Territory Account Manager (NorCal)

Pulmonx Corporation; Modesto (CA); Remote; USD 130,000; Full time

Job summary

A leading medical device company is seeking a Territory Account Manager to enhance the utilization of the Zephyr Valve in Northern California. This pivotal role involves market development and engagement with healthcare providers, requiring excellent communication and sales skills. The candidate must possess a Bachelor’s Degree and have 1-3 years of field sales experience. The position offers a base plus variable compensation totaling $130K at plan, alongside extensive travel opportunities.

Qualifications

• Minimum of 1-3 years of field sales experience.
• Previous experience interacting with medical staff preferred.
• Excellent interpersonal and communication skills.

Responsibilities

• Increase utilization of the Zephyr Valve in accounts.
• Support education of healthcare providers through meetings.
• Maintain regular communication with Therapy Awareness Specialists.
• Document all activities in Salesforce CRM.

Skills

Field sales experience

Customer-focused

Communication skills

Interpersonal skills

Technical-oriented ability

Education

Bachelor’s Degree

Job description

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We are currently seeking a Territory Account Manager to join our Sales team supporting our Northern California Territory. This is an incredible opportunity for a highly driven, earlier-career sales professionals to gain hands-on mentorship with a dynamic group of top medical device salespeople. To best support the business this individual must live in Sacramento, San Francisco Bay Area or other location in Northern California.

Travel: This role will require approximately 75% overnight travel (average 3-4 overnights/week dependent upon business needs)

What you’ll do in this role:

Market Development & Physician Engagement

• Increase appropriate utilization of the Zephyr Valve in assigned accounts.
• Support the education of healthcare providers (HCPs) by conducting roundtables and educational meetings.
• Work closely with referring physicians, nurse coordinators, and interventional pulmonologists to review StratX Report results in BLVR (Bronchoscopic Lung Volume Reduction) meetings to help them determine patient eligibility.
• Maintain regular communication with Therapy Awareness Specialists (TAS) to track progress of educational efforts and close the loop with referring physicians.
• Clarify patient selection criteria as needed and share success stories to increase awareness of Zephyr Valve benefits.
• Own and drive utilization gains in mature accounts through direct customer engagement and strategic sales efforts.
• Ensure all StratX Reports have appropriate notes and documentation (attribution).
• Assist with case coverage as needed and support the sales team by reinforcing product adoption within existing accounts.
• Maintain a high level of daily activity, completing a minimum of four (4) meaningful face-to-face HCP calls per day.
• Provide extended case coverage support within the region and follow up with referring physicians on questions about Zephyr Valves.
• Promote ancillary product sales to drive stickiness within established accounts.

Process Optimization & Reporting

• Teach existing accounts about Zephyr Valve program best practices to enhance StratX-to-case conversion rates and reduce median StratX-to-case time.
• Encourage treating centers to provide post-procedural communications to referring physicians on patient outcomes.
• Submit weekly and monthly reports as defined by the Regional Business Director (RBD) to track activity and performance.
• Document all relevant activities—including cases covered, sales calls, BLVR meetings, and StratX Report attribution—in Salesforce CRM.
• Gain meetings with key hospitals for the Territory Manager to close activities such as appointments, webinars, and seminars.
• Support regional initiatives such as RT events, PES (Pulmonary Education Sessions), and other COPD educational events.

Requirements:

• Bachelor’s Degree from a four-year college or university, or equivalent education and relevant working experience
• Minimum of 1-3 years of field sales experience
• Previous experience with interacting with medical staff in clinical and hospital settings preferred
• Dynamic, customer-focused individual with technical-oriented ability and well-developed written and verbal communication and presentation skills
• Excellent interpersonal and communication skills
• A passion for the customer, patient and product supported by strong relationships and closing skills
• Strong work ethic, high energy/drive and personal integrity based on a strong value system.

Compensation:

Base + Variable compensation $130K at plan

Please note that an application and resume must be completed and submitted for consideration for this opportunity.

Pulmonx Corporation is an Equal Opportunity Employer and embraces diversity. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any characteristic protected by applicable law.