Regional Sales Director (Western Region)

About Karius

Karius is a life science, venture-backed metagenomics company, focused on elevating patient care through microbial insights. We are committed to advancing diagnostics science and technology to optimize the diagnosis and treatment of infectious diseases. Through the use of genomics and AI, we are driven to improve the diagnostics landscape for infectious diseases. Karius delivers unprecedented diagnostic insight by detecting microbial cell-free DNA circulating in the body to assist physicians to make rapid treatment decisions.

Position Summary

This represents an incredible opportunity to join a growing life sciences company poised to revolutionize the Infectious Disease diagnostics market. We are expanding the launch of our proprietary, Next- Generation Sequencing test in hospitals and health systems across the U.S. Joining Karius in our commercialization effort will both accelerate your career and advance our vision to see a world where infectious disease is no longer a major threat to human health.

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. This is an exciting and pivotal time to lead regional efforts at Karius as we bring transformative technologies to clinicians and patients.

Why Should You Join Us?

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 Karius test we provide today is one of the most advanced solutions available to physicians who aim to deliver better care to many otherwise ineffectively treated patients. Our test is 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:

Vice-President of Sales and MSLs

Territory:

• Western Region of the United States. Preferred base location in San Francisco, Los Angeles, Seattle, Salt Lake City, or Denver, located near a major airport hub
• 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.

What’s Fun About the Job?

Karius is operating at the edge of what is now known to be possible in infectious disease diagnostics. With that, comes a wave of new and incredible challenges and opportunities. To deliver on that value, you will be tapping into some of the most advanced technologies, architecting and innovating where the current solutions simply don't suffice. You will get to see how much your work really matters.

Travel (Local and Regional):

Up to 70%

Physical Requirements

Subject to extended periods of sitting and/or standing, vision to monitor and moderate noise levels. Work is generally performed remotely in the field.

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.

At Karius, we value a diverse and inclusive workplace and provide equal employment opportunities for all applicants and employees and are committed to honor and invest in the full diversity of people, in our hiring, recruiting and development of employees across the Company.  All qualified applicants for employment are encouraged to apply and will be considered without regard to an individual’s race, color, sex, gender identity and gender expression (including transgender individuals who are transitioning, have transitioned, or are

perceived to be transitioning to the gender with which they identify), religion, age, national origin or ancestry, citizenship, physical or mental disability, medical condition, family care status, marital status, domestic partner status, sexual orientation, genetic information, military or veteran status, or any other basis protected by federal, state or local laws.

If you are unable to submit your application due to a disability, please contact us at recruiting@kariusdx.com and we will accommodate qualified individuals with disabilities.