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 strategy, Challenger insights, and economic value narratives into tools, selling motions, and readiness programs that are ready for the field.

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

• Create frameworks that clarify the costs and risks associated with inaction in complex hospital investment decisions.

• Manage 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 economic narratives and buying criteria.

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

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

• Develop decision-support resources for intricate, multi-stakeholder buying processes.

• Assist in high-stakes customer engagements, competitive scenarios, conferences, and executive forums.

• Establish feedback mechanisms around win/loss dynamics, executive responses, customer objections, and purchase barriers.

• Enhance Challenger insights, ROI/VAC narratives, executive messaging, and selling motions based on insights from the field.

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

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

• Influence cross-functional stakeholders within a matrixed organization.

⛳️ Requirements

• A bachelor’s degree is mandatory.

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

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

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

• Strong executive presence for engaging in high-stakes customer conversations.

• Ability to influence cross-functional stakeholders without having direct authority.

• Excellent analytical and communication skills are essential.

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

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

• Willingness to travel domestically up to 40–50% of the time.

🏝️ Benefits

• Retirement plan (pension).

• Savings plan (401(k)).

• Long-term incentive program.

• Vacation – 120 hours per calendar year.

• Sick time – 40 hours per calendar year.

• Colorado sick time – 48 hours per calendar year.

• Washington sick time – 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.