Director of Commercial Strategy and Operations

Director of Commercial Strategy and Operations

We're hiring a Director of Commercial Strategy and Operations to build and lead a brand-new function: the strategic and operational backbone of our ~250-person Prenatal field organization. You'll be the direct partner to our VP, Commercial Sales–Prenatal, and you'll define what excellence looks like in commercial strategy and operations at BillionToOne. There's no playbook to inherit — you'll design it.

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

Qualifications

• 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

Nice-to-Haves

• MBA or advanced degree