Federal Account Director

Job title: Federal Account Director

About the Role The Federal Account Director develops, maintains, and expands value-based opportunities with VA and DoD accounts to support Foundation Medicine's strategy. This senior, customer-facing leader drives growth by providing strategic account direction and aligning cross-functional teams to secure access, adoption, and reimbursement for FMI solutions within federal healthcare systems. The role involves frequent travel (60%) and operates across national and regional federal accounts to deliver measurable outcomes.

What You'll Do

• 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.

What We're Looking For

• Basic Qualifications:
• Bachelor’s Degree.
• 12+ years of experience managing accounts at the regional or national level or 8 years with a Master’s 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 Affairs and Department of Defense.
• Experience networking within federal conferences.
• Commitment to travel up to 60% of time.
• Strong interpersonal skills that include excellent written and 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.

Nice to Have

• Established key contacts at national, regional, and hub facility levels in VA and DoD.
• Demonstrated ability to manage complex federal contracts and regulatory environments.
• Prior experience in national federal conferences and multi-stakeholder engagement.
• Track record of traveling up to 60% of time.
• Strong alignment with FMI values: Integrity, Passion, and Courage.

Compensation & Benefits

• Salary range: $192,600 - $235,400 per year.
• A discretionary annual bonus may be available based on individual and company performance.
• This position qualifies for Foundation Medicine's benefits.