Federal Account Director in Cambridge, Massachusetts at Foundation Medicine, Inc.

About the Job:

The Federal Account Director develops, maintains and expands value-based business opportunities with the VA and Department of Defense accounts that match company strategy and direction. The Federal Account Director is responsible for driving growth for the organization by providing consistent strategic account direction to facilitate the development of relationships and partnerships within these accounts at the Veterans Integrated Service Network (VISN) and facility-level to obtain or maintain access and reimbursement for the companys products and services. This is a position that includes frequent travel (60%).

The Federal Account Director (FAD) is responsible for strategic engagement, business development, and enterprise level partnerships across U.S. federal healthcare systems, including the Department of Veterans Affairs (VA), VA Community Care Network (CCN), TRICARE, and the Department of Defense (DoD).

This role owns national and regional federal account strategy, ensuring appropriate access, adoption, reimbursement, and sustained utilization of Foundation Medicine solutions across highly complex, regulated healthcare environments. The Federal Account Director operates as a senior, customer-facing leader, exerting enterprise-wide influence while aligning internal cross-functional teams to deliver measurable performance outcomes.

Key Responsibilities:

• Develop, lead, and execute national account strategies across assigned federal accounts, aligned with enterprise objectives
• Use market intelligence, utilization data, and performance trends to set federal account priorities, guide resource allocation, and shape strategic initiatives
• Build, expand, and maintain trusted relationships with key federal account stakeholders, including clinical, pathology, operational, and administrative leadership
• Represent FMI at national federal conferences and forums to strengthen brand presence, thought leadership, and strategic pipeline for federal accounts
• Create and maintain compliant Account Executive access aligned with current federal contracts
• Serve as an escalation point for contract interpretation, access challenges, and compliance questions impacting field sales and other FMI departments
• Define and drive pull-through strategies in partnership with internal stakeholders to enable effective field sales execution and sustained FMI product adoption in federal accounts
• Remove access or workflow barriers, and ensure consistency between federal national strategy and local execution
• Serve as the voice of the federal customer internally, translating feedback and market dynamics into actionable insights and improvement plans (e.g., new product offerings, VA portal configuration, internal pathology workflows, client services processes)
• Monitor national federal account performance (utilization, revenue, product mix, engagement, customer satisfaction), generate insights from key metrics and trends, and adjust strategies to optimize outcomes in evolving regulatory, legal, and healthcare landscapes while driving KPI accountability
• Partner with internal FMI stakeholders to ensure compliant execution of Veterans Affairs national contract
• Establish and maintain a positive and collaborative environment with cross-functional departments within FMI to achieve company objectives.
• Demonstrate core level knowledge of Foundation Medicine, its competitors, our current and future contracts and working successfully in the Federal Channel
• Other projects or duties as periodically assigned.

Qualifications:

Basic Qualifications:

• Bachelors Degree
• 12+ years of experience managing accounts at the regional or national level or 8 years and a Masters degree; or a PhD with 5 years experience; or equivalent experience.
• 5 + years federal account experience

Preferred Qualifications:

• Prior key account management
• Deep understanding of the rules of promoting within federal accounts
• Established key contacts at the national, regional and hub facility levels in both Veterans Association and Department of Defense
• Experience networking within federal conferences
• Commitment to travel up to 60% of time
• Strong interpersonal skills that include excellent skills in written communication, oral communication, collaboration, and problem solving with other departments and colleagues
• Understanding of HIPAA and the importance of privacy of patient data
• Commitment to reflect FMI's values: Integrity, Passion, and Courage

The expected salary range for this position based on the primary location of Remote is $214,100 - $240,000 per year. The salary range is commensurate with Foundation Medicines compensation practice and considers factors including, but not limited to, education, training, experience, external market conditions, criticality of role, and internal equity. A discretionary annual bonus may be available based on individual and Company performance. This position also qualifies for Foundation Medicine's benefits.

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