Area Sales Manager (Los Angeles)

About Outset Medical Outset Medical is changing dialysis – one of the largest, most expensive, and stagnant areas of healthcare. Headquartered in San Jose, California, Outset operates across the United States and manufactures in North America. Our team is innovative, talented, and growing quickly. We are focused on creating change, driving widespread adoption of new technology, and delivering on the promise of an improved experience for patients and lower cost of care for healthcare providers. We are fueled by the opportunity to give people their lives back. When we succeed, patients will be able to fit dialysis into their life instead of fitting their life around dialysis. They will ultimately determine when, where, and how they dialyze.

Outset Medical

dialysismedical devicescapital equipmenthealthcarepatient carerenal carekidney carehemodialysisdigital healthESRD

O

outsetmedical.com

501-1,000 employees

Medical Equipment Manufacturing

San Jose, California

Public Company

40k LinkedIn followers

Raised $1.5B

• The Area Sales Manager is responsible for growing an assigned territory by expanding business with existing customers and winning new strategic accounts. This role is ideal for someone who enjoys solving complex customer challenges, building trusted relationships, and creating long-term growth.
• Success begins with helping current customers realize the full value of Tablo. You'll identify opportunities to expand into additional hospitals, care settings, and service lines while also developing new business across your territory. Along the way, you'll partner with clinical, operational, financial, IT, and executive leaders to build business cases, navigate complex buying decisions, and help healthcare organizations adopt innovative technology that improves patient care.
• Strong territory management starts with understanding where the best opportunities exist and where your time will have the greatest impact.
• Develop and execute a territory growth strategy.
• Prioritize accounts using market potential, customer needs, and whitespace opportunities.
• Monitor competitive activity, utilization trends, and market dynamics.
• Maintain an accurate forecast and healthy opportunity pipeline.
• Our greatest opportunity is helping existing customers expand the value they receive from Tablo.
• Identify opportunities to expand into additional hospitals, care settings, service lines, and clinical applications.
• Build long-term relationships with clinical, operational, and executive stakeholders.
• Help customers solve business challenges while improving patient care and operational performance.
• Building new customer relationships requires curiosity, preparation, and thoughtful consultative selling.
• Identify and engage priority health systems within your territory.
• Lead discovery conversations to understand customer priorities and decision-making processes.
• Develop business cases that clearly demonstrate clinical, operational, and financial value.
• Deliver presentations tailored to clinical, financial, operational, IT, and executive audiences.
• Healthcare purchasing decisions involve many stakeholders and rarely follow a straight line.
• Guide opportunities from initial discovery through contracting and implementation.
• Build support across multiple decision-makers and functional groups.
• Partner with internal teams while maintaining ownership of customer strategy and execution.
• Support negotiations involving software, cybersecurity, IT, and compliance requirements.
• Great sales performance is measured by both outcomes and execution.
• Meet or exceed quarterly and annual sales objectives.
• Maintain accurate CRM records, forecasts, and customer commitments.
• Represent Outset with professionalism, integrity, and strong follow-through.
• Comply with all company quality and commercial policies.

• Bachelor's degree or equivalent experience.
• Five or more years of successful healthcare capital sales experience.
• Experience growing existing accounts while developing new business.
• Success managing complex, multi-stakeholder sales cycles.
• Strong communication, negotiation, consultative selling, and relationship-building skills.
• Ability to travel up to 75%.
• Ten or more years of MedTech or complex healthcare sales experience.
• Experience selling into hospitals, health systems, or integrated delivery networks.
• Experience introducing new technology and helping customers adopt new ways of working.
• Experience with software, analytics, EMR integration, or healthcare IT solutions.
• Experience in dialysis, kidney care, or another capital equipment market.
• Leadership, mentoring, or peer coaching experience.
• National Salary Range
• National Salary Range (Remote)
• $125,000—$125,000 USD
• Company Culture
• At Outset, we believe every person matters. Every Outsetter, every patient, every caregiver. Because we are here to create a revolution, and we believe in doing that by innovating everywhere with intelligent speed. Our team expects nothing less than our best display of strengths and skills, and we find joy in working together for a common goal. At Outset, we believe that curiosity, ingenuity and conviction in the power of technology will transform the lives of dialysis patients and providers.
• We are fueled by the opportunity to give people their lives back. And we believe that it begins with YOU, our future Outsetter. At Outset, we’ve designed a professional world that our employees are honored and impassioned to belong to, one that offers challenge, the ability to collaborate with great people, and opportunities to build skill and expertise in a fulfilling career.
• An opportunity at Outset Medical won’t just be about finding a job. Our culture revolves around the principles of moving farther, faster, together, so working here feels like a masterclass in peak performance, for individuals and teams.