Regional Business Development Manager / Director ( Pacific Time Zone / Western USA).

Deciphex

49d • Remote

About The Position

We are seeking a high-performing, consultative sales professional to serve as Regional Business Development Director – Western U.S. This is a hunter-focused individual contributor role responsible for building and growing revenue across the western United States. The ideal candidate brings deep knowledge of the U.S. anatomic pathology market and has experience calling directly on hospital-based pathology groups, independent reference labs, physician office labs (POLs), and academic medical centers including pathologists, medical directors, lab administrators, and health system leadership. The successful candidate will understand pathology workflow, subspecialty coverage gaps, CPT billing structures (including professional component billing such as 88305-26), and the financial pressures facing pathology practices today. Joining us means shaping the Digital pathology field, rather than watching from the sidelines.
As Regional Business Development Manager / Director for the Western USA, you will own a large, largely untapped territory west of the Rockies.
This is a true
sales hunter & individual contributor role.
There is no team to hand things off to. You’ll be the hunter, going out actively to establish new leads and win new business in a territory with tonnes of potential.
This role is supported by our North America marketing team and Chicago based operations team.

Requirements

• You’ll be Westerns USA based (given customer timezone & international teams)
• You are comfortable with regular travel on site (30 - 50%)
• To thrive here you bring deep familiarity with regional, and ideally national US diagnostics markets, with a focus on anatomic pathology or digital pathology
• 2-4+ years selling into U.S. hospital pathology groups, independent reference labs, or physician office laboratories.
• Demonstrated experience calling directly on pathologists, medical directors, and lab administrators.
• Strong understanding of anatomic pathology workflows including accessioning, slide digitization, subspecialty sign-out, and reporting.
• Familiarity with CPT coding and professional component billing (e.g., 88305-26).
• Experience selling services (not just capital equipment) with recurring revenue models.
• You know how to navigate to pathologists, medical directors, and lab directors, and you already have or can rapidly build a strong network.
• You understand the decision making dynamics behind outsourcing pathology and diagnostic services and can engage credibly with pathologists, medical directors, laboratory directors, and operational leaders.
• Proven ability to engage & transform leads into sales
• Track record of exceeding KPI’s/ Targets - comfortable as a hunter going out to find new business
• You’re motivated by building something from the ground up in a company that is reshaping how pathology works for patients and providers.
• Passion for sales
• Demonstrated passion for prospecting and new business development.
• Every new lead gives you energy, every close feels like a win, and the hunter mentality isn’t an act — it’s how you operate.
• Resilience
• You’ll hear plenty of no, not now, maybe next quarter, and you won’t waste hours chasing ghosts.
• You bounce back fast, pivot to real prospects and keep going until you land the yes that actually matters.
• Follow-up and prioritisation
• You follow up like it’s a competitive sport, keep your pipeline honest
• You know exactly who’s worth your time and who isn’t.
• Self-directed discipline
• You build your own daily hit list, stick to it and execute with the consistency of someone who knows small wins stack up quickly.
• Communication and influence
• You communicate clearly, influence confidently and don’t get rattled when things don’t break your way.
• Flexibility and opportunism
• When a genuine opportunity shows up, you switch gears instantly, jump on it and close before the window shuts.
• Ownership and drive
• You’re self-driven, self-directed and act like you own the territory (western USA) because, well, you do.

Nice To Haves

• Experience with GLP regulations or software will be ‘a distinct advantage’

Responsibilities

• Territory Development & New Business Growth
• Build and execute a territory plan targeting hospital labs, independent pathology groups, and POLs
• Develop and maintain a qualified pipeline aligned with revenue target
• Prospect actively through direct outreach, industry networking, conferences, and referrals
• Convert qualified opportunities into signed service agreements
• Consultative Selling
• Position Diagnexia as a scalable subspecialty coverage solution
• Identify client pain points including:
• Subspecialty coverage gaps (e.g., GI, GU, Derm, Breast)
• Rising locum tenens costs
• Recruiting challenges in difficult geographies
• Turnaround time pressures
• Burnout and uneven workload distribution
• Demonstrate financial and operational ROI versus traditional staffing models
• Relationship Management
• Develop trusted advisor relationships with Pathologists, Medical Directors, Laboratory Directors, Hospital administrators
• Support onboarding and long-term account growth
• Sales Execution & Reporting
• Maintain disciplined CRM documentation
• Forecast accurately
• Manage sales cycle timelines
• Collaborate with marketing and operations teams

Benefits

• Competitive salary with performance based annual increments.
• Commission.
• Healthcare benefits.
• A true sense of meaning in your work by contributing to better patient outcomes.
• The opportunity to work alongside a world-class, high performing team in a hyper-growth startup environment.
• Regular performance feedback and significant career growth opportunities.
• A highly collaborative and supportive multicultural team.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed