National Sales Manager

This is a fully remote position, open to applicants in California.

📋 Description

• Take ownership of the national sales objective, manage the pipeline, enhance forecast accuracy, and achieve consistent, repeatable revenue growth.

• Recruit, mentor, and develop a top-performing team of Business Development Managers.

• Provide leadership through deal coaching, field ride-alongs, and structured skill development initiatives.

• Oversee and refine the value-selling framework, which includes persona-based value propositions, consultative sales best practices, and rigorous qualification processes.

• Institutionalize the voice of the customer along with conducting win/loss analyses.

• Create a systematic operating rhythm through funnel reviews, forecast discussions, CRM maintenance, and performance accountability.

• Collaborate with clinical, customer deployment, and technology teams for smooth transitions from sales to implementation and expansion.

• Provide market and competitive insights to influence product, pricing, and go-to-market strategies.

• Lead strategic and enterprise-level pursuits while cultivating relationships with health system executives.

• Engage and strengthen connections across perioperative leadership, sterile processing, supply chain, IT, as well as quality and patient safety sectors.

• Become proficient in Pegasys's product use cases, platform, and long-term vision.

• Deliver compelling demonstrations showcasing complex AI capabilities.

• Develop and implement the national sales strategy, which includes market segmentation, territory design, and pipeline generation initiatives.

• Illustrate how Pegasys's AI solutions provide measurable business and clinical benefits.

• Construct and present ROI analyses that translate operational and clinical enhancements into CFO-ready value propositions.

• Represent Pegasys at conferences, industry events, and executive briefings.

⛳️ Requirements

• Proven track record of successfully leading healthcare sales teams to surpass quotas, with direct experience in people management.

• Experience in building or scaling a sales function is highly advantageous.

• Strong preference for candidates with healthcare software or SaaS sales experience.

• Expertise in managing complex, multi-stakeholder enterprise sales cycles.

• Proficiency in modern consultative sales methodologies such as MEDDIC, Challenger, or SPIN.

• History of coaching teams to adopt and implement consultative sales practices.

• Experience with a consulting-led or services-led sales approach that transitions to recurring software revenue is a significant plus.

• Established relationships and credibility with perioperative leaders, surgeons, and hospital executives in supply chain, IT, and quality & patient safety.

• Comprehensive understanding of hospital operations, surgical environments, and perioperative suite economics.

• Familiarity with hospital IT environments and EMR ecosystems.

• Experience navigating IT security, privacy, and procurement review processes.

• Knowledge of formal continuous improvement methodologies such as Lean, Kaizen, or business system disciplines is a plus.

• Proficient in CRM platforms, funnel analytics, and forecast management.

• Outstanding communication, negotiation, and executive presentation skills.

• Self-driven and comfortable leading in a dynamic, remote-first environment.

• Bachelor's degree in Business Administration, Healthcare Administration, or a related field.

🏝️ Benefits

• Remote-first work environment.

• Willingness to travel up to 50%.

• An MBA is a significant advantage.

• Equal opportunity employer.

• Reasonable accommodations available for applicants with disabilities.