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-