Director of Sales

Company overview: Fathem is a privately held, early-stage technology company pioneering the use of artificial intelligence, physics and hardware to transform the way we see biology. FL109 was conceived by Flagship Pioneering, which brings the courage, long-term vision, and resources needed to realize unreasonable results. Become part of our mission-driven team and help envision the future of science. About the Role The Director of Sales will be responsible for driving customer acquisition, building strategic partnerships, and delivering revenue growth across our VaaS, SaaS, and platform offerings. This is a hands-on leadership role for a commercially fluent structural biologist or technical sales leader who can operate as both strategist and executor. You will own a defined bookings target, lead end-to-end customer engagement, and act as the commercial "mini-CEO" for client relationships. In addition to revenue ownership, you will shape Fathem's market development and outreach strategy, from identifying and cultivating prospective customers to leading participation in key industry events and creating high-impact content that builds awareness and engagement. This is a builder role: best suited for a commercially fluent leader who thrives on creating structure, establishing customer relationships, and developing scalable business systems in an emerging market. Key Responsibilities Revenue & Commercial Ownership Own and exceed annual bookings and revenue targets for Fathem's commercial offerings. Build and manage a qualified pipeline from prospecting through close, leveraging CRM data to ensure forecast accuracy. Hold pricing and commercial terms authority within defined guardrails; manage forecasts and deal reviews with leadership. Negotiate and structure agreements that create long-term value for customers and for Fathem. Partner with Finance and Operations to align delivery plans with revenue recognition and margin goals. Report regularly on pipeline health, deal progress, and revenue performance to leadership. Customer Acquisition & Partnership Development Identify, engage, and nurture new customers across pharma, biotech, and the Flagship ecosystem. Develop tailored account strategies to expand adoption and drive repeat business. Build and maintain trusted executive-level relationships with customer stakeholders. Represent Fathem externally at key meetings, conferences, and industry events. Market Development & Outreach Develop and oversee Fathem's external engagement strategy, including targeted outreach, event participation, and partnership visibility. Partner with leadership and external vendors to execute campaigns, manage event logistics, and track lead conversion. Develop and maintain a calendar of high-impact scientific and commercial events aligned with Fathem's growth priorities. Contribute to content creation and thought leadership efforts that build Fathem's brand presence across industry channels and social media. Manage a modest budget for event participation and outbound initiatives, prioritizing efforts with the highest commercial impact. Customer Insight & Market Feedback Capture key learnings from customer and partner engagements to refine Fathem's value proposition and go-to-market approach. Collaborate with the Product and AI teams to share structured insights that inform product strategy and prioritization. Represent customer perspectives in internal discussions to ensure solutions align with market needs. Commercial Infrastructure Partner with a part-time CRM consultant to finalize implementation, ensure data integrity, and establish effective reporting. Own the commercial use and adoption of the CRM system to drive visibility, forecasting accuracy, and pipeline health. Define and track key growth metrics and reporting cadence for leadership review. Cross-Functional Collaboration Partner with the Client Project Manager to ensure seamless delivery and high customer satisfaction. Contribute to pricing, go-to-market, and commercial strategy discussions. Work within established templates and tools for contracting, security documentation, and proposal development, with support from internal and external resources as needed. Serve as the internal advocate for customer success and external excellence. Qualifications 8+ years of experience in commercial, BD, or sales leadership within life sciences, platform technologies, or capital equipment markets. Proven record of achieving or exceeding multi-million-dollar sales targets in complex technical environments. Experience leading cross-functional commercial efforts in a matrixed organization. Deep understanding of cryo-EM or adjacent analytical technologies preferred. Experience with outreach, event strategy, and business development in scientific or technology-driven markets. Strong negotiation, forecasting, and strategic account planning skills. Excellent communication and executive-level presentation abilities. Builder mindset: resourceful, analytical, and comfortable with ambiguity in early-stage environments. About Flagship Flagship Pioneering is a bioplatform innovation company that invents and builds platform companies, each with the potential for multiple products that transform human health or sustainability. Since its launch in 2000, Flagship has originated and fostered more than 100 scientific ventures, resulting in generation of over 500 patents, initiation of over 50 clinical trials for novel therapeutic agents and an aggregate value of more than $90 billion. Many of the companies Flagship has founded have addressed humanity's most urgent challenges: vaccinating billions of people against COVID-19, curing intractable diseases, improving human health, preempting illness, and feeding the world by improving the resiliency and sustainability of agriculture. Flagship has been recognized twice on FORTUNE's "Change the World" list, an annual ranking of companies that have made a positive social and environmental impact through activities that are part of their core business strategies and has been twice named to Fast Company's annual list of the World's Most Innovative Companies. Learn more about Flagship at Flagship Pioneering is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. At Flagship, we recognize there is no perfect candidate. If you have some of the experience listed above but not all, please apply anyway. Experience comes in many forms, skills are transferable, and passion goes a long way. We are dedicated to building diverse and inclusive teams and look forward to learning more about your unique background. Recruitment & Staffing Agencies: Flagship Pioneering and its affiliated Flagship Lab companies (collectively, "FSP") do not accept unsolicited resumes from any source other than candidates. The submission of unsolicited resumes by recruitment or staffing agencies to FSP or its employees is strictly prohibited unless contacted directly by Flagship Pioneering's internal Talent Acquisition team. Any resume submitted by an agency in the absence of a signed agreement will automatically become the property of FSP, and FSP will not owe any referral or other fees with respect thereto. The expected base salary range for the role is $100,000 to $140,000, with a target commission of $90,000 to $150,000, for a total on-target range of $230,000 to $290,000 OTE. Actual earnings will vary based on performance. Base salary for the role will depend on a number of factors, including a candidate's qualifications, skills, competencies, and experience. Commission is earned based on defined performance metrics. Flagship Pioneering currently offers healthcare coverage, retirement benefits and a broad range of other benefits. Compensation and benefits information is based on Flagship Pioneering's good faith estimate as of the date of publication and may be modified in the future. 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