Strategic Account Manager

Elutia; Gaithersburg (MD); On-site; USD 80,000 - 100,000; Full time

Benefits offered by this job

Comprehensive benefits

Equity incentives

Job summary

Elutia in Gaithersburg, MD, is seeking a Strategic Account Manager to drive adoption of our regenerative cardiovascular portfolio. You will serve as a trusted clinical resource to cardiothoracic and vascular surgeons, expand existing accounts, and win new ones through clinical evaluation and VAC approvals.

You'll operate with autonomy in the OR and in the field, train surgeons and staff, manage distributor partners, and build strategic account plans nationwide.

Qualifications

• Bachelor's degree preferred or equivalent experience.
• Clinical background (RN, CVT, perfusion or similar) is a plus.
• 8+ years of medical device experience in cardiovascular fields.
• Established relationships with cardiothoracic and vascular surgeons.
• Experience with value analysis committees and hospital contracting.
• Willingness to travel up to 60-75%.

Responsibilities

• Serve as the go-to clinical expert for cardiovascular portfolio in the OR.
• Train and in-service surgeons, residents, nurses, and OR staff on product use.
• Build strong surgeon relationships and develop clinical champions.
• Share field insights with Marketing, Product, and leadership to shape strategy.
• Lead distributor partner management and field support.
• Create annual business plans with dealer partners and drive territory growth.
• Collaborate on monthly revenue forecast and new opportunity pipeline.
• Travel to key accounts and industry meetings to secure and expand business.

Skills

Cardiovascular devices

OR case support

Surgeon relationships

Distributors/agents collaboration

Travel willingness

Education

Bachelor's degree preferred

Clinical background (RN CVT perfusion)

Job description

Our mission is to humanize medicine so patients can thrive without compromise. We are pioneering drug-eluting technologies to improve the interface between medical devices and the patients who rely on them.

How we work matters just as much as what we make. Elutia is a certified Great Place to Work®, grounded in our CRU values: Contagiously Confident, Ridiculously Relentless, and Unanimously United. We set a high bar for ourselves, for each other, and for the outcomes we deliver.

Our team is All In on the mission. This is not the place for someone looking to coast. It is the place for someone who wants to solve hard problems, move with urgency, and make a real mark on medicine, alongside a team fully committed to improving patient outcomes.

The Strategic Account Manager drives adoption and growth of Elutia's regenerative cardiovascular portfolio, serving as a trusted clinical resource to cardiothoracic, pediatric cardiac, and vascular surgeons while expanding existing accounts and winning new ones through clinical evaluation, Value Analysis Committee (VAC) approval, and conversion. Elutia's cardiovascular portfolio includes ProxiCor® PC for pericardial closure, ProxiCor® CTR for cardiac tissue repair, and VasCure® for vascular repair. Unlike synthetic grafts, these biomatrix products support a healthy immune response and natural tissue remodeling, avoiding the foreign body reaction typical of synthetics. Since bringing U.S. sales and distribution of the portfolio in-house, Elutia has built a dedicated cardiovascular business unit focused on growth, and this role is central to deepening surgeon relationships and extending our reach nationwide. This individual will operate with a high degree of autonomy, representing Elutia in the operating room, in the C-suite, and everywhere in between.

What You’ll Do

Clinical expertise and support

• Serve as the go-to clinical expert for our cardiovascular portfolio, providing case coverage and hands‑on support in the OR.
• Train and in‑service surgeons, residents, nurses, and OR staff on product use, handling, and best practices.
• Build strong surgeon relationships and develop clinical champions who advocate for our products.
• Stay current on cardiovascular procedures, clinical evidence, and the competitive landscape, and translate that knowledge into value for customers.
• Share field and clinical insights with Marketing, Product, and leadership to shape strategy and education.

Distributor partner management

• Lead, train, and align our independent sales partners on clinical messaging, account strategy, and growth priorities
• Field rides w/ distributor partners to support hospital/KOL growth initiatives
• Create annual business plans with each dealer partner that look at territory growth through expansion of new accounts and surgeons
• Collaborate on monthly revenue forecast and new opportunity pipeline
• Support day to day activity (ie quotes, VAC materials) to maximize efficiencies at the field level.
• Grow existing accounts by expanding into new surgeons, service lines, and sites of care.
• Generate new business by identifying, pursuing, and closing new hospital, IDN, and surgeon accounts across the U.S.
• Build account plans for priority health systems, mapping decision‑makers across surgery, supply chain, and value analysis.
• Navigate value analysis committees, contracting, and GPO requirements to secure and protect product approvals.
• Partner with and support distributors and agents where they cover accounts, so customers get a seamless experience.
• Travel to key accounts, high‑potential markets, and industry meetings to secure and expand business.
• Maintain an accurate pipeline and forecast in CRM.
• Lead, train, and align our independent sales partners on clinical messaging, account strategy, and growth priorities

Across everything

• Operate with integrity and in full compliance with AdvaMed, OR access, and company policies.

What You Bring

• Bachelor's degree preferred, or equivalent experience. A clinical background (RN, CVT, perfusion, or similar) is a plus.
• 8+ years of medical device experience in cardiovascular, cardiac surgery, vascular, or EP, with significant OR case support experience.
• Established relationships with cardiothoracic and vascular surgeons.
• Experience with biologic or regenerative products.
• Experience at a small or growth‑stage company.
• Deep clinical knowledge and confidence as a trusted resource to surgeons and OR teams.
• A proven track record of growing existing accounts and opening new ones, consistently exceeding quota.
• Experience with value analysis committees and hospital or IDN contracting.
• Experience working with distributors or independent agents.
• A self‑directed, resourceful approach, comfortable building without a playbook.
• Willingness to travel up to [60-75]%, including overnight.

Who Thrives Here

This place isn’t for everyone. At Elutia, we are All In on the mission. This place is built for people who want to compete at a high level, solve hard problems, and do work that matters deeply to patients. The people who thrive here are confident without being arrogant, relentless without being rigid, and team‑first to the core. They do not seek comfort, politics, or a carefully managed environment. They want the challenge. They want the ownership. They want to be on a team with other exceptional people and win.

This isn’t just a job. It is a mission. Priorities shift. Problems hit fast. Constraints are real. We are looking for those who thrive here, rises to the moment, course‑corrects unapologetically, and stay locked on the goal line. If someone is looking for comfort, clean boundaries, or a lower‑stakes ride, this is the wrong place. If they want to build something meaningful with a team of superstars and leave everything on the field, they will belong here.

All in on the mission

Confident, not arrogant

Calm under pressure and decisive in critical moments

Obsessed with outcomes, not status

Fast to adapt and hard to rattle

Energized by hard problems and high standards

More interested in winning championships than MVPs

The expected base salary range of this role is $80,000-$100,000. Base salary depends on location, experience, and qualifications.

This role is eligible for substantial additional compensation through our sales incentive program and equity. Elutia also offers a comprehensive benefits package, including medical, dental, vision, life, 401(k) with employer match, and paid time off.

Elutia is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.