Client Summary:

• Redefining how modern practices operate through innovative technology
• Provides a unified platform to streamline workflows and improve performance
• Proven impact on efficiency, growth, and quality of care
• Cloud-based and mobile-friendly for flexible access
• Backed by a diverse, global team with a culture of creativity and collaboration

Position Responsibilities:

Building the OEM Motion

• Serve as the blueprint for how the product sells to SMB and enterprise device manufacturers — codifying a repeatable enterprise sales methodology as you go
• Segment the 300+ manufacturer market and map decision-makers across each priority account
• Develop account strategies and create manufacturer-specific messaging that speaks to OEM economics
• Influence product and roadmap development with key features and functionality that opens additional opportunities

Named-Account Pipeline Development

• Open executive conversations at target manufacturers and build a multi-year pipeline
• Prospect through onsite meetings and demos, industry conferences and trade shows, and collaboration with Marketing and the IB SDR
• Prioritize direct OEM relationships over distributor volume — this is a deliberate, account-based motion, not a volume play

Consultative Value Selling

• Sell 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’t
• Build the consultative value case for manufacturers who are genuinely hurting — diagnose the pain, quantify the impact, and articulate it in their executives' financial language
• Conduct workflow assessments to surface inefficiencies in consignment, trunk stock, loaner sets, and case scheduling, and quantify the product's impact

Full-Cycle Deal Execution

• Own the complete sales cycle: discovery, workflow assessment, executive presentation, negotiation, and contracting
• Navigate multi-stakeholder buying committees spanning commercial leadership, VP Sales, Sales Ops, Product, Field Enablement, IT, and Digital Transformation
• Lead and respond to RFPs and procurement processes, coordinating with Sales Engineering, Legal, and Implementation
• Maintain accurate forecasting and pipeline hygiene in Salesforce, with clear documentation of progression

Strategic Partnership Development

• Develop strategic partnerships that accelerate reach into the OEM market, including a live NetSuite-style distribution or white-label opportunity
• Build relationships with the distributor channel selectively, where it genuinely opens doors to a named manufacturer account
• Bring discipline to an account-based motion, working closely with Sales leadership on partnership strategy

Experience & Skills:
Required Experience and Qualifications:

• 5–8+ 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 business
• Alternatively, 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-cash
• Fluent 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 language
• Experience creating sales infrastructure — account segmentation, messaging, account plans — rather than only executing against an existing playbook
• Proven ability to build executive-level relationships and navigate procurement, legal, and IT processes in complex accounts
• Ability and willingness to travel up to 50%

Preferred Experience and Qualifications:

• Direct industry experience as a device rep, distributor, or manufacturer-side commercial/operations professional prior to moving into SaaS sales
• Experience building or working a channel/distribution partnership (ERP, white-label, or similar)
• Familiarity with SPIN, MEDDIC, Challenger, or other enterprise sales methodologies
• Background in a high-growth digital health SaaS startup
• Experience selling into orthopedic, spine, trauma, or other specialty device segments

Compensation $175k

• Competitive 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 Insurance
• Home Internet, Meal & Wellness allowances
• Home Office Setup & Equipment (Mac or PC of your choice!)
• Flexible Time Off- 10 Holidays + 2 Holiday Eves, 18 days PTO, 18 days Sick Leave
• Additional days off for (volunteering: 1), Birthday Celebration (1) & Recharge (3)