Territory Manager - Maryland & Virginia

About PathnosticsPathnostics is a precision diagnostics company focused on infectious disease and cancer. Our flagship test, Guidance® UTI, combines multiplex PCR with our proprietary Pooled Antibiotic Susceptibility Testing (P-AST™) to help clinicians choose the right treatment faster, especially for patients with complicated and recurrent UTIs. Learn more at pathnostics.com.
The OpportunityWe're looking for a driven, relationship-focused sales professional to own and grow our Maryland and Virginia territory. Candidates based in the Baltimore, Washington, D.C., or Richmond areas are preferred. You'll partner with urologists, urogynecologists, and their care teams to bring a differentiated, clinically validated test into their practices. This is a hunter role with real upside: uncapped commission, a strong product story, and the autonomy to build your territory your way.
What You'll DoOwn the Maryland and Virginia territory and drive year-over-year revenue growth, consistently meeting or exceeding monthly, quarterly, and annual goalsExpand the territory's footprint by identifying, prospecting, and converting new practices through cold calls, in-person visits, and referralsGrow volume within existing accounts by deepening adoption across providers, locations, and clinical use casesBuild a strategic territory plan that prioritizes high-potential accounts and turns pipeline into predictable, sustainable growthDevelop key opinion leaders and clinical champions who advocate for Guidance® UTI and help open doors to new practicesBuild trusted relationships with physicians, practice administrators, and clinical staff that translate into long-term partnershipsMonitor account performance, spot declining or at-risk accounts early, and take action to recover and grow themDeliver accurate monthly forecasts and use Salesforce to track activity, pipeline, and account strategyRepresent Pathnostics at trade shows, conferences, and industry events to generate new business opportunitiesConduct all business in line with Pathnostics' Code of Conduct and Ethics
What You Bring3+ years of documented, successful B2B sales experienceLaboratory or molecular diagnostics sales experience preferredExisting relationships with urology, urogynecology, oncology, or infectious disease practices preferredCandidates from adjacent fields (medical device, pharma, anatomic pathology) are encouraged to applyAbility to present clinical value, negotiate, and closeA strong sense of urgency, resilience, and comfort with ambiguity in a growing companyProficiency in Salesforce and Microsoft Office (Excel, Word, PowerPoint)Bachelor's degree or equivalent experienceWillingness to travel frequently throughout Maryland and Virginia, including overnights. This is a field-based role.
Compensation & Benefits$175k - $190k OTE (uncapped)$95K–$110K base salary (based on experience) + $80K variable target (uncapped commission), plus additional bonus potential in 2026Monthly auto allowance plus fuel reimbursementMedical, dental, vision, and life insurance for employees and dependents401(k)2 weeks' vacation + 1 week sick time (increases with tenure)Optional FSA/DCAEmployee Assistance Program (mental health, legal, child and eldercare resources)Voluntary pet insurance
This description outlines the essential functions of the role and is not an exhaustive list of all duties. Pathnostics is an Equal Opportunity Employer. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. Pathnostics participates in E-Verify.

Skills
Excel, B2B Sales, Salesforce

Experience
5+ yrs

Work arrangement
Yes