kariusdx - Karius - Director, Commercial Operations

Redwood City, CA (Hybrid) or Remote (USA) - Hybrid3w ago

In Office Director NA Director of Operations CCO Team Leadership Reporting Sales Forecasting Change Management Budget Management

Requirements

• Subject to extended periods of sitting and/or standing, vision to monitor and moderate noise levels. Work is generally performed in an office, lab or clinical environment. • Excellent leadership and communication skills, with the ability to influence and collaborate across teams. • Strong analytical and problem-solving abilities. • Ability to thrive in a fast-paced, dynamic environment with a focus on continuous improvement. • High level of professionalism, integrity, and commitment to achieving results. • Passion for supporting Commercial teams and driving operational success. • Meticulous attention to detail without losing sight of the bigger picture, able to juggle competing priorities and still deliver high caliber work in a fast moving environment. • An excellent communicator who builds credibility quickly across functions and seniority levels, equally comfortable in a working session or a leadership team meeting. • Steady judgment in ambiguous or fast changing circumstances, balancing long term thinking with the discipline to execute now. • A collaborative, values driven leadership style that reflects Karius's culture and mission.

Responsibilities

• Own the strategy and architecture for sales operations, including CRM systems, sales automation, territory design, and performance analytics, ensuring the infrastructure scales with the business and supports multi-year growth plans. • Build and lead a high-performing commercial operations team, setting priorities, developing talent, and establishing the function's long-term operating model as the organization scales. • Establish and govern sales goals, metrics, and KPIs at the individual, team, and organizational level, presenting performance and risk directly to leadership. • Own the end to end sales forecasting process, including pipeline analysis, forecast preparation, scenario modeling, and performance reporting, serving as the primary analytical partner to the CCO and executive team on revenue outlook. • Design, implement, and govern sales compensation structures and incentive programs in partnership with Finance and HR leadership, owning the annual planning cycle and ensuring plans remain competitive and aligned to strategy. • Own vendor strategy, selection, contract negotiation, and budget management for the commercial technology stack, ensuring tools deliver measurable ROI and scale with headcount growth. • Lead change management for new sales tools, processes, and systems, building adoption plans that drive real, sustained behavior change across the sales organization. • Partner with sales leadership to identify and operationalize cross sell and upsell opportunities within the existing customer base, translating insight into repeatable, scalable processes. • Serve as the executive owner of data integrity across CRM and other commercial systems, establishing governance standards and escalation paths that make the data trustworthy enough to drive company-wide decisions. • Build and oversee training and enablement programs that standardize how the sales team uses tools, processes, and methodology, raising execution quality across the team. • Act as the connective tissue between Sales, Marketing, and Finance, ensuring commercial initiatives are coordinated, mutually reinforcing, and tied to broader company strategy. • Translate data into strategic insight, shaping commercial strategy and identifying performance improvement opportunities at the organizational level. • Partner with Finance to monitor performance against targets, flagging variances early and recommending course corrections, including input into annual and quarterly planning cycles.

Benefits

• Karius aims to conquer infectious diseases through innovations around genomic sequencing and machine learning. The company’s platform is already delivering unprecedented insights into the microbial landscape, providing clinicians with a comprehensive test capable of identifying more than a thousand pathogens directly from blood, and helping industry accelerate the development of therapeutic solutions. The products Karius offers today are some of the most advanced solutions available to physicians who aim to deliver better care to many otherwise ineffectively treated patients. Our tests are the result of some incredible work done by our scientists, statisticians, engineers, and physicians, all driven by the same mission. You, as part of the Karius team, will be able to see how directly your work has a life-changing impact on people, and at scale. • Reports to: Chief Commercial Officer • Location: Redwood City, CA (Hybrid) or Remote (USA)