Regional Sales Director (Western Region)

Position Summary

The Regional Sales Director is responsible for achieving assigned regional revenue goals by driving sustained growth in Karius test utilization and market penetration in hospitals and across health systems with a rapidly expanding diagnostic portfolio. The RSD hires, develops, and leads a high-performing team of Clinical Sales Managers (CSMs), sets clear expectations, builds territory strategies, and fosters a culture of accountability, coaching, and continuous development. In close partnership with Medical Science Liaison Directors, the RSD ensures coordinated and strategic customer engagement across CSM–MSL territory pairs to accelerate adoption and deepen account value. As a key member of the Sales Leadership Team, the RSD contributes to the design and execution of national commercial strategy, champions major initiatives including new product launches, workflow/EHR integration, market development and provides timely customer insights that shape future innovation and operational excellence.

Primary Responsibilities

Business Results and Regional Execution

• Achieve assigned regional revenue goals through sustained growth in both existing and new accounts.
• Drive disciplined regional execution by setting clear expectations, building territory and account development plans, and ensuring consistent adoption of the Karius Sales Cycle, KPIs, and CRM processes.
• Develop and execute regional business plans, manage regional budgets, and maintain ownership of initiatives, timelines, and performance milestones.
• Leverage sales reports and commercial analytics to guide regional priorities, inform decision-making, and ensure accurate and effective use of data across the team.
• Prepare and deliver Regional Quarterly Business Reviews (QBRs) with clear strategy, performance analysis, action plans, and resource needs.

Coaching, Talent Development & Performance Leadership

• Hire, lead, and develop a high-performing team of Clinical Sales Managers (CSMs). Conduct regular field coaching sessions and performance reviews, using leading and lagging indicators (call activity, specialty mix, product penetration, funnel progression, account adoption) to drive continuous improvement and accountability.
• Partner closely with the Medical Science Liaison Director (MSLD) to align CSM-MSL territory strategies, coordinate customer engagement, and foster a collaborative “we-win-together” environment.
• Build deep knowledge of Karius technology, science, and clinical applications to effectively coach and develop CSMs and enhance their selling effectiveness.

Customer and Market Engagement

• Develop and maintain strong relationships with key customers, clinical champions, and thought leaders.
• Support customer development through strategic co-travel and joint customer visits to understand needs, uncover opportunities, and strengthen account partnerships.

Strategic Leadership and Cross-Functional Collaboration

• Provide strategic input to senior leadership and Sales Operations in forecasting, market potential assessment, territory design, and incentive compensation programs.
• Play an active role on the Sales Leadership Team, contributing to short- and long-term commercial strategy, organizational priorities, and cross-functional alignment.
• Collaborate with Marketing, Medical Affairs, Operations, and Implementation to execute business initiatives, drive product adoption (including new portfolio expansions), and deliver actionable market insights.

Training and Field Readiness

• Support ongoing training and field readiness by contributing to sales training strategy, coaching methodology, and preparation for new messaging, collateral, and product launches.

Compliance and Values

• Ensure compliance with all laws, regulations, and internal policies while modeling Karius values and fostering ethical, customer-focused decision-making across the region.

Position Requirements

• Bachelor’s degree required; advanced degree or MBA preferred.
• 10+ years of sales or business development experience within Life Sciences, Biotech, Medical Device, Diagnostics, or Pharmaceutical industries, including 5+ years of successful people management.
• Proven success selling—and leading teams who sell—to multiple stakeholders within the hospital ecosystem, including both laboratory leaders and physicians.
• Demonstrated track record of launching and scaling transformational or novel technologies that influence clinical practice prior to guideline adoption or broad publication.
• Strong ability to build, lead, and develop high-performing teams; proven experience hiring, coaching, and managing direct reports.
• Ability to set priorities, allocate resources effectively, take accountability, and deliver results in a fast-paced environment.
• Excellent business acumen with strong analytical aptitude and problem-solving skills.
• Exceptional relationship-building skills and the ability to establish credibility with stakeholders ranging from C-suite executives to clinical and laboratory leaders.
• Valid driver's license.

Personal Qualifications

• Has an entrepreneurial spirit and is comfortable multi-tasking and working in a fast-paced, ambiguous, growth-oriented environment.
• Strong presentation acumen and negotiation skills, ability to manage and facilitate engaging discussions with both small and large groups.
• Unquestionable personal code of ethics, integrity, confidentiality and ability to build trusting and professional relationships.
• Passionate about the mission and reputation of Karius while investing in the culture as the company grows.