Director of Commercial Strategy and Operations

About the role

We are seeking a highly experienced and strategic leader to serve as the Director of Commercial Strategy and Operations within our Prenatal field organization. This organization comprises approximately 250 team members dedicated to advancing our molecular diagnostic solutions in the prenatal space. The successful candidate will be responsible for establishing and leading a new, vital function that will shape the strategic direction and operational excellence of our commercial efforts. This role requires close collaboration with the Vice President of Commercial Sales-Prenatal to develop and execute initiatives that drive revenue growth, improve market penetration, and optimize sales processes. The position is based on-site at our office location, offering an opportunity to influence the company's growth trajectory directly.

Key facts

What you'll do

• Partner with the VP of Commercial Sales-Prenatal to develop comprehensive strategic plans that align with the company's overall business objectives, ensuring that the commercial team is equipped to meet and exceed targets.
• Establish and maintain a regular cadence of operational reviews, including weekly, monthly, and quarterly business reviews, to monitor progress, identify challenges, and implement corrective actions to support revenue and account growth.
• Oversee the design and quarterly adjustment of sales territories for the large field sales team, ensuring optimal coverage and alignment with strategic priorities. Manage Salesforce administrators who support data management, reporting, and analytics functions to ensure data accuracy and accessibility.
• Develop and implement incentive compensation plans that motivate the sales team and align with company goals. Set quarterly quotas for sales territories and individual representatives, ensuring these targets are realistic, competitive, and validated through collaboration with finance and sales leadership.
• Lead the management of sales analytics, reporting, and dashboards by working closely with the commercial data science team. Transform raw data into actionable insights that inform decision-making and strategic adjustments.
• Conduct detailed data analysis to generate insights and recommendations related to field performance, deal outcomes, competitive intelligence, and product launches. Use these insights to refine sales strategies and operational processes.
• Leverage artificial intelligence tools to enhance analytical capabilities, creating a function that significantly increases output and efficiency compared to traditional sales operations teams. This includes automating routine analyses and generating predictive insights to inform strategic decisions.
• Lead high-priority cross-functional initiatives, such as acceleration programs, health system adoption strategies, and electronic medical record (EMR) integration projects. Ensure that insights from the field are effectively communicated to Product, Marketing, and Market Access teams to support aligned efforts.
• Collaborate with various internal teams to ensure that strategic initiatives are executed smoothly and that operational processes support the company's growth ambitions.
• Drive continuous improvement in sales processes, data management, and analytical tools, fostering a culture of data-driven decision-making across the organization.
• Act as a key strategic partner to senior leadership, providing insights and recommendations that influence the company's commercial trajectory and competitive positioning.

Requirements

• A minimum of 10 years of experience in sales strategy, commercial operations, revenue operations, or top-tier management consulting, with a proven track record of working closely with senior sales leadership.
• Demonstrated success in designing and implementing sales territories, establishing quotas, and developing compensation plans for large, rapidly growing field sales organizations.
• Strong analytical skills, including proficiency with AI tools, Excel modeling, troubleshooting Salesforce reports, and presenting complex data insights to executive teams.
• Experience leading high-performing analytical teams, such as commercial analysts or data scientists, and fostering a collaborative environment that drives results.
• Exceptional communication and presentation skills, with the ability to engage effectively with stakeholders at all levels of the organization, including executive leadership.
• A proactive, builder mindset, comfortable navigating ambiguity, and capable of iterating on initial project versions to achieve optimal outcomes.
• Ability to work in a fast-paced environment, managing multiple priorities while maintaining attention to detail and strategic focus.
• Strong project management skills, with experience in leading cross-functional initiatives and ensuring timely delivery of key objectives.
• A track record of working in a highly regulated industry, with an understanding of compliance and data security considerations.
• Experience working with or within a publicly traded company is a plus.

Nice to have

• An MBA or other advanced degree that complements strategic and operational expertise.
• Familiarity with molecular diagnostics, next-generation sequencing, liquid biopsy, prenatal testing, or oncology commercial sectors.
• Direct experience in implementing AI tools within commercial operations, enhancing analytical workflows and decision-making processes.
• Knowledge of the healthcare industry, including health system adoption, payer strategies, and EMR integration.
• Experience working in a company with a global footprint or complex organizational structure.

Skills & tools

• Proficiency in data analysis, including the use of AI tools, Excel, and Salesforce.
• Strong project management and organizational skills, capable of leading cross-functional teams and initiatives.
• Ability to develop and interpret dashboards, reports, and predictive models that inform strategic decisions.
• Familiarity with data visualization and reporting tools to communicate insights effectively.

Practical notes

• This position is open to candidates requiring visa sponsorship.
• We offer a comprehensive benefits package, including multiple healthcare options, a retirement savings plan with company matching, and generous parental leave policies.
• The total compensation package for this role can reach up to $471,554 annually, with a base salary range of $246,525 to $267,962.
• The role is based on-site at our office location, and candidates should be prepared to work in a collaborative, on-site environment.
• We are committed to fostering an inclusive environment and welcome applicants from diverse backgrounds. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
• If you are passionate about transforming molecular diagnostics and making a significant impact in healthcare, we encourage you to apply and join our innovative team.