Director of Inside Sales

SoftWave TRT; Alpharetta (GA); On-site; USD 150,000 - 200,000; Full time

Job summary

SoftWave TRT, a leader in regenerative medicine, is seeking a seasoned sales leader to drive sales transformation and double revenue. This role focuses on building and managing a high-performing sales organization, with responsibilities including inside and direct field sales management, revenue modeling, and provider engagement.

The ideal candidate should have over 10 years in medical device sales, expertise in funnel analytics, and a proven track record in driving cultural change. This position is crucial for the company's growth strategy.

Qualifications

• 10+ years in medical device/med-tech with cash-pay + reimbursed markets.
• Experience in inside sales and enterprise sales.
• Ability to drive cultural transformation and enforce performance standards.

Responsibilities

• Create the roadmap to double revenue within two years.
• Lead and rebuild the sales organization with a focus on performance.
• Implement rigorous pipeline inspection and forecasting discipline.

Skills

Cultural transformation

Funnel math expertise

Strong analytics

Sales management

Tools

AI tools

Sales analytics software

Job description

Company Overview

SoftWave TRT is a fast‑growing medical device company revolutionizing regenerative medicine with FDA‑cleared shockwave therapy devices used by top healthcare providers nationwide.

Mission

Scale SoftWave from $45M to $100M while building an accountable, high‑performing sales organization that wins across cash‑pay chiropractors, reimbursed provider markets, and enterprise/strategic partnerships, all powered by analytics, AI, and disciplined operating rhythms.

This Leader Will:

• Build and manage inside sales, corporate/enterprise sales, and direct field reps.
• Reset culture, remove under‑performers, and rebuild comp with CEO/CFO.
• Lead the shift from transactional selling to LTV‑focused revenue models.
• Drive provider activation, utilization, and retention.
• Execute with AI‑enabled precision across forecasting, funnel management, and rep analytics.

Key Responsibilities

• Create the roadmap and operating model to double revenue within two years.
• Increase productivity per rep, expand enterprise pipeline, and grow activation‑driven recurring revenue.
• Lead and rebuild the sales organization: build and manage inside sales, enterprise/corporate programs, and direct reps; reset expectations, enforce performance discipline, and remove under‑performers quickly.
• Redesign comp plans to align behaviors with LTV, activation, and recurring revenue.
• Digital lead conversion & inside sales buildout: convert 50%+ of demand coming from Google/Meta into qualified, sales‑ready opportunities; build a high‑velocity inside sales team with response SLAs, scoring, and AI‑assisted workflows.
• Enterprise & corporate expansion: establish the enterprise function—multi‑clinic groups, MSOs, DSOs, sports organizations, large provider groups; lead strategic negotiations and develop scalable programs that drive long‑term value.
• Pipeline, forecasting & AI‑driven sales operations: implement rigorous pipeline inspection and forecasting discipline; leverage AI tools for rep performance scoring, coaching triggers, conversion modeling, and accuracy improvement.
• Provider activation, utilization & retention: ensure every new provider is fully activated and achieving expected patient volume; increase recurring revenue per device and raise the average provider LTV.
• Reimbursement collaboration: collaborate with reimbursement leaders on CPT code strategies, coverage pathways, and medical economics messaging.

Success Metrics (Top 3)

• Provider activation & retention.
• Digital lead conversion.
• LTV & annual recurring revenue growth.

Required Experience

• 10+ years in medical device/med‑tech with cash‑pay + reimbursed markets.
• Experience standing up inside sales and enterprise sales.
• Ability to drive cultural transformation and enforce performance standards.
• Strong command of funnel math, forecasting, analytics, and AI tools.
• Experience with compensation plan architecture and multi‑channel models.

Preferred Qualifications

• Atlanta‑based or willing to relocate.
• Experience selling capital equipment or regenerative technologies.
• Understanding of CPT coding, payer economics, and reimbursement frameworks.

Core Leadership Attributes

• Builder‑operator hybrid.
• Proven track record scaling revenue from $30–$70M to $100M+.
• Accountability champion.
• Strategic thinker.
• Velocity‑driven.
• Analytical mindset.
• High emotional intelligence.