Medical Device Sales Leader + Doer

Searching for a ‘Get Things Done’ Medical Device Sales Leader + Doer

We are a well-funded, late-stage medical device startup with our sights set on saving lives. We have FDA-cleared, non-invasive hardware sensors that acquire patients’ vital signs anytime, anywhere. We’re looking for an individual to be responsible for our sales process and leadership. We want someone who generally knows medical devices. You should know how to talk medical devices to physicians and hospital administrators. We also want someone who can sell, obviously. Someone who can get things done and has worn multiple hats would be ideal. I’ve learned that just grabbing someone who’s in senior leadership at a Medtronic only gets you someone who can live in a narrow swim lane. We are building our commercial sales process and need a leader who can close volume deals, not just open conversations. We want you to know what an effective AI-infused Sales process looked like and we want you to finish standing our up and own it for us.

What we’re really looking for is someone intelligent, ambitious, and who can keep track of lots of things at once. We need someone who doesn’t have to be told something twice. You must also be able to learn very quickly and apply what you’ve learned; you also need to be able to concentrate on both the forest and the individual trees at different times. Ultimately, we’re looking for aptitude and not experience.

We need someone who can build and run a repeatable sales process while also closing deals personally. This is a player-coach role from day one: you set the process and you work the accounts. You must learn quickly, manage a large pipeline, and know when to go wide and when to go deep. This role will grow into the VP of Sales position within 12 to 18 months for the right person. Field travel is expected at roughly 20 to 30 percent for key accounts, conferences, and demos. The ideal candidate has sold a new-to-market medical devices into a non-hospital setting, particularly in emergency medicine, critical care transport, or prehospital care. Hospital is also good, but probably not in the first 6 months. Experience with AI-assisted sales tools (lead enrichment, CRM automation, AI voice qualification) is a strong differentiator. DoD / DoW or government sales experience is also valued.

We have some great products and some great ideas, validated by the US Military, SOCOM, NATO, The Cleveland Clinic, and many others. I’d love to go into more details here, so we can find the best possible candidate, but we have confidentiality issues to contend with. I can say that we have a 15k unit deal under negotiation today and lots in the pipeline. More details will have to wait until we sign an NDA and have a (virtual) cup of coffee.

You, the candidate, should be highly intelligent, creative, adaptable, and be able to fully comprehend the fine art of risk taking while following risk management principles. You must also be a strategic thinker and an accomplished problem-solver. You must be ambitious, self-motivated, and equally able to work independently or in groups. You must also be an effective communicator and able to learn from and work with clients on a daily basis.

Confidence is good and it’s not a bad thing if you have something to prove and you know you’re ready for a position with more responsibility. I want someone who is confident in their abilities and doesn’t want something like age, tenure, or experience to get in the way of the positive things they can contribute. These qualities usually lean towards a positive-leadership style. We believe very strongly is surrounding ourselves with the best and brightest, so should you.

Hopefully, you know who you are and are already planning to respond to this based upon what you’ve read so far. If so – please respond to this posting with your resume so we can get you in the door and off on a very promising and potentially very lucrative path.

Responsibilities

1. Sales Strategy and Revenue Growth:

• Develop and implement comprehensive sales strategies to drive revenue growth and deliver consistent on sales targets.
• Identify new market opportunities, assess market trends, and adapt sales strategies accordingly.
• Collaborate with peers and leadership team to establish sales targets and forecast future sales projections.
• Analyze sales data and performance metrics to identify areas for improvement and implement corrective actions within sales.
• Responsible for prospecting and acquiring new customers, as well as expanding business with existing accounts.
• Ensure pricing strategies are held and participate in negotiating contracts, and ensure profitable sales margins.

2. Customer Relationship Management:

• Build and maintain strong customer relationships, ensuring high levels of customer satisfaction through VOC and the Customer Success Team.
• Collaborate with the team at Sempulse to understand customer needs, provide tailored solutions, and address any concerns.
• Conduct regular customer meetings and reviews to identify upselling and cross-selling opportunities.
• Develop and implement customer retention strategies to minimize churn and maximize customer lifetime value.

3. Strategic Planning and Reporting:

• Develop and execute strategic plans to drive long-term sales growth and market expansion.
• Monitor industry trends, competitive landscape, and customer insights to inform strategic decision-making.
• Prepare regular sales and service reports, providing insights and recommendations to the executive team.
• Collaborate with cross-functional teams, to align strategies and achieve business objectives.

4. Marketing:

• Develop and execute Marketing plans and objectives related to sales collateral.
• Collaborate with the Customer Success and Product teams to determine needs in this category.

Requirements and Qualifications

• Bachelor’s degree in business administration, marketing, or a related field (Advanced degree could be helpful based upon fit).
• Experience in sales and service leadership roles, with a track record of driving revenue growth.
• Excellent understanding of sales strategies, customer relationship management, and service delivery processes.
• Strong leadership skills, with the ability to inspire and motivate teams towards achieving targets.
• Analytical mindset with the ability to analyze data, identify trends, and make data-driven decisions.
• Exceptional communication and interpersonal skills, with the ability to build strong customer relationships.
• Strategic thinking and problem-solving abilities, with a focus on achieving business objectives.
• Knowledge of the industry trends, competitive landscape, and market dynamics.
• Proficiency in using CRM software and sales performance tracking tools.
• Strong business acumen and financial literacy.
• Outstanding attention to details is required.
• Experience writing white papers is a plus.
• Former U.S. Military officers are encouraged to apply.
• Proven startup experience is a plus.
• FDA process experience is a plus.
• Experience selling to HEMS operators, critical care transport programs, or EMS networks is a plus.

** No offshore resources or hiring agents need respond. You would predominantly work remotely with bimonthly 3-4 day trips. Additional considerations will be given to individuals located in the San Diego, San Antonio Austin, or Washington, DC areas.

Compensation: Base $120,000-$140,000 + variable commission targeting $200,000-$250,000 OTE, accelerating sharply on 50+ unit deals.