in CRM systems and data management.
- Strong analytical skills for pipeline management and forecasting.
- Effective relationship-building skills with stakeholders at all levels.

Practical notes

The expected base salary for this position ranges from $100,000 to $140,000, with a target commission of $90,000 to $150,000, leading to a total on-target earnings range of $230,000 to $290,000. Actual compensation will depend on individual performance and qualifications. Flagship Pioneering offers healthcare coverage, retirement benefits, and a variety of additional perks. This information is subject to change.

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📌 Director of Sales (Cambridge)
🏢 Flagship Pioneering
📍 Cambridge