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BillionToOne is a publicly traded Nasdaq company transforming healthcare through precision diagnostics in prenatal and cancer care. We're seeking a Director of Commercial Strategy and Operations to build and lead a new function serving as the strategic and operational backbone of our ~250-person Prenatal field organization.
You'll partner directly with the VP of Commercial Sales–Prenatal to define excellence in commercial strategy and operations from the ground up. There is no existing playbook; you'll design it.
Key responsibilities include:
• Partner with VP, Commercial Sales–Prenatal on strategy, annual planning, and operating cadence (WBRs, MBRs, QBRs) to drive revenue and account expansion
• Lead territory design and quarterly rebalancing for the 250-person field team scaling into new geographies, with dotted-line management of Salesforce admins
• Own incentive compensation design and quarterly quota setting, building plans that reinforce strategic priorities and withstand finance and field scrutiny
• Direct sales analytics, dashboards, and reporting in close collaboration with the commercial data science team to convert field activity into actionable insights
• Use data to move from "what" to "why" to "what we should do about it," synthesizing recommendations from field performance, deal outcomes, competitive signals, and product launches
• Leverage AI as a force multiplier to produce analytical output several multiples of a traditional sales ops team
• Program-manage high-priority cross-functional initiatives (acceleration programs, health system adoption, EMR integration) and bring field signal into Product, Marketing, and Market Access
Required qualifications:
• 10+ years in sales strategy, commercial operations, revenue operations, or top-tier management consulting with material time partnering closely with senior sales leadership
• Proven track record designing territories, setting quotas, and building variable compensation plans for field sales organizations during rapid growth
• Hands-on analytical rigor: ability to perform data analysis with AI, build Excel models, debug Salesforce reports, and present findings to VPs in a single day
• Experience leading high-performing analytical teams, including data scientists or commercial analysts
• Excellent communication and executive presence credible from individual contributor to C-suite
• Builder's mindset with high comfort for ambiguity and instinct to ship v1 and iterate
Nice-to-haves: MBA or advanced degree, experience in molecular diagnostics/NGS/liquid biopsy/prenatal/oncology, hands-on AI deployment (LLMs, agents, custom workflows), or experience at a publicly traded company.
