Linda Ray
Genomics & Precision Medicine Practice Lead
- Based in
- Austin, Texas (remote)
- At FloodGate since
- 2026
- Years in Genomics
- 25
I started in genomics sequencing chromosome 22 for the Human Genome Project. A conversation at the very first Advances in Genome Biology and Technology meeting (AGBT) moved me to the commercial side. I spent the next 25 years there at SeqWright, Agencourt, Beckman Coulter, and Illumina.
Now I help genomics companies assemble high-performing teams that will change medicine. I've sat in and with the roles my clients are hiring for. I know many of the people who can fill them. And I know what it feels like to work with the most talented people in the field toward making an impact.
Working with people from different companies and backgrounds feels like matchmaking in the best way. I'm passionate about building amazing teams for my clients to advance science and medicine, and following genomics' continued trajectory from the bench to the clinic.
The path here
Fills most often
- Territory and field sales
- Clinical specialists and education
- Sales leadership (RSM, director, VP)
Coverage. Also marketing and product management, operations and service, and executive roles; these three most often. Knows Texas and the South Central region best, including the Texas Medical Center, along with the Rocky Mountain West and national strategic accounts.
Genomics & Precision Medicine Practice LeadNow
Sep 2026 to presentFloodGate Medical
Building FloodGate's genomics and precision medicine practice.
Consulting Commercial Director, Strategic Partnerships
2025 to 2026Sequins
Led partnerships and go-to-market for synthetic NGS controls.
Associate Director, Commercial Lead, Genetic Disease Testing
2025Illumina
Led US partnerships for newborn sequencing, cardio genomics and national genomics initiatives.
Associate Director, National Strategic Project Lead
2024 to 2025Illumina
Newborn sequencing market development with NIH, CDC and state public health labs.
National Strategic Project Lead
2022 to 2024Illumina
Commercial lead for an acquired diagnostics company during its hold-separate period, working daily with legal teams and trustees. Led a cross-functional team that engaged Utah's Medicaid director, securing approval of rapid whole genome sequencing for critically ill NICU infants.
Key Account Manager to Executive Strategic Accounts Manager
2014 to 2022Illumina
Carried $30M to $60M named accounts, including a major academic medical center. Hit 105% of a $46M quota.
Regional Manager, Rocky Mountain West
2014Beckman Coulter Life Sciences
Managed nine reps and $26M in quota.
Account Manager to Senior Sales Consultant
2003 to 2014Agencourt Biosciences / Beckman Coulter
Sample prep sales to genomics labs. Inner Circle Award, 2010.
Sales and Marketing
2000 to 2003SeqWright
Sold genomic services worldwide, and supervised a team of three.
Lab Project Coordinator
1997 to 2000University of Oklahoma Advanced Center for Genomic Technology
Human Genome Project sample tracking and sequencing.
Before FloodGate: rapid genome sequencing for critically ill infants in Utah
Critically ill NICU babies in Utah were waiting too long for a diagnosis because Medicaid didn't cover rapid whole genome sequencing. The hard part wasn't the science. It was getting clinicians, payers and policy leaders behind one ask. I took what we'd learned from a similar effort in Texas and led a cross-functional team, including Market Access, that went straight to the state Medicaid director. In November 2023, Utah approved rapid whole genome sequencing as a first-line diagnostic for these infants. It showed me how powerful it is when academic, clinical and patient advocates align on making an impact for the next generation.
Linda’s corner of genomics and precision medicine.
- How to tell if a genomics rep's book of business is real
- What great genomics commercial teams have in common: collaboration across every function that touches the customer, and a network that reaches well beyond their own company
- Hiring commercial leaders for the move from research use only to clinical diagnostics
- Landing your next commercial role after a biotech layoff
- Selling NGS platforms, robotics and related services into academic medical centers, clinical accounts, biotechs, government and pharma
Trained, and certified for it.
- Degree
B.S., Biological Sciences
University of Oklahoma
- Program
Lead 4 Success
Center for Creative Leadership
2023
- Certificate
Health Care Economics
Harvard Business School Online
2022
- Program
Strategic Account Management
2018
- Program
Leadership Development Program
Beckman Coulter
2012 to 2013
- Sales training
SPIN Selling, Miller Heiman, Challenger Sales, Crucial Conversations and Situational Leadership
What most people get wrong
The belief
A big quota history means the rep can sell genomics anywhere.
The reality
The number doesn't tell you if they're a hunter or a farmer. Both matter. A rep coming from the market leader may have built much of their number by growing an installed base. A startup launching a new platform needs someone who can win from scratch. I ask what they won versus what they grew.
The belief
A great research sales rep will be great in clinical diagnostics.
The reality
It's a different job. Clinical is more regulated in what you can say and do, with fewer products and less variety in customers. The training is different too. Some reps thrive there. Some dislike it. Better to find out before the offer.
The belief
You need a PhD to sell genomics.
The reality
Science matters, but it isn't the job. I worked with many brilliant PhDs, and not all of them made a successful move into sales.
The belief
Top sellers win on their own.
The reality
In genomics, the best ones win through other people. Inside the company, that means R&D, medical affairs, market access, marketing, field application scientists and service. Outside, it's lab directors, key opinion leaders and a network that follows them from company to company. I ask candidates who they pulled in to close their biggest deal.
Away from work
Lives in Austin, Texas. A wife and mother who plays tennis and golf, gardens, cooks, travels and takes a lot of photos. A proud University of Oklahoma alum.
Last reviewed by Linda Ray on .
The people who got you here may not be the people who can get you there.