Role Summary

We are seeking an experienced and results-driven Director of Inside Sales to lead a team of Inside Sales Representatives (ISRs) in the rapidly evolving genomics instruments and consumables market. The successful candidate will be responsible for developing, coaching, and scaling a high-performing team to drive new customer acquisition, consumables expansion within existing accounts, and growth into new verticals such as Biopharma and Clinical.

This role requires strong leadership, proven success in inside sales management, and a disciplined, repeatable process for building pipeline, tracking performance, and achieving aggressive sales targets. The ideal candidate has a background in Life Sciences, Biotech, or Genomics, with the ability to foster collaboration across sales, marketing, and product teams to maximize growth.

Key Responsibilities

• Lead, coach, and manage a team of Inside Sales Representatives to achieve and exceed pipeline, sales, and revenue goals.
• Implement and manage a disciplined sales process with clear KPIs (calls, emails, SQLs, opportunities created, conversion rates).
• Drive pipeline development through inbound and outbound prospecting, nurturing leads, and progressing opportunities.
• Partner with Marketing to execute targeted demand generation campaigns and track ROI.
• Collaborate with Field Sales and Channel Partners to ensure alignment of strategies and account coverage.
• Expand consumables sales by building repeat-purchase programs, driving upsell/cross-sell campaigns, and increasing utilization in existing accounts.
• Identify and execute strategies to penetrate new markets/verticals such as Biopharma and Clinical.
• Forecast and report on team performance with accuracy; deliver insights to improve process efficiency.
• Leverage CRM and sales enablement tools to measure productivity, track KPIs, and ensure data accuracy.
• Recruit, onboard, and develop talent within the ISR team to build a strong internal sales pipeline.

Qualifications

• Minimum 5 years of experience leading Inside Sales teams in Life Sciences, Genomics, Biotech, or related high-technology industries.
• Proven track record of achieving sales and pipeline growth through structured inside sales processes.
• Strong knowledge of sales productivity tools and CRM platforms (e.g., Salesforce, HubSpot, Outreach, SalesLoft).
• Demonstrated ability to measure and manage KPIs such as calls, emails, SQLs, pipeline created, opportunity conversion, and revenue impact.
• Experience growing consumables and recurring revenue streams within existing customer bases.
• Ability to design and implement programs that expand penetration into new verticals (Biopharma, Clinical, etc.).
• Strong leadership skills with experience recruiting, mentoring, and scaling high-performing inside sales teams.
• Excellent communication, organizational, and analytical skills.
• Bachelor’s degree required; advanced degree in Business or Life Sciences preferred.

This role is not eligible for visa sponsorship.

You may be required from time to time to visit and work at PacBio locations and for such times as the Company considers necessary for the proper performance of your duties.

All listed tasks and responsibilities are deemed as essential functions to this position; however, business conditions may require reasonable accommodations for additional tasks and responsibilities.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, protected veteran status, or on the basis of disability, gender identity, and sexual orientation.

Salary Range: $169,000.00 - $253,600.00

Equal Opportunity Employment statements and related notices are provided as part of PacBio’s commitment to fair hiring practices.

If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at 650-521-8000, or careers@pacificbiosciences.com for assistance.