Senior Manager, Capital Sales Enablement

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Take charge of the executional enablement for executive-level selling and capital decision-making for OTTAVA in the United States.

• Convert executive-level strategies, Challenger insights, and economic value narratives into practical tools, selling motions, and readiness programs.

• Empower Capital Sales teams to facilitate discussions with CEOs, CFOs, and executive stakeholders regarding robotic platform strategies, fleet planning, and long-term program development.

• Create prescriptive frameworks that clarify the costs and risks associated with inaction.

• Oversee the execution, governance, and application of ROI and VAC value narratives in active capital deals.

• Collaborate with HEMA, Finance, Capital Sales, and US Marketing to develop robust and credible economic narratives.

• Operationalize stage-based capital selling motions from initial exploration through VAC review, executive alignment, decision-making, and closing.

• Set standards for the application of tools, narratives, and value frameworks throughout the capital sales process.

• Identify friction points, recurring objections, and gaps in the effectiveness of executive selling.

• Create insight-driven tools and decision-support resources for complex, multi-stakeholder buying processes.

• Support high-stakes customer engagements, competitive situations, conferences, and executive forums.

• Establish feedback mechanisms to comprehend win/loss dynamics, executive responses, customer objections, and purchasing barriers.

• Refine Challenger insights, ROI/VAC narratives, executive messaging, and stage-based selling motions based on field insights.

• Collaborate across HEMA, Finance, US Marketing, Medical Affairs, Regulatory, and Capital Sales.

• Represent capital sales realities in commercial planning, tool development, and go-to-market strategies.

• Report to and collaborate with the Senior Director of Sales Enablement.

⛳️ Requirements

• A bachelor's degree is essential for this position.

• At least 7+ years of progressive commercial experience in MedTech or healthcare is required.

• Profound understanding of hospital capital purchasing dynamics, including VAC processes, budgeting cycles, financial evaluations, and multi-stakeholder decision-making.

• Demonstrated capability to translate commercial strategies into field-ready tools, selling motions, and execution frameworks.

• Strong executive presence with the ability to support and influence high-stakes customer conversations.

• Capacity to sway cross-functional stakeholders without direct authority, including Sales, Finance, HEMA, Marketing, Medical Affairs, and Regulatory teams.

• Excellent analytical and communication skills; adept at synthesizing market, customer, and deal-level insights into clear commercial actions.

• Domestic travel of up to 40–50% may be necessary.

• An MBA or advanced degree is strongly preferred.

• Experience in surgical robotics or complex capital medical device environments is preferred.

• Background in supporting enterprise-level capital sales cycles or hospital system decision-making is preferred.

• Familiarity with Challenger or insight-based selling methodologies is preferred.

• Proven experience in driving adoption, tool utilization, or execution consistency across distributed field teams is preferred.

🏝️ Benefits

• Consolidated retirement plan (pension).

• Savings plan (401(k)).

• Long-term incentive program.

• Vacation – 120 hours per calendar year.

• Sick time - 40 hours per calendar year; for employees residing in Colorado – 48 hours per calendar year; for employees residing in Washington – 56 hours per calendar year.

• Holiday pay, including Floating Holidays – 13 days per calendar year.

• Work, Personal, and Family Time - up to 40 hours per calendar year.

• Parental Leave – 480 hours within one year of the birth/adoption/foster care of a child.

• Bereavement Leave – 240 hours for an immediate family member; 40 hours for an extended family member per calendar year.

• Caregiver Leave – 80 hours in a 52-week rolling period.

• Volunteer Leave – 32 hours per calendar year.

• Military Spouse Time-Off – 80 hours per calendar year.

• Inclusive interview process and disability accommodations.