Director of Business Development

Director of Business Development Driving Early Market Adoption and Strategic Partnerships Location: Boston, MA, USA (field + travel) | Type: Full-time Work Arrangement: Hybrid - 3 days onsite / 2 days remote Reports to: CEO | Team: Business About the Company PhAST develops leading technology for microbiology, combining single-cell imaging, microfluidics, and AI computer vision. The first product, the PhAST Blood Culture Gram-negative Panel, delivers Antimicrobial Susceptibility Testing (AST) results for positive blood cultures in 100 minutes for a panel of 15 antibiotics and the majority of Gram-negative pathogens, and received FDA 510(k) clearance (K253316) in June 2026. We are now developing U.S. commercialization post-clearance. Position Overview We are hiring a Director Business Development to establish PhAST's early commercial presence following FDA clearance. The role combines strategic business development with early commercialization, with the primary objective of securing initial hospital deployments, generating early commercial traction, and building strategic partnerships. The Director of Business Development will develop and execute the U.S. go-to-market strategy, build relationships with leading hospital laboratories and key opinion leaders, negotiate pilot placements and commercial agreements, and help shape longer-term commercialization. The role is intentionally hands-on and entrepreneurial and will initially operate without a larger commercial organization. Success in this role will initially be measured by establishment of high-value hospital deployments, strategic partnerships and commercial readiness rather than by building a large sales organization. Key Responsibilities Develop and execute PhAST's early U.S. go-to-market strategy following FDA clearance. Identify, prioritize and secure early hospital deployments and first commercial customers. Build relationships with microbiology laboratory directors, infectious disease physicians, antimicrobial stewardship teams, laboratory management and hospital leadership. Negotiate pilot evaluations, reagent-rental agreements, early commercial placements and purchasing agreements. Develop long-term relationships with key opinion leaders, flagship academic medical centers, and IDNs. Provide commercial and field input to inform distribution-partnership strategy. Support strategic initiatives including interactions with investment bankers, potential strategic partners and commercial due diligence. Develop commercial positioning, pricing strategy and value propositions together with internal technical and clinical teams. Collect customer feedback and market intelligence and translate it into recommendations for product, workflow and future menu development. Work closely with engineering, clinical, regulatory and product teams to ensure successful customer deployments. Build the early commercial organization over time, including recruitment of Clinical Applications Specialists and other commercial personnel as commercialization expands. Required Qualifications 10+ years of business development and/or commercial leadership experience in IVD, diagnostics or medical devices. Existing relationships with microbiology laboratories, ID physicians, antimicrobial stewardship programs, GPOs, and IDN C-suite or supply chain leadership. Demonstrated success commercializing innovative diagnostic technologies in U.S. hospital laboratories. Experience with capital equipment, reagent-rental models and value-based selling. Strong understanding of clinical microbiology laboratory workflows and hospital purchasing processes. Proven ability to build relationships with key opinion leaders and major healthcare institutions. Experience working cross-functionally with engineering, clinical, regulatory and product organizations. Preferred Qualifications Clinical microbiology, infectious diseases, rapid diagnostics or AST experience. Experience negotiating strategic partnerships, distribution agreements or commercial collaborations. Experience supporting fundraising, strategic transactions or M&A due diligence. PhAST is an Equal Opportunity Employer. We are committed to building a diverse team and do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, or any other characteristic protected by applicable law. Candidates must be authorized to work in the United States. This role requires regular on-site access to hospital and hospital laboratory environments. Candidates must be able to meet standard hospital vendor credentialing requirements (e.g., background check, immunization records, health screenings) as a condition of site access. #J-18808-Ljbffr