Area Sales Manager (Washington DC / Baltimore)

Outset Medical; United States; Remote; USD 113,000 - 138,000; Full time

Job summary

Outset Medical, Inc. is seeking an Area Sales Manager to grow the national territory for the Tablo Hemodialysis System. You will expand relationships with hospitals and care settings, building compelling business cases and driving adoption of innovative technology.

Collaborate with clinical, financial, IT, and executive leaders to deliver value, manage multi‑stakeholder sales cycles, and achieve quarterly and annual targets while maintaining CRM accuracy and professional conduct.

Qualifications

• 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%.

Responsibilities

• Know Your Market: 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.
• Grow Your Customers: 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.
• Win New Business: 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.
• Lead Through Complexity: 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.
• Deliver Results: 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.

Skills

Healthcare sales

Relationship building

Negotiation

Consultative selling

Territory management

Travel up to 75%

Education

Bachelor’s degree or equivalent experience

Job description

Company Overview

Join us for an enriching journey with Outset, a trailblazing medical device company that is revolutionizing the field of dialysis. Our focus is to create one high performing team, obsessed with progress, in an atmosphere that is brimming with transformative opportunities. The heart of our mission is pioneering a groundbreaking technology that redefines the landscape of dialysis, streamlining complexity and cost, because patients deserve “better” now, not some day.

At Outset we’re revolutionizing an industry and changing lives. We’re impacting what the future of dialysis looks like by creating a first‑of‑its‑kind technology in order to reduce the cost and complexity of dialysis. FDA cleared for use across care settings, from the hospital to the clinic to the home, the Tablo® Hemodialysis System harnesses modern technology for a new holistic approach to dialysis care. We’re giving providers time back to focus on patient care. And we’re giving patients the power to take control of their life and get back to enjoying the things they love.

Position Overview

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.

Essential Job Functions and Responsibilities

Know Your Market

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.

Grow Your Customers

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.

Win New Business

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.

Lead Through Complexity

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.

Deliver Results

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.

Required Qualifications

• 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%.

Desired Qualifications

• 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.

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EQUAL EMPLOYMENT OPPORTUNITY STATEMENT

Outset Medical is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind on the basis of race, color, national origin, religion, gender, gender identity, sexual orientation, disability, genetic information, pregnancy, age, or any other protected status set forth in federal, state, or local laws. This policy applies to all employment practices within our organization.