Position Overview
Xenter Diagnostics is seeking a Vice President of Sales to expand and lead the national commercial organization. This is a builder sales leadership role: you will refine and expand on the go-to-market model, establish the salesforce infrastructure, hire and develop the team, and personally help close early landmark accounts. You will own the full revenue number for the Diagnostics division and report directly to the GM of Diagnostics.
The right candidate has done this before, established a field sales organization in the diagnostics or broader medtech/health tech space, with a deep understanding of how primary care physicians adopt and deploy new diagnostic tools, and how large health systems and ACOs make enterprise purchasing decisions. This is not a role for someone who has just managed an existing machine; it is a role for someone who transforms and builds an existing sales organization. The preferred candidate will have a strong knowledge of sales metrics, sales compensation models, and medical device and diagnostics reimbursement knowledge. This candidate will be a strong leader and excel with interpersonal relationships, have strong contacts with world class sales representatives, and will have succeeded in building and managing large national sales organizations of more than 50-100 sales professionals in the medical diagnostics industry for a large multi-national life science company
Key Responsibilities
Go-to-Market Strategy & Commercial Architecture
• 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
Team Building & Leadership
• 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
Primary Care Market Penetration
• 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
Revenue Ownership & Reporting
• 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
Required
• 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
Preferred
• Experience commercializing a diagnostics product in the cognitive health, neurology, or behavioral health space
• Background working in or with Federally Qualified Health Centers (FQHCs) or safety-net primary care settings
• Familiarity with value-based care contracting and population health program structures
• Prior experience at a startup or high-growth medtech company; comfort operating with lean resources and building from scratch
• MBA or equivalent advanced degree
