Territory Manager (DC)

Pulmonx Corporation; Washington, Tacoma (District of Columbia, WA, MD); On-site; USD 90,000 - 240,000; Full time

Benefits offered by this job

Car allowance

Job summary

Pulmonx Corporation is seeking a Territory Manager to drive sales for Zephyr Valve Programs in Washington, DC. You will build physician and clinical team partnerships and execute a programmatic approach to pulmonary care.

The role requires a track record of exceeding sales targets, experience in medical device sales, and the ability to engage interventionalists and hospital staff to improve patient outcomes.

Qualifications

• Bachelor’s degree or equivalent education and experience.
• 5 years of sales experience with at least 3 years in medical device sales.
• Proven track record of exceeding targets.
• Experience supporting endoscopy, pulmonary, or MIS surgery is a plus.

Responsibilities

• Achieve and exceed quarterly and annual sales quotas in the DC territory.
• Identify and develop new sales opportunities by engaging physicians and treating centers.
• Establish physician champion networks to advocate programmatic pulmonary care.
• Retain and expand existing accounts by driving physician engagement and patient throughput.

Skills

Sales experience

Relationship building

Closing skills

Interpersonal skills

Communication skills

Education

Bachelor’s degree

Tools

Salesforce CRM

Job description

We’re excited to share an opportunity to join our sales team as a Territory Manager (TM) in Washington DC!

In this role, you’ll play a pivotal part in expanding Zephyr Valve Programs across the region and support physicians as they deliver a therapy that can truly transform the lives of patients with severe COPD and emphysema.

As a TM, you’ll drive growth in a key market by building strong, trusted partnerships with physicians and clinical teams—all while advancing Pulmonx’s mission to improve outcomes for patients living with severe lung disease. We’re looking for someone who is passionate,

accountable, and motivated by both performance and purpose.

Territory: DC

What You’ll Do In This Role

Sales Execution & Market Expansion

• Achieve and exceed quarterly and annual sales quotas for Pulmonx products in the territory.
• Identify, develop, and convert new sales opportunities by engaging and educating physicians and treating centers.
• Establish a strong physician champion network to advocate for a structured, programmatic approach to pulmonary care.
• Retain and expand existing account business by driving physician engagement and promoting optimal patient screening and throughput.
• Zephyr valve case coverage as needed.
• Work closely with the Regional Business Director (RBD) to align territory sales strategy and prioritize key opportunities.

Account Management & Program Development

• Gain commitment from treating centers and physicians to screen COPD patients for eligibility and promote adherence to screening protocols.
• Conduct BLVR (Bronchoscopic Lung Volume Reduction) meetings with stakeholders, including driving physician participation, reviewing StratX Report results, and tracking progress.
• Ensure all StratX Reports are attributed in all accounts.
• Address operational challenges within accounts using approved Pulmonx resources.
• Promote the integration of BLVR programs into hospital systems by engaging key stakeholders and securing programmatic support.
• Maintain a high level of interactions with healthcare professionals, by conducting a minimum of four (4) meaningful face-to-face HCP meetings per day.

Strategic Planning & Performance Tracking

• Develop and execute a territory business plan, approved by the RBD, and update activities and progress regularly.
• Track and report key performance metrics, including:
• Sales calls and revenue growth
• StratX Report attributions
• BLVR meeting participation and outcomes
• Customer implementation of operational efficiencies and process improvements
• Screening commitments within hospitals and office-based settings
• Maintain accurate and up-to-date documentation of activities in Salesforce CRM.

Cross-Functional Collaboration & Thought Leadership

• Support Pulmonx’s clinical programs, marketing initiatives, and R&D efforts by providing field insights and feedback.
• Identify and develop relationships with key stakeholders, including pulmonologists, surgeons, internists, referring physicians, nurses, and administrative personnel.
• Act as a trusted advisor and educator for physicians, ensuring proper understanding of patient selection, procedural techniques, and post-treatment care for the Zephyr Valve procedure.

Requirements

• Bachelor’s Degree from a four-year college or university, or equivalent education and relevant working experience
• 5 years of sales experience with at least 3 years of documented success in relevant medical device sales.
• Proven history of success in a sales role, with a strong track record of exceeding targets.
• Experience developing and driving commercialization of new technology.
• Experience in supporting endoscopy, pulmonary, and/or MIS surgery cases is preferred.
• Demonstrated ability to work with interventionalist, clinicians, nurses and other hospital personnel is required.
• Excellent interpersonal and communication skills.
• Strong relationship-building and closing skills with a focus on customer and patient impact.
• High energy, self-motivated, and results-driven with strong leadership and business judgment skills.

Compensation: Base (90K) + Variable compensation - $240K at plan (Guarantee offered, no cap)

Car Allowance: $650 per month + mileage

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.