Vice President of Sales - Diagnostics (Remote)

Key Responsibilities

• Design and implement the national sales strategy for Xenter Diagnostics, including territory structure, channel approach, and customer segmentation across primary care and enterprise accounts
• Establish sales operations infrastructure: CRM, forecasting cadence, pipeline management, quota design, and incentive compensation structure
• Partner with Marketing, Clinical Affairs, and Product to align messaging, materials, and launch sequencing with the commercial roadmap
• Define KPIs and accountability frameworks for the sales organization from day one
• Recruit, hire, and onboard a high-performing national field sales team, including Regional Directors, Sales Managers, Sales Associates, and sales training / operations as the business scales
• Build a coaching and performance culture focused on rigorous sales process execution, clinical credibility, and customer success
• Develop career paths and progression frameworks for the sales organization in partnership with People Development
• Lead regional and national sales meetings, forecast reviews, and performance management conversations
• Develop rewards and recognition programs to reinforce and drive commercial excellence
• Drive adoption of Xenter Diagnostics solutions within primary care practices, federally qualified health centers (FQHCs), physician-owned clinic groups, healthcare systems, and other markets as identified
• Partner closely with the COE team to drive strategic engagement with large integrated delivery networks (IDNs), ACOs, and primary care-oriented health systems (e.g., Kaiser, Mass General Brigham-affiliated groups, large regional systems)
• Develop and execute a provider education and pull-through strategy that shortens time-to-adoption for net-new accounts
• Establish relationships with key thought leaders, clinical champions, and early adopter practice networks to fuel reference selling
• Partner with Reimbursement and Market Access to accelerate payer coverage and address billing barriers at the practice level
• Own the annual revenue plan for Xenter Diagnostics; deliver monthly and quarterly performance against target with clear variance analysis
• Maintain a disciplined pipeline management process with 3x+ coverage and 90-day rolling forecast accuracy
• Provide executive leadership with transparent reporting on sales productivity, deal velocity, market feedback, and competitive intelligence

Qualifications

• 15+ years of progressive medical sales leadership experience, with at least 5 years running a national or multi-regional field organization
• Demonstrated track record of building a sales organization from an early-stage or pre-commercial baseline — not just inheriting and managing an established team
• Deep experience selling into primary care: understanding of the PCM workflow, how physicians adopt new diagnostic tools, and the operational realities of independent and employed primary care practices
• Proven ability to close and manage large enterprise accounts with complex, multi-stakeholder buying processes (IDNs, ACOs, large group practices)
• Experience in the diagnostics space (laboratory diagnostics, point-of-care testing, cognitive/neurological screening, or adjacent categories strongly preferred)
• Strong commercial instincts: ability to set strategy, adapt quickly in a fast-moving environment, and lead through ambiguity without a large support infrastructure
• Excellent executive presence with the ability to present to health system C-suites, clinical leadership, and Xenter's own board and investors