Job Title: Regional Manager of Business Development 

Job Location: Remote - Western U.S. 

 

Role Overview

This role is responsible for developing new anatomic pathology service partnerships across the Western United States, with full ownership of regional business development activity.

The focus is on building new customer relationships within outsourced anatomic and digital pathology services. Success requires a hands-on, field-oriented approach to territory growth, direct engagement with clinical decision makers, and consistent execution against commercial targets.

This is a quota-carrying, individual contributor role with responsibility for the full sales lifecycle, supported by centralized marketing and operations teams.

Key Responsibilities

• Own and develop a defined Western U.S. territory, building a sustainable pipeline of new business
• Independently plan weekly activity, manage your schedule, and prioritize high-value opportunities
• Identify, shape, and close strategic anatomic and digital pathology partnerships
• Map the territory, build and maintain target account lists, and convert interest into signed agreements
• Spend the majority of time prospecting remotely, with 30–50% travel for in-person meetings
• Meet face-to-face with senior decision makers including pathologists, medical directors, and laboratory directors
• Position digital pathology services as a cost-effective, high-quality alternative for hospitals, regional reference labs, and physician office labs
• Maintain an accurate, realistic pipeline and adapt sales strategy based on market feedback
• Consistently achieve and exceed new-business sales targets and KPIs
• Complete required training (may include ISMS, GLP, DocuSign, and GDPR awareness)
• Develop service-led pathology partnerships (not hardware or test sales) with hospitals and laboratory organizations.

Required Skills & Experience

• Based in the Western United States (Pacific Time Zone strongly preferred)
• Comfortable with regular travel (30–50%)
• 2–4+ years of experience selling U.S. digital pathology or diagnostic laboratory services
• Strong knowledge of anatomic pathology (AP) markets at a regional and ideally national level
• Solid understanding of how digital pathology services are delivered, reimbursed, and scaled in the U.S., including TC/PC split models, reporting workflows, and commercial drivers
• Proven ability to navigate and sell to pathologists, medical directors, lab directors, and operational leaders
• Demonstrated success converting leads into closed business
• Track record of exceeding sales targets and KPIs in a hunter-style role

What We Offer

• Competitive compensation with opportunity for performance-based progression
• Health benefits designed to support long-term wellbeing
• Generous paid time off with an emphasis on sustainable work practices
• The opportunity to contribute directly to improved clinical quality and patient care
• A high degree of autonomy with visibility at senior leadership level
• Ongoing performance feedback with opportunities to broaden responsibility and impact