Client SummaryRedefining how modern practices operate through innovative technologyProvides a unified platform to streamline workflows and improve performanceProven impact on efficiency, growth, and quality of careCloud-based and mobile-friendly for flexible accessBacked by a diverse, global team with a culture of creativity and collaborationPosition Responsibilities
Building the OEM MotionServe as the blueprint for how the product sells to SMB and enterprise device manufacturers — codifying a repeatable enterprise sales methodology as you goSegment the 300+ manufacturer market and map decision-makers across each priority accountDevelop account strategies and create manufacturer‑specific messaging that speaks to OEM economicsInfluence product and roadmap development with key features and functionality that opens additional opportunitiesNamed-Account Pipeline DevelopmentOpen executive conversations at target manufacturers and build a multi‑year pipelineProspect through onsite meetings and demos, industry conferences and trade shows, and collaboration with Marketing and the IB SDRPrioritize direct OEM relationships over distributor volume — this is a deliberate, account‑based motion, not a volume playConsultative Value SellingSell the order‑to‑cash and inventory‑visibility value: where inventory sits, what gets returned, what gets cataloged and rebilled, and how the product closes the loop the ERP alone can’tBuild the consultative value case for manufacturers who are genuinely hurting — diagnose the pain, quantify the impact, and articulate it in their executives' financial languageConduct workflow assessments to surface inefficiencies in consignment, trunk stock, loaner sets, and case scheduling, and quantify the product's impactFull‑Cycle Deal ExecutionOwn the complete sales cycle: discovery, workflow assessment, executive presentation, negotiation, and contractingNavigate multi‑stakeholder buying committees spanning commercial leadership, VP Sales, Sales Ops, Product, Field Enablement, IT, and Digital TransformationLead and respond to RFPs and procurement processes, coordinating with Sales Engineering, Legal, and ImplementationMaintain accurate forecasting and pipeline hygiene in Salesforce, with clear documentation of progressionStrategic Partnership DevelopmentDevelop strategic partnerships that accelerate reach into the OEM market, including a live NetSuite‑style distribution or white‑label opportunityBuild relationships with the distributor channel selectively, where it genuinely opens doors to a named manufacturer accountBring discipline to an account‑based motion, working closely with Sales leadership on partnership strategyExperience & Skills
Required Experience and Qualifications5–8+ years of senior enterprise sales experience, ideally with a strong background at or selling into organizations like Zimmer, Stryker, Medtronic, Smith & Nephew, Arthrex, Globus, NuVasive, Boston Scientific, or J&J's orthopedic businessAlternatively, enterprise sales experience with NetSuite, Oracle, SAP, or similar ERP platforms, with a deep understanding of where those platforms are strong and where they fall short on inventory and order‑to‑cashFluent in the economics: order‑to‑cash, inventory visibility, returns, cataloging, and materials management at the case, trade, and manufacturer level A consultative value seller who can sit with a hurting manufacturer, diagnose the pain, and translate impact into financial languageExperience creating sales infrastructure — account segmentation, messaging, account plans — rather than only executing against an existing playbookProven ability to build executive‑level relationships and navigate procurement, legal, and IT processes in complex accountsAbility and willingness to travel up to 50%Preferred Experience and QualificationsDirect industry experience as a device rep, distributor, or manufacturer‑side commercial/operations professional prior to moving into SaaS salesExperience building or working a channel/distribution partnership (ERP, white‑label, or similar) Familiarity with SPIN, MEDDIC, Challenger, or other enterprise sales methodologiesBackground in a high‑growth digital health SaaS startupExperience selling into orthopedic, spine, trauma, or other specialty device segmentsCompensation
Compensation $175kCompetitive salary plus commissions/bonus, 401(k) with company match up to 4%100% employer covered medical, dental & vision plans for the employee through UHC. Plus, employer subsidized plans available for dependents. FSA, Mental Health & EAP programs, Long Term Disability and Life InsuranceHome Internet, Meal & Wellness allowancesHome Office Setup & Equipment (Mac or PC of your choice!)Flexible Time Off- 10 Holidays + 2 Holiday Eves, 18 days PTO, 18 days Sick LeaveAdditional days off for (volunteering: 1), Birthday Celebration (1) & Recharge (3)
