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Karius is a venture-backed clinical metagenomics company advancing diagnostic science for infectious diseases using genomics and AI. The company detects microbial cell-free DNA in blood to help physicians make rapid treatment decisions, identifying over 1,000 pathogens directly from blood samples.
The Director of Commercial Operations is a strategic operational leader reporting to the Chief Commercial Officer, owning the sales systems, processes, and analytics that drive Karius's commercial success. This role bridges Sales, Marketing, and Finance to optimize operational efficiency, sharpen forecasting accuracy, and accelerate revenue growth.
Key responsibilities include architecting and scaling sales operations infrastructure (CRM systems, sales automation, territory design, performance analytics) to support multi-year growth. You will build and lead a high-performing commercial operations team, establishing the function's operating model as the organization scales. You own the end-to-end sales forecasting process, including pipeline analysis, scenario modeling, and performance reporting to the executive team.
Additional responsibilities span designing and governing sales compensation structures and incentive programs in partnership with Finance and HR; owning vendor strategy and the commercial technology stack budget; leading change management for new sales tools and processes; and identifying operationalized cross-sell and upsell opportunities. You will serve as executive owner of CRM data integrity, establish governance standards, and build training and enablement programs that standardize sales execution.
You act as connective tissue between Sales, Marketing, and Finance, translating data into strategic insight and shaping commercial strategy. You partner with Finance on performance monitoring, flag variances early, and provide input into annual and quarterly planning. You own market intelligence and competitive analysis, building repeatable processes that inform go-to-market strategy at the leadership level.
The role requires 10+ years of progressive commercial or sales operations experience (or 8+ with a Master's degree), including at least 4+ years in people management, ideally within life sciences, healthcare, or diagnostics. A Bachelor's degree in Business, Marketing, Operations, or related field is required; MBA preferred. Travel up to 25% is required.
