Vice President of Sales - Diagnostics (Remote) - Now Hiring

About Xenter
Xenter is advancing a new generation of medical technologiesfrom diagnostic tools that help identify conditions earlier to procedural innovations designed to support more cost-effective treatment options across a broad patient population. By improving how conditions are identified and how procedures are performed, Xenter provides clinicians with real-time insight to support more precise and consistent decision-making. These products are designed with a strong focus on data, validation, and continuous improvement.

Building on this foundation, Xenter is developing a connected clinical intelligence platform that captures and organizes data across procedures and care settings. This platform enables health systems to expand access to advanced diagnostic tools while helping address barriers to care. Over time, this approach is designed to support more efficient care delivery and lower the total cost of carecreating value for providers, health systems, and patients.

At Xenter, you'll join an entrepreneurial team where innovation moves quickly, ideas become reality, and every employee has the opportunity to help shape technologies with the potential to change healthcare worldwide. You'll work alongside industry leaders, influence the direction of a rapidly growing company, and help bring breakthrough technologies from concept to commercialization.

Position Overview

Xenter Diagnostics is seeking a Vice President of Sales to expand and lead the national commercial organization. This is a builder sales leadership role: you will refine and expand on the go-to-market model, establish the salesforce infrastructure, hire and develop the team, and personally help close early landmark accounts. You will own the full revenue number for the Diagnostics division and report directly to the GM of Diagnostics.

The right candidate has done this before, established a field sales organization in the diagnostics or broader medtech/health tech space, with a deep understanding of how primary care physicians adopt and deploy new diagnostic tools, and how large health systems and ACOs make enterprise purchasing decisions. This is not a role for someone who has just managed an existing machine; it is a role for someone who transforms and builds an existing sales organization.  The preferred candidate will have a strong knowledge of sales metrics, sales compensation models, and medical device and diagnostics reimbursement knowledge.  This candidate will be a strong leader and excel with interpersonal relationships, have strong contacts with world class sales representatives, and will have succeeded in building and managing large national sales organizations of more than 50-100 sales professionals in the medical diagnostics industry for a large multi-national life science company

Key Responsibilities

Go-to-Market Strategy & Commercial Architecture

         Design and implement the national sales strategy for Xenter Diagnostics, including territory structure, channel approach, and customer segmentation across primary care and enterprise accounts

         Establish sales operations infrastructure: CRM, forecasting cadence, pipeline management, quota design, and incentive compensation structure

         Partner with Marketing, Clinical Affairs, and Product to align messaging, materials, and launch sequencing with the commercial roadmap

         Define KPIs and accountability frameworks for the sales organization from day one

Team Building & Leadership

         Recruit, hire, and onboard a high-performing national field sales team, including Regional Directors,  Sales Managers, Sales Associates, and sales training / operations as the business scales

         Build a coaching and performance culture focused on rigorous sales process execution, clinical credibility, and customer success

         Develop career paths and progression frameworks for the sales organization in partnership with People Development

         Lead regional and national sales meetings, forecast reviews, and performance management conversations

         Develop rewards and recognition programs to reinforce and drive commercial excellence

Primary Care Market Penetration

         Drive adoption of Xenter Diagnostics solutions within primary care practices, federally qualified health centers (FQHCs), physician-owned clinic groups, healthcare systems, and other markets as identified

         Partner closely with the COE team to drive strategic engagement with large integrated delivery networks (IDNs), ACOs, and primary care-oriented health systems (e.g., Kaiser, Mass General Brigham-affiliated groups, large regional systems)

         Develop and execute a provider education and pull-through strategy that shortens time-to-adoption for net-new accounts

         Establish relationships with key thought leaders, clinical champions, and early adopter practice networks to fuel reference selling

         Partner with Reimbursement and Market Access to accelerate payer coverage and address billing barriers at the practice level

Revenue Ownership & Reporting

         Own the annual revenue plan for Xenter Diagnostics; deliver monthly and quarterly performance against target with clear variance analysis

         Maintain a disciplined pipeline management process with 3x+ coverage and 90-day rolling forecast accuracy

         Provide executive leadership with transparent reporting on sales productivity, deal velocity, market feedback, and competitive intelligence

Qualifications

Required

         15+ years of progressive medical sales leadership experience, with at least 5 years running a national or multi-regional field organization

         Demonstrated track record of building a sales organization from an early-stage or pre-commercial baseline not just inheriting and managing an established team

         Deep experience selling into primary care: understanding of the PCM workflow, how physicians adopt new diagnostic tools, and the operational realities of independent and employed primary care practices

         Proven ability to close and manage large enterprise accounts with complex, multi-stakeholder buying processes (IDNs, ACOs, large group practices)

         Experience in the diagnostics space (laboratory diagnostics, point-of-care testing, cognitive/neurological screening, or adjacent categories strongly preferred)

         Strong commercial instincts: ability to set strategy, adapt quickly in a fast-moving environment, and lead through ambiguity without a large support infrastructure

         Excellent executive presence with the ability to present to health system C-suites, clinical leadership, and Xenter's own board and investors

Preferred

         Experience commercializing a diagnostics product in the cognitive health, neurology, or behavioral health space

         Background working in or with Federally Qualified Health Centers (FQHCs) or safety-net primary care settings

         Familiarity with value-based care contracting and population health program structures

         Prior experience at a startup or high-growth medtech company; comfort operating with lean resources and building from scratch

         MBA or equivalent advanced degree

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