Director of Sales

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.

Responsibilities

• 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.
• 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.
• 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.
• Manage a modest budget for event participation and outbound initiatives, prioritizing efforts with the highest commercial impact.
• 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.
• Partner with the Client Project Manager to ensure seamless delivery and high customer satisfaction.
• Contribute to pricing, go-to-market, and commercial strategy discussions.
• Define and track key growth metrics and reporting cadence for leadership review.

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.