US Sales and Partnerships Lead, Digital Diagnostics

PathAI•Boston, MA

7h•Remote

About The Position

PathAI is a health-tech startup focused on utilizing AI-powered pathology to improve patient outcomes. PathAI applies deep learning to the medical field of pathology, which is the “ground truth” for most disease diagnoses including for cancer. PathAI’s 300+ person cross-functional business is the global leader in AI-powered diagnostics and works with the leading biopharma companies and laboratories to improve drug development and clinical care. PathAI is venture backed by leading investors including: D1 Capital, General Catalyst and General Atlantic, as well as by strategic investors like Kaiser Permanente, Merck, BMS, and LabCorp. Context Over the past five years, PathAI has developed many pathology algorithms (across various IO biomarkers and indications in Oncology, Immunology, and Inflammatory Bowel Disease) that aim to tackle major challenges in precision medicine. While most of these algorithms were developed in the context of accelerating drug development, PathAI has observed a growing global demand and interest from AP laboratories to deploy these algorithms for use within their laboratories. To meet the growing demand from laboratories around the world, PathAI is building out a new commercial organization aimed at bringing our algorithms closer to pathologists. Where You Fit The Senior Manager/Associate Director, Sales and Partnerships Lead, Digital Diagnostics will be accountable for selling PathAI’s AISight Dx digital pathology image management system (IMS) and menu of algorithms to clinical diagnostic laboratories in the US. As a sales leader in the commercial function, this individual will work cross-functionally to drive the end-to-end sales cycle including customer segmentation and target identification, lead generation, contract negotiations, security and technical approvals, deal execution, and initial software and algorithm implementation within their territory. This role will work closely with the Commercial Leader - Digital Diagnostics as well as a cross-functional team of leaders across Product, Legal/Regulatory, Marketing, and Strategic Partnerships to ensure sales targets are achieved and exceeded.

Requirements

5-7+ years of experience selling healthcare SaaS products to enterprise customers
Demonstrates an action-oriented, proactive ownership mindset, driving initiatives from concept through execution.
Strong interest in shaping the future of artificial intelligence powered clinical diagnostics
Ability to work in a cross-functional team, specifically willingness to collaborate with marketing, commercial, product development, and legal/regulatory teams
Ability to go both wide and deep within a territory, creating new opportunities while building multiple champions within each deal.
Strong executive presence. Knows how to get and keep the attention of C-Suite and senior management of a hospital/lab
Comfort working in a scrappy, all-hands-on-deck environment; willingness to learn, admit failures, and pivot quickly; embodies a mindset of urgency
Burning desire to win
Hands-on, experienced, proactive, independent, articulate, and can get in the weeds but also think at the thirty-thousand foot level
Willingness to travel up to 50% of the time

Nice To Haves

Bonus points if prior experience in business development, strategic partnerships, or another commercial role in a venture backed health tech startup
Bonus points if familiarity selling AI solutions into health systems

Responsibilities

Introduce our digital diagnostic product suite to customers and elaborate the product differentiation pitch in collaboration with marketing
Structure and execute deals and manage the end to end process including initial outreach, pitch/demo, technical discussions, security approvals, contracting, negotiations, and implementation
Work collaboratively with Inside Sales to generate leads and follow up on leads that come from other team members by attending conferences, events, workshops in partnership with senior leadership.
Leverage the BANT-C and MEDDPICC sales frameworks within this context.
Proactively identify sales pipeline risks, develop mitigation plans, and adjust forecasts accordingly
Represent PathAI at relevant industry conferences (e.g., USCAP, Executive War College)
Build a broad network of relationships within the pathologist community and the broader digital pathology ecosystem
Proactively work with teammates to continuously refine the sales process: driving efficiency, cultivating clinical and executive champions, and shortening sales cycles.
Serve as the voice of the customer across challenges and opportunities to a broad cross-functional team of leaders across Algorithm Product, Platform Product, Medical, Legal/Regulatory, Strategic Partnerships, and Marketing.

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