[Remote] Director of Commercial Strategy and Operations
Note: The job is a remote job and is open to candidates in USA. BillionToOne is a next-generation molecular diagnostics company on a mission to make powerful, accurate diagnostic tests accessible to everyone. They are seeking a Director of Commercial Strategy and Operations to build and lead a new function that will serve as the strategic and operational backbone of their Prenatal field organization, driving revenue and account expansion.
Responsibilities
- Partner with the VP, Commercial Sales–Prenatal to set strategy, annual plans, and the operating cadence (WBRs, MBRs, QBRs) that drives revenue and account expansion
- Lead territory design and quarterly rebalancing for a 250-person field team scaling into new geographies, with dotted-line management of the Salesforce admins who power the data
- Own incentive compensation design and quarterly quota setting — building plans that reinforce strategic priorities and stand up to finance and field scrutiny
- Direct sales analytics, dashboards, and reporting, working closely with the commercial data science team to turn field activity into insight and insight into action
- Use data to go from "what" to "why" — and from "why" to "what we should do about it" — synthesizing tangible recommendations from field performance, deal outcomes, competitive signal, and product launches
- Treat AI as a force multiplier — building a function that produces several multiples of the analytical output of a traditional sales ops team
- Program-manage the highest-priority cross-functional initiatives — acceleration programs, health system adoption, EMR integration — and liaise to bring field signal into Product, Marketing, and Market Access
Skills
- 10+ years across 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 comp plans for field sales orgs during rapid growth
- Hands-on analytical rigor: you can do data analysis with AI, build a model in Excel, debug a Salesforce report, and present the answer to the VP in the same 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
- A builder's mindset: high comfort with ambiguity, and the instinct to ship a v1 and iterate
- MBA or advanced degree
- Experience in molecular diagnostics, NGS, liquid biopsy, prenatal, or oncology commercial environments
- Hands-on experience deploying AI tools (LLMs, agents, custom workflows) inside commercial functions
- Experience at a publicly traded company
Benefits
- Working alongside brilliant, kind, passionate and dedicated colleagues, in an empowering environment, toward a global vision, striving for a future in which transformative molecular diagnostics can help millions of patients
- Open, transparent culture that includes weekly Town Hall meetings
- The ability to indirectly or directly change the lives of hundreds of thousands of patients
- Multiple medical benefit options; employee premiums paid 100% of select plans, dependents covered up to 80%
- Extremely generous Family Bonding Leave for new parents (16 weeks, paid at 100%)
- Supplemental fertility benefits coverage
- Retirement savings program including a 4% Company match
- Increase paid time off with increased tenure
- Latest and greatest hardware (laptop, lab equipment, facilities)
- Competitive base pay
- Generous equity options offering
- Corporate bonus program
- Industry-leading company benefits (free healthcare options, 401k match, very generous fully paid parental leave, etc.)
Company Overview