[Remote] Director of Veterans Affairs Field Sales

Note: The job is a remote job and is open to candidates in USA. BioWave is hiring a Director of VA Field Sales to lead national field execution for its Department of Veterans Affairs and other U.S. government business. The role manages Regional Sales Managers, drives performance against national sales goals, and advances enterprise opportunities with VA and health-system stakeholders.

Responsibilities

• Directly lead, coach, and hold Regional Sales Managers accountable for regional performance, talent development, forecast accuracy, and execution of BioWave’s VA commercial priorities
• Translate national objectives into clear regional and territory plans with measurable expectations for new patients, unit growth, account development, pipeline conversion, and retention of existing business
• Own field execution against the approved national VA sales budget and identify performance gaps, risks, and corrective actions early
• Establish a differentiated RSM coaching model that concentrates management time on underperforming representatives, complex opportunities, and high-potential territories while giving proven performers appropriate autonomy
• Create a consistent operating cadence for pipeline review, account prioritization, performance management, and sharing best practices across regions
• Build relationships with senior clinical and administrative stakeholders, including chiefs of service, interventional pain leaders, CMOs, directors of clinical care, and other decision makers who can influence adoption across a facility, health system, VISN, or national program
• Partner with RSMs and representatives on priority accounts where executive sponsorship, cross-service alignment, or a broader treatment pathway can unlock material growth
• Identify high-utilization VA facilities and centers of excellence that can serve as reference sites, evidence-generation partners, and models for broader adoption
• Advance standardized protocols and continuum-of-care pathways that position BioWave earlier in treatment, including appropriate use before more invasive therapies
• Develop a clear map of senior stakeholders, decision processes, and expansion opportunities across priority VA systems and emerging VISN structures
• Provide field insights, customer feedback, and market intelligence to support the development and refinement of BioWave's clinical and economic value proposition
• Utilize approved clinical and economic evidence to accelerate field execution, support enterprise VA opportunities, and strengthen customer adoption
• Ensure all customer-facing communications and materials are compliant with approved claims, indications, and company policy
• Assess talent, succession, coverage, and capacity across the VA field organization and recommend changes needed to support growth
• Partner with Human Resources and the Senior Director Government Sales on recruiting, onboarding, performance improvement, and timely territory coverage when vacancies occur
• Reinforce standardized selling, CRM discipline, account planning, training, and execution of the customer journey from in-service through trial, conversion, and sustained utilization
• Collaborate with Commercial Operations and Enablement to reduce unnecessary administrative work while improving data quality and visibility

Skills

• 10 or more years of progressive medical-device, healthcare, or complex clinical sales experience, including leadership of regional or multi-region field teams
• Demonstrated success managing managers and delivering performance through a geographically dispersed sales organization
• Experience developing senior clinical and executive relationships and converting complex stakeholder alignment into measurable commercial growth
• Strong command of sales planning, budgeting, forecasting, pipeline management, performance management, and field coaching
• Ability to communicate clinical and economic value credibly with physicians, administrators, and senior health-system leaders
• Bachelor's degree or equivalent relevant experience
• Experience selling into the Department of Veterans Affairs, other federal healthcare systems, or similarly complex integrated delivery networks
• Background in pain management, neuromodulation, interventional pain, durable medical equipment, or an adjacent medical-device category
• Experience expanding adoption through clinical pathways, protocols, centers of excellence, or enterprise-account strategies
• Familiarity with value-based selling, health-economic modeling, real-world evidence, and cross-functional commercialization

Benefits

• Variable OTE: $115,000
• Medical, Vision, Dental Insurance Available
• 401K- discretionary 2.5% employer match
• Basic/Voluntary Term Life Insurance
• Long & Short Term Disability
• HSA Accounts
• PTO Years 1 and 2, 15 days, Year 3 onwards 20 days
• 12 paid public holidays
• Remote work environment (East coast hours required initially)
• Reimbursement for travel(sales)

Company Overview