Director of Veterans Affairs Field Sales

Director of VA Field Sales Sept 2026 VA Outside Sales Reports to: Senior Director of Government Sales Full-Time Remote Position About BioWave BioWave is a Medtech company redefining pain management through our innovative, non-invasive technology that delivers powerful relief without drugs or surgery. We offer a range of products designed to meet the unique needs of different markets, delivering effective, customized pain relief solutions where they’re needed most. Our technology is backed by clinical evidence and real-world results, helping patients reduce pain, restore function, and reclaim their lives. Trusted by healthcare professionals, athletes, veterans, and individuals alike, BioWave targets pain at its source to provide long-lasting results. Vision & Mission Our Vision is to transform pain management by solving complex pain conditions with innovative, patented, drug-free technology and patient-first, collaborative support - empowering clinicians to deliver better outcomes and enabling people to reclaim their lives with less pain and more possibility. Our Mission is to help people win their battle with severe pain. Job Description The Director of VA Field Sales is the national field execution leader for BioWave’s Department of Veterans Affairs & other US Govt business. This role leads the Regional Sales Manager organization, translates the VA commercial strategy into consistent field execution, and is accountable for performance against national field sales goals and budgets. The role also serves as BioWave’s senior field representative with influential VA and health-system stakeholders. The leader will work with Regional Sales Managers and field representatives to identify high-value accounts, centers of excellence, and senior champions who can expand BioWave from individual-provider adoption into broader clinical pathways, treatment protocols, and system-wide use. Success requires both strong sales leadership and enterprise-account capability: improving execution across the field organization while personally advancing opportunities that can influence multiple providers, facilities, VISNs, or national VA initiatives. Key Responsibilities Lead National Field Execution Directly lead, coach, and hold Regional Sales Managers accountable for regional performance, talent development, forecast accuracy, and execution of BioWave’s VA commercial priorities. Translate national objectives into clear regional and territory plans with measurable expectations for new patients, unit growth, account development, pipeline conversion, and retention of existing business. Own field execution against the approved national VA sales budget and identify performance gaps, risks, and corrective actions early. Establish a differentiated RSM coaching model that concentrates management time on underperforming representatives, complex opportunities, and high-potential territories while giving proven performers appropriate autonomy. Create a consistent operating cadence for pipeline review, account prioritization, performance management, and sharing best practices across regions. Develop Enterprise VA Opportunities Build relationships with senior clinical and administrative stakeholders, including chiefs of service, interventional pain leaders, CMOs, directors of clinical care, and other decision makers who can influence adoption across a facility, health system, VISN, or national program. Partner with RSMs and representatives on priority accounts where executive sponsorship, cross-service alignment, or a broader treatment pathway can unlock material growth. Identify high-utilization VA facilities and centers of excellence that can serve as reference sites, evidence-generation partners, and models for broader adoption. Advance standardized protocols and continuum-of-care pathways that position BioWave earlier in treatment, including appropriate use before more invasive therapies. Develop a clear map of senior stakeholders, decision processes, and expansion opportunities across priority VA systems and emerging VISN structures. Leverage and Inform the Clinical & Economic Value Proposition Provide field insights, customer feedback, and market intelligence to support the development and refinement of BioWave's clinical and economic value proposition.Utilize approved clinical and economic evidence to accelerate field execution, support enterprise VA opportunities, and strengthen customer adoption.Ensure all customer-facing communications and materials are compliant with approved claims, indications, and company policy Strengthen the Field Organization Assess talent, succession, coverage, and capacity across the VA field organization and recommend changes needed to support growth. Partner with Human Resources and the Senior Director Government Sales on recruiting, onboarding, performance improvement, and timely territory coverage when vacancies occur. Reinforce standardized selling, CRM discipline, account planning, training, and execution of the customer journey from in-service through trial, conversion, and sustained utilization. Collaborate with Commercial Operations and Enablement to reduce unnecessary administrative work while improving data quality and visibility. Performance Measures Performance will be evaluated through a balanced scorecard that includes: National VA revenue, unit volume, and new-patient performance versus budget. Regional and territory performance, including the quality and timeliness of corrective actions. Growth and movement of active accounts across defined revenue and utilization bands. Pipeline development and conversion, including active clinic pipeline, in-services, trials, green-pin activations, and time to conversion. Expansion within priority accounts, centers of excellence, and broader VA systems. Progress toward approved treatment pathways, protocols, and senior-level enterprise initiatives. Forecast accuracy, CRM discipline, talent development, retention, and RSM effectiveness. Required Qualifications 10 or more years of progressive medical-device, healthcare, or complex clinical sales experience, including leadership of regional or multi-region field teams. Demonstrated success managing managers and delivering performance through a geographically dispersed sales organization. Experience developing senior clinical and executive relationships and converting complex stakeholder alignment into measurable commercial growth. Strong command of sales planning, budgeting, forecasting, pipeline management, performance management, and field coaching. Ability to communicate clinical and economic value credibly with physicians, administrators, and senior health-system leaders. Willingness and ability to travel frequently across the United States. Bachelor’s degree or equivalent relevant experience. Preferred Qualifications Experience selling into the Department of Veterans Affairs, other federal healthcare systems, or similarly complex integrated delivery networks. Background in pain management, neuromodulation, interventional pain, durable medical equipment, or an adjacent medical-device category. Experience expanding adoption through clinical pathways, protocols, centers of excellence, or enterprise-account strategies. Familiarity with value-based selling, health-economic modeling, real-world evidence, and cross-functional commercialization. Leadership Profile Field-oriented leader who sets clear expectations, follows through, and addresses performance issues early. Strategic seller who can move comfortably between territory-level execution and senior enterprise conversations. Strong coach who develops RSMs and representatives without becoming the default owner of every account or field activity. Analytical operator who uses data to prioritize resources, diagnose performance, and make decisions. Collaborative, low-ego partner who works effectively across Commercial, Clinical, Market Access, Marketing, Operations, and Finance. High-integrity communicator who exercises sound judgment in a regulated medical-device environment. Role Boundaries and Decision Rights The Director of VA Field Sales owns day-to-day leadership of the RSM organization, national field execution, deployment of field resources within the approved plan, performance management, and execution against the field sales budget. The Senior Director Government Sales retains overall VA channel leadership, national strategy, executive alignment, final forecast and budget recommendations, compensation-plan direction, and coordination with the CEO and Leadership Team. The two leaders will jointly prioritize enterprise opportunities and major organizational changes. Pay & Benefits Summary Total Comp: $255,000 - $265,000; Base $140,000 - $150,000; Variable OTE: $115,000Medical, Vision, Dental Insurance Available 401K- discretionary 2.5% employer matchBasic/Voluntary Term Life InsuranceLong & Short Term DisabilityHSA AccountsPTO Years 1 and 2, 15 days, Year 3 onwards 20 days12 paid public holidaysRemote work environment (East coast hours required initially)Reimbursement for travel(sales) Legal Disclaimer(s) Exempt: As an exempt employee, your position is classified as exempt from overtime requirements under the Fair Labor Standards Act (FLSA) and applicable state laws. You will be paid a salary intended to compensate you for all hours worked, and you will not be eligible for overtime compensation. BioWave is committed to the principles of equal employment opportunity and providing reasonable accommodations to qualified individuals with disabilities. If you require assistance or accommodations to complete the application process or to perform the essential functions of this position, please contact phoebe.jamieson@biowave.com. This job description is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all responsibilities, duties, or skills required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.