Director - Federal Accounts & Urology

At Caris, we understand that cancer is an ugly word-a word no one wants to hear, but one that connects us all. That's why we're not just transforming cancer care-we're changing lives.

We introduced precision medicine to the world and built an industry around the idea that every patient deserves answers as unique as their DNA. Backed by cutting-edge molecular science and AI, we ask ourselves every day: "What would I do if this patient were my mom?" That question drives everything we do.

But our mission doesn't stop with cancer. We're pushing the frontiers of medicine and leading a revolution in healthcare-driven by innovation, compassion, and purpose.

Join us in our mission to improve the human condition across multiple diseases. If you're passionate about meaningful work and want to be part of something bigger than yourself, Caris is where your impact begins.

Position Summary

The Director of Federal Accounts & Urology sits at the intersection of commercial growth, operational execution, and precision oncology impact across Federal health systems (VA, DoD, DHA) and enterprise urology accounts. This role is responsible for driving adoption of Caris Life Sciences' advanced diagnostics and precision oncology solutions by leading strategic account development, disciplined program execution, and cross-functional collaboration within complex federal and specialty care environments.

By combining strategic account leadership with operational rigor, this position strengthens enterprise partnerships, accelerates test utilization, and expands patient access to personalized cancer care. The director serves as a trusted partner to federal stakeholders, urology leaders, and internal teams to ensure successful onboarding, adoption, and long-term account growth.

Job Responsibilities

Federal Account & Territory Leadership (VA / DoD / DHA)

• Develop and execute federal account business plans aligned to Veterans Affairs Medical Centers (VAMCs), Veterans Integrated Service Networks (VISNs), Military Treatment Facilities (MTFs), and Defense Health Agency (DHA) networks to drive sustainable test volume growth.

• Lead new account acquisition and expansion across targeted federal facilities and networks.

• Expand utilization of Caris molecular profiling, next-generation sequencing (NGS), and precision oncology solutions within assigned federal strategic accounts.

• Conduct Quarterly Business Reviews (QBRs) with federal stakeholders to assess performance, utilization trends, and enterprise growth opportunities.

• Analyze account- and territory-level data to identify barriers, growth opportunities, and productivity improvements.

Urology Strategic Account Leadership

• Develop and execute urology specialty growth strategies across health systems, urology groups, and integrated delivery networks.

• Expand adoption across urologic oncology pathways, including prostate, bladder, and kidney cancers, within multidisciplinary care teams.

• Partner with urology leaders, pathology and laboratory teams, and oncology stakeholders to integrate testing into workflows, tumor boards, and standard-of-care decision points.

• Deliver urology-specific value messaging and education aligned to clinical evidence and practice needs.

Sales Execution & Business Development

• Sell Caris oncology diagnostics and services to pathology, laboratory, oncology, and urology stakeholders within federal and enterprise accounts.

• Prospect, position, and close new business while ensuring strong post-sale adoption, utilization, and long-term retention.

• Navigate billing, reimbursement, and payer dynamics, including federal-specific considerations, to support physician and institutional decision-making.

• Maintain deep knowledge of competitive products, technology platforms, and market dynamics.

• Meet or exceed assigned revenue, volume, and growth targets.

Project Management & Operational Execution

• Serve as the primary project owner for strategic initiatives, including account onboarding, workflow optimization, EMR/LIS integrations, and service enhancements.

• Coordinate cross-functional execution across Operations, Client Services, Laboratory, Medical Affairs, IT, and Contracting/Compliance partners.

• Track project timelines, deliverables, and outcomes using CRM and project management tools.

• Develop dashboards and scorecards to measure case growth, turnaround time (TAT) improvements, issue resolution, and overall account productivity.

• Proactively identify and resolve operational challenges that impact customer experience, particularly within complex federal environments.

Cross-Functional Leadership & Team Enablement

• Act as a subject matter expert and mentor to Oncology Case Managers and Oncology Account Executives supporting federal and urology initiatives.

• Align field team efforts to account strategies and regional growth priorities.

• Provide market intelligence, competitive insights, and customer feedback to senior leadership.

• Partner with marketing and analytics teams to deliver customized reporting and value-based presentations for federal and urology stakeholders.

Customer Engagement & Relationship Management

• Establish and maintain strong relationships with pathologists, laboratory directors, urologists, uro-oncologists, oncologists, administrators, and hospital leadership.

• Lead customer-facing presentations and educational sessions on Caris technology, clinical value, and differentiation.

• Support ordering complexity and results utilization in coordination with internal clinical resources, with appropriate access to protected health information (PHI) as required.

• Engage with billing and finance teams to support claim follow-up and payment resolution when necessary.

• Ensure high levels of account satisfaction, retention, and long-term partnership.

Required Qualifications

• Bachelor's degree in life sciences, business, or a related field.

• Minimum of 7 years of experience in oncology diagnostics, molecular diagnostics, precision medicine, or complex healthcare sales.

• Deep knowledge of tumor profiling, molecular diagnostics, oncology workflows, and pathology/laboratory environments.

• Demonstrated success growing complex strategic accounts and driving enterprise adoption across multiple stakeholders.

• Strong understanding of billing, reimbursement, and payer dynamics.

• Proven ability to operate effectively in a matrixed, cross-functional organization.

• Proficiency with CRM systems (e.g., Salesforce), reporting tools, and Microsoft Office Suite.

• Ability to successfully complete pre-employment processes, including background check, drug screening, and reference check.

• Willingness and ability to travel approximately 50%.

Preferred Qualifications

• Experience selling into VA, DoD, DHA, or other large federal or public-sector health systems.

• Established relationships within urology or urologic oncology practices and hospital systems.

• MBA or other advanced degree.

• Prior leadership or mentoring experience.

• PMP certification or formal project management training.

Physical Demands

• Ability to sit or stand for extended periods while working remotely or on-site with customers.

• Ability to travel by air and automobile for customer meetings and regional responsibilities.

• Ability to lift and carry materials up to 25 pounds occasionally.

Training

• All job-specific, compliance, and safety training will be assigned based on the responsibilities associated with this role.

• Ongoing training related to Caris products, systems, regulatory requirements, and commercial processes is required.

Other

• This position is field-based and requires significant travel.

• Evening, weekend, or holiday work may be required based on customer needs and business priorities.

• This role may require after-hours responsiveness for critical customer, operational, or federal account issues.

Annual Hiring Range

$180,000 - $210,000

Actual compensation offer to candidate may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level. The pay ratio between base pay and target incentive (if applicable) will be finalized at offer.

Description of Benefits

• Highly competitive and inclusive medical, dental and vision coverage options

• Health Savings Account for medical expenses and dependent care expenses

• Flexible Spending Account to pay for certain out-of-pocket expenses

• Paid time off, including: vacation, sick time and holidays

• 401k match and Financial Planning tools

• LTD and STD insurance coverages, as well as voluntary benefit options

• Employee Assistance Program

• Pet Insurance

• Legal Assistance

• Tuition Assistance

Conditions of Employment: Individual must successfully complete pre-employment process, which includes criminal background check, drug screening, credit check ( applicable for certain positions) and reference verification.

This job description reflects management's assignment of essential functions. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities to this job at any time.

Caris Life Sciences is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, gender identity, sexual orientation, age, status as a protected veteran, among other things, or status as a qualified individual with disability.

Caris Life Sciences is a leading innovator in molecular science and artificial intelligence focused on fulfilling the promise of precision medicine through quality and innovation.

Caris is committed to quality and excellence at our state-of-the-art laboratories. Learn more about our tissue lab and the advanced technologies that are helping improve the lives of cancer patients.