Area VP / Market Development Leader - Southeast

Gilder Search Group; Houston (TX); Hybrid; USD 160,000 - 320,000; Full time

Benefits offered by this job

Healthcare stipend (flexible)

401(k) program

Flexible PTO

Travel expenses covered

Job summary

Gilder Search Group is conducting a highly selective search for an Associate Vice President / Market Development Leader, preferably based in Texas (Houston/Dallas/Austin/San Antonio) with national reach. You will map the market, drive adoption of innovative pulmonary diagnostics, and later build a field team to scale nationwide.

The role blends clinical insight with aggressive market development, offering leadership growth as traction increases and a national footprint expands.

Qualifications

• Clinical & Commercial Expertise: Proven success selling within interventional pulmonology or a related procedural specialty.
• Relevant Technology Experience: Background in robotic bronchoscopy, EBUS, pulmonary diagnostics, or adjacent technologies.
• Hunter Mentality: Cold call, convert evaluations, support clinical procedures, and open new hospital accounts.
• Player-Coach Leadership: Previous leadership experience with hands-on sales execution before building a larger team.
• Commercial Acumen: Strategic thinking to influence direction, improve execution, and create scalable sales processes.
• Startup Mindset: Comfortable in a self-funded, growth-stage environment with ownership and accountability.

Responsibilities

• Expand adoption across priority accounts in interventional pulmonology through prospecting, evaluations, physician education, and account conversion.
• Develop trusted partnerships with physicians, hospital admins, clinical stakeholders, and key opinion leaders.
• Partner with Director of Sales & Marketing to refine targeting, messaging, and go-to-market strategy.
• Leverage CRM data and market insights to prioritize high-value opportunities and accelerate penetration.
• Navigate hospital purchasing cycles, VAC reviews, and contracting discussions.
• Build repeatable commercial playbooks while recruiting and mentoring Territory Managers.
• Travel approximately 60% nationally, roughly three nights per week, to engage customers and provide clinical support.

Skills

Clinical & Commercial expertise

Technology experience

Hunter mentality

Player-coach leadership

Commercial acumen

Startup mindset

Tools

Intuitive Ion

Monarch

Veran

Olympus

Fujifilm

Job description

We are conducting a highly selective search for an Associate Vice President / Market Development Leader (preferably based in Texas—Houston, Dallas, Austin, or San Antonio; open to other strategic locations for the right candidate) to open a national market and drive the commercial adoption of groundbreaking interventional pulmonology and soft-tissue biopsy technologies.

This is a true "player-first, coach-later" opportunity. You will start as an individual contributor carrying a national number, rolling up your sleeves to map the market, cover cases, and execute direct account conversions. Within 12–24 months, as market traction accelerates, you will lead the build-out of a high-performing field team underneath you.

About the Opportunity

Our client is an agile, founder-led medical device company developing differentiated technologies for minimally invasive pulmonary diagnostics. The company has an established revenue-generating product, a controlled commercial launch already underway, and a next-generation platform scheduled for broader commercialization.

• Innovative Product Portfolio: Commercializing differentiated technologies designed to advance minimally invasive pulmonary diagnostics with strong early market traction.


• Growth Stage Opportunity: Join at a pivotal stage of commercialization, helping transform early product adoption into scalable national growth.


• Strategic Partnership: Work directly with the Director of Sales & Marketing to shape commercial strategy, market targeting, messaging, and execution.


• Leadership Growth: Begin by managing an existing Atlanta-based commercial resource while laying the foundation to recruit and lead additional Territory Managers as the organization expands.

What You'll Do

• Drive Commercial Growth: Personally expand adoption across priority accounts within the interventional pulmonology market through prospecting, product evaluations, physician education, clinical case support, and account conversion.


• Build Strategic Relationships: Develop trusted partnerships with physicians, hospital administrators, clinical stakeholders, and key opinion leaders.


• Shape Commercial Strategy: Partner closely with the Director of Sales & Marketing to refine targeting, messaging, commercial execution, and go-to-market strategy.


• Leverage Market Intelligence: Utilize CRM data, trade show leads, and market insights to prioritize high-value opportunities and accelerate market penetration.


• Navigate Complex Sales Cycles: Successfully manage hospital purchasing processes, value analysis committee (VAC) reviews, and contracting discussions.


• Develop Future Infrastructure: Build repeatable commercial playbooks while recruiting, mentoring, and leading a growing team of Territory Managers as adoption accelerates.


• Remain Field Focused: Travel approximately 60% nationally, including roughly three nights per week, providing direct customer engagement and clinical support.

What You Bring

• Clinical & Commercial Expertise: Proven success selling within interventional pulmonology or a closely related procedural specialty.


• Relevant Technology Experience: Background in robotic bronchoscopy, EBUS, pulmonary diagnostics, or adjacent technologies, with exposure to platforms such as Intuitive Ion, Monarch, Veran, Olympus, Fujifilm, or comparable systems.


• Hunter Mentality: Demonstrated ability to cold call, convert evaluations, support clinical procedures, and successfully open new hospital accounts.


• Player-Coach Leadership: Previous leadership experience combined with the willingness to personally drive sales execution before building a larger organization.


• Commercial Acumen: Strong strategic thinking with the ability to influence commercial direction, improve execution, and create scalable sales processes.


• Startup Mindset: Comfortable operating in a self-funded, growth-stage environment where initiative, accountability, adaptability, and ownership are essential.

Why Join?

• Build Something That Matters: Help create a national commercial organization rather than simply managing an established one.


• Meaningful Leadership Opportunity: Work alongside executive leadership while shaping the future direction of the company's commercial organization.


• High-Impact Technology: Drive adoption of innovative minimally invasive pulmonary diagnostic technologies that improve physician workflows and patient care.


• Visible Career Growth: Play a foundational role in expanding the business while transitioning into leadership of a growing national sales team.

Compensation & Perks

• Base Salary: $160K – $170K


• Target OTE: $300K+ (uncapped)


• Flexible Perks: Healthcare stipend (structured to offset benefits flexibility), 401(k) program, flexible PTO, and full coverage of field travel expenses.

About Fisher Search Group

This search is conducted in partnership with Fisher Search Group (FSG), the only medical device sales recruitment firm built as a vertically integrated talent ecosystem.

We don't just place top performers—we support talent at every stage of the journey:

• Helping candidates break into medical sales.


• Guiding professionals as they grow their careers.


• Partnering with companies to build and scale world‑class sales teams.


• Showcasing stories and insights on the FSG Leadership Podcast (4,000+ subscribers on YouTube since 2024).


• Convening elite leaders in our exclusive FSG Peer Groups, where the best in medtech sales gather to share, learn, and lead.

Fisher Search Group is where the Top 1% of medical device sales talent connect, grow, and lead the industry forward.

Explore more here: FSG Leadership Podcast