Regional Sales Director (Western Region)
About The Position
Karius is a life science, venture-backed metagenomics company focused on improving patient care through microbial insights and advancing the diagnosis and treatment of infectious diseases. The company uses genomics and AI to detect microbial cell-free DNA in the body and help physicians make rapid treatment decisions. The Regional Sales Director (RSD) leads commercial execution across the Western Region of the United States and is accountable for assigned regional revenue goals, growth in Karius test utilization, and market penetration in hospitals and health systems. The RSD hires, develops, and leads Clinical Sales Managers (CSMs), sets expectations, builds territory strategies, and promotes accountability, coaching, and continuous development. In partnership with Medical Science Liaison Directors, the RSD coordinates customer engagement across CSM–MSL territory pairs to accelerate adoption and deepen account value. As a member of the Sales Leadership Team, the RSD contributes to national commercial strategy and major initiatives, including product launches, workflow and EHR integration, and market development. The role provides customer and market insights to inform innovation and operational excellence. The position reports to the Vice-President of Sales and MSLs. The preferred base locations are San Francisco, Los Angeles, Seattle, Salt Lake City, or Denver, near a major airport hub. Travel is up to 70%. Work is generally performed remotely in the field.
Requirements
- Bachelor’s degree required.
- 10 or more years of sales or business development experience in Life Sciences, Biotech, Medical Device, Diagnostics, or Pharmaceutical industries.
- At least 5 years of successful people-management experience.
- Proven success selling, and leading teams that sell, to multiple stakeholders within the hospital ecosystem, including laboratory leaders and physicians.
- Demonstrated track record launching and scaling transformational or novel technologies that influence clinical practice before guideline adoption or broad publication.
- Experience hiring, coaching, and managing direct reports and developing high-performing teams.
- Ability to set priorities, allocate resources, take accountability, and deliver results in a fast-paced environment.
- Strong business acumen, analytical aptitude, and problem-solving skills.
- Exceptional relationship-building skills and ability to establish credibility with C-suite executives and clinical and laboratory leaders.
- Valid driver’s license.
- Entrepreneurial spirit and comfort multitasking in a fast-paced, ambiguous, growth-oriented environment.
- Strong presentation and negotiation skills, including ability to facilitate engaging discussions with small and large groups.
- High standards of ethics, integrity, and confidentiality, and ability to build trusting professional relationships.
- Passion for Karius’s mission and reputation and willingness to invest in the company culture.
Nice To Haves
- Advanced degree or MBA.
Responsibilities
- Achieve assigned regional revenue goals through sustained growth in existing and new accounts.
- Set clear regional expectations, build territory and account development plans, and ensure consistent use of the Karius Sales Cycle, KPIs, and CRM processes.
- Develop and execute regional business plans, manage regional budgets, and oversee initiatives, timelines, and performance milestones.
- Use sales reports and commercial analytics to guide regional priorities and decision-making and promote accurate data use across the team.
- Prepare and deliver Regional Quarterly Business Reviews with strategy, performance analysis, action plans, and resource needs.
- Hire, lead, and develop a high-performing team of Clinical Sales Managers; conduct field coaching and performance reviews using activity, specialty mix, product penetration, funnel progression, and account adoption indicators.
- Partner with the Medical Science Liaison Director to align CSM–MSL territory strategies, coordinate customer engagement, and foster collaboration.
- Build knowledge of Karius technology, science, and clinical applications to coach CSMs and improve selling effectiveness.
- Develop and maintain relationships with key customers, clinical champions, and thought leaders.
- Support customer development through strategic co-travel and joint customer visits to understand needs, identify opportunities, and strengthen account partnerships.
- Advise senior leadership and Sales Operations on forecasting, market potential, territory design, and incentive compensation programs.
- Contribute to commercial strategy, organizational priorities, and cross-functional alignment as a member of the Sales Leadership Team.
- Collaborate with Marketing, Medical Affairs, Operations, and Implementation to execute initiatives, drive product adoption and portfolio expansion, and provide actionable market insights.
- Contribute to sales training strategy, coaching methodology, and field readiness for new messaging, collateral, and product launches.
- Ensure compliance with laws, regulations, and internal policies while modeling company values and ethical, customer-focused decision-making.
- Travel locally and regionally, up to 70%.
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What This Job Offers
Job Type
Full-time
Career Level
Director
