Inside Account Manager - West

FloodGate Medical•Tampa, FL

12d•Remote

About The Position

Germitec is hiring an Inside Account Manager to develop commercial pipeline for smaller hospitals and outpatient accounts in the West territory. This is a pipeline-development sales position, not a traditional SDR, appointment-setting, or call-center role. The IAM takes the first pass on inbound leads and owns outbound prospecting and the first half of the sales process for Tier 2 and Tier 3 accounts, advancing opportunities to a defined stage before handing them to a field-based Enterprise Account Manager (EAM) to close. The role supports up to five EAMs and reports to the regional VP of Sales. The IAM will learn how hospitals reprocess ultrasound probes, identify clinical and economic stakeholders, conduct meaningful discovery, and turn account intelligence into qualified commercial opportunities. The position also owns HubSpot hygiene and helps the team get full value from the platform. This is the first role of its kind at Germitec, on a small, early U.S. commercial team with direct access to leadership. For high performers, it is designed as an internal development path toward future field-based Enterprise Account Manager opportunities. Germitec's flagship Chronos® system is an automated, one-touch UV-C chamber that delivers chemical-free high-level disinfection at the point of care in approximately 90 seconds, with digital traceability. It is the first and only UV-C HLD chamber authorized for U.S. marketing, under an FDA De Novo grant received in September 2024. The product is indicated for the surfaces of external, transvaginal, and transrectal ultrasound probes without lumens or channels deeper than their widths. Future UV-C HLD products are planned for long probes used in ENT and cardiology. The West territory is remote. The preferred candidate location is a metro area with convenient airport access. Travel is limited, with roughly quarterly trade shows and occasional support for urgent deals or demonstrations. Compensation is a $65,000–$75,000 base and $90,000–$100,000 OTE at plan, with an uncapped box bonus.

Requirements

2–5 years of successful B2B sales or business-development experience.
Demonstrated outbound prospecting experience, including personally generating qualified pipeline.
Cold calling and multi-touch prospecting experience.
Strong discovery and qualification skills.
Experience engaging manager- and director-level decision makers.
CRM proficiency and disciplined documentation habits; strong comfort with HubSpot and a modern sales technology stack.
Demonstrated persistence and systematic follow-up.
Experience working within a defined sales process.
Measurable quota or KPI performance.
Bachelor's degree highly preferred; strong healthcare or enterprise sales performance may potentially offset this requirement.
Able to initiate conversations, prospect into cold accounts, and create opportunities rather than wait for leads.
Strong communication skills to engage hospital managers and directors credibly and without sounding scripted or transactional.
Able to understand complex sales with multiple stakeholders and maintain follow-up through sales cycles that may last several months.
Coachable and willing to learn UV-C technology, ultrasound probe reprocessing, clinical workflows, competitive technologies, and complex healthcare selling; able to self-assess and adjust tactics with guidance.

Nice To Haves

Background in medical devices, capital equipment, infection prevention or disinfection, ultrasound or imaging, diagnostic technology, hospital equipment, healthcare technology or SaaS, or hospital consumables with a capital component.
Experience selling into hospitals, IDNs, Imaging, Ultrasound, Infection Prevention, or other clinical departments.
High-performing healthcare sales professionals with strong outbound prospecting experience are considered.
Exceptional B2B sellers from organizations known for rigorous sales training who want to transition into MedTech are considered.
Ambition to develop the skills and experience to potentially become a field-based Enterprise Account Manager.
Candidate located in a metro area with convenient airport access.

Responsibilities

Conduct high-volume outbound prospecting into hospitals, health systems, and target accounts.
Generate new opportunities through phone, email, LinkedIn, campaigns, and multi-touch prospecting.
Take the first pass on inbound leads and qualify inbound and marketing-generated opportunities.
Follow up on conferences, trade shows, marketing campaigns, and other lead-generation activities.
Reactivate dormant accounts and previously stalled opportunities.
Develop smaller hospitals, Critical Access Hospitals, independent offices, IVF clinics, and women's centers.
Develop target accounts and identify relevant decision makers and influencers.
Create qualified meetings, demonstrations, and sales opportunities for EAMs.
Conduct discovery into current probe-disinfection methods, equipment and installed base, probe volumes, workflows, turnaround challenges, chemical handling and consumable use, Infection Prevention priorities, replacement and expansion opportunities, capital-budget timing, stakeholders, and next steps.
Identify and develop relationships across hospital stakeholders, potentially including Ultrasound/Sonography, Imaging, Radiology, Infection Prevention, Cardiology/Echocardiography, department managers and directors, clinical leadership, Supply Chain, Procurement, Clinical Engineering/Biomed, and other clinical and economic decision makers.
Build account intelligence and learn how complex hospital buying decisions are made.
Own the first half of the sales process for Tier 2 and Tier 3 accounts and hand opportunities to the EAM at the defined stage.
Maintain systematic follow-up, advance early-stage opportunities toward demonstrations and field engagement, coordinate meetings and demonstrations, and support EAM follow-up and opportunity progression.
Maintain engagement through longer capital-equipment sales cycles so opportunities do not stall because of inconsistent follow-up.
Support roughly quarterly trade shows and step in on urgent deals or demonstrations as needed.
Maintain accurate, actionable HubSpot records covering contacts and stakeholders, technology and competitors, account intelligence, customer needs, activities, opportunity status, next steps, follow-up dates, and sales-stage information.
Own HubSpot hygiene for the team, including execution and feature use, to ensure the company gets full value from the platform.
Meet administrative KPIs and follow the defined sales cadence.