US Sales and Partnerships Lead, PathAI
Digital Diagnostics
$141-216.2k
Eligible for Restricted stock units + bonus
AI-powered pathology tools
Open for applications
AI-powered pathology tools
501-1000 employees
Open for applications
$141-216.2k
Eligible for Restricted stock units + bonus
501-1000 employees
Company mission
To improve patient outcomes with AI-powered pathology.
Role
Who you are
- 5-7+ years of experience selling healthcare SaaS products to enterprise customers
- 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
- 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
- At PathAI, we are looking for individuals who are team players, are willing to do the work no matter how big or small it may be, and who are passionate about everything they do. If this sounds like you, even if you may not match the job description to a tee, we encourage you to apply. You could be exactly what we're looking for
What the job involves
- 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
- 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
Our take
PathAI is a leader in the field of AI-powered pathology, dedicated to transforming patient outcomes by harnessing the power of AI. Its core mission revolves around enhancing the accuracy of diagnoses and the effectiveness of disease treatments, particularly in critical areas like cancer.
PathAI's pioneering spirit is evident through its breakthroughs, exemplified by innovations such as the AIM-HER2 Breast Cancer algorithm. This tool automates HER2 scoring and introduces a novel approach with additive multiple instance learning (aMIL) heatmaps, offering insights into scoring mechanisms. Additionally, PathAI's PathExplore panel of human interpretable features (HIFs) fosters collaborative research, thus enhancing understanding of the tumor microenvironment.
As the company moves forward, it is poised to continue shaping the landscape of AI-powered pathology, driving advancements in medical research, diagnostics, and drug development, while upholding its central mission to improve patient well-being.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 7 rounds)
May 2021
$165m
SERIES C
Nov 2019
$15m
SERIES B
Total funding: $258.6m
Company benefits
- Comprehensive Health Plans
- Paid Time Off & Paid Holidays
- Wellness Benefits
- 401(k) Program
- Parental Leave
Company HQ
West Fens, Boston, MA
Leadership
Andrew Beck
(Co-Founder & CEO)Graduated from Stanford University with a PhD in Biomedical Informatics. Previously worked at Harvard Medical School as a Professor of Pathology.
Aditya Khosla
(Co-Founder & Advisor)Graduated from the Massachusetts Institute of Technology with a PhD in Computer Science. They now serve as the CTO at Iterative Health.
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