Market Development Manager / Oncology Account Executive

Adela, Inc. is dedicated to transforming cancer care through innovative blood tests. They are seeking a Market Development Manager/Oncology Account Executive responsible for building the company's commercial presence, developing new accounts, and driving revenue targets for new product launches in the oncology diagnostics market.

Responsibilities:

• Own full sales cycle from targeting through engagement, adoption and early volume/account expansion
• Develop and execute a consultative, insight-driven sales approach tailored to medical oncologists, radiation oncologists, surgical oncologists, laboratory leaders, and related healthcare professional
• Build deep relationships with providers - understanding their thought processes related to testing/treatment decisions, workflows that impact decisions, and how Adela can meet their clinical and operational needs
• Translate complex scientific and clinical concepts into clear, compelling value propositions aligned to provider needs and workflows
• Actively refine and evolve sales messaging, positioning, and pitch materials based on real-world provider feedback and market signals
• Partner closely with leadership, medical, marketing and operations teams to shape go-to-market strategy and inform product roadmap
• Establish and manage a robust pipeline of prospective customers, accurately forecast performance, track performance (provider count, orders per doc, orders per patient, churn), and adjust plans as needed to consistently meet or exceed revenue targets
• Function as a teammate to Adela partners, collaborating to maximize unique account and overall market penetration
• Represent Adela at customer meetings, industry conferences, and events, serving as a credible ambassador of the company and its mission. Travel is expected ~40% of the time
• Provide ongoing market intelligence, competitive insights, and voice-of-customer feedback to internal stakeholders to inform key messages, product positioning, and identify potential barriers to adoption
• Key success criteria meeting or exceeding sales targets, account growth and retention, strong product pull-through
• Help define and document early sales processes, best practices, and tools to support future team growth
• Perform related duties as assigned by manager
• Maintain compliance with all company policies and procedures

Requirements:

• Bachelor's degree required; advanced degree in life sciences, healthcare, or business strongly preferred
• Minimum 6-8 years of sales experience in oncology diagnostics, molecular diagnostics, or closely related healthcare/life sciences markets
• Proven success selling complex diagnostic solutions in a highly competitive environment using a consultative, value-based selling model
• Experience operating in early-stage or high-growth startup environments, with comfort in ambiguity and rapid iteration
• Demonstrated ability to work independently, prioritize effectively, and drive results without established infrastructure
• Proven experience developing long-term, trust-based partnerships with oncology providers and key healthcare stakeholders to support clinical adoption
• Track record of collaborating cross-functionally to shape messaging, positioning, and go-to-market execution
• Excellent verbal and written communication skills, including ability to effectively communicate with internal and external customers
• Excellent computer proficiency (MS Office – Word, Excel, Outlook, SharePoint)
• Must be able to work under pressure and meet deadlines, while maintaining a positive attitude and providing exemplary customer service
• Exceptional organizational skills geared towards pipeline management and goal attainment – rigorous prospecting, consistent in-person and virtual customer engagement, timely follow-up, and tracking of performance metrics
• Self-starter with a strong ability to work independently and carry out assignments to completion within a regulated environment, utilizing parameters of instructions given, and standard accepted practices
• Deep understanding of the oncology diagnostics landscape, including clinical workflows, reimbursement considerations, and competitive dynamics
• Existing relationships based on sales efforts in head & neck cancer space a plus. Prior experience calling medical oncologist, radiation oncologists and surgeons highly desirable
• Entrepreneurial mindset with a passion for building from the ground up, not just executing a defined playbook
• Strong strategic thinking paired with hands-on execution – comfortable switching between big-picture planning and day-to-day selling
• Exceptional communication skills, with the ability to influence both clinical and commercial audiences
• High level of intellectual curiosity, coachability, and resilience
• Experience helping to scale early commercial functions or mentoring new talent