VP of Commercial Growth and Market Access

FloodGate Medical•Tampa, FL

6d•Remote

About The Position

DESĪN LLC is hiring a Vice President of Commercial Growth and Market Access to own profitable commercial growth, payer and state access, and commercial readiness for a direct durable medical equipment (DME) supplier operation. Reporting to the Founder and CEO, this hands-on builder will establish DESĪN as a direct DME supplier, integrate direct billing with the existing sales and advocacy process, and own and scale the overall commercial engine. The role is intended as a strategic architect and business partner to the CEO, not an administrative or managerial layer. The VP will lead Sales and Advocacy, International Business, and the emerging reimbursement and direct billing function. They will develop incumbent leaders, improve the established sales and advocacy system, create new growth opportunities, and connect commercial execution with reimbursement and direct billing. The role also owns commercial forecasts, funnel and channel metrics, contribution margin, investment decisions, and commercial follow-through. The VP will operate within EOS and progressively take on the integrator role while partnering with Product, Clinical Affairs, Quality, Operations, and Finance, which remain under the CEO's leadership. DESĪN develops and manufactures Obi, a robotic self-feeding device for people with severe upper-extremity disabilities. The company describes Obi as an FDA-registered Class I medical device made under an ISO-compliant quality system, listed on the VA Federal Supply Schedule, and available in more than 20 countries. The role is remote anywhere in the U.S. Compensation includes a competitive base salary plus performance-based incentives, calibrated to experience and agreed scope.

Requirements

10+ years of progressive commercial, general management, market access, or reimbursement experience, including meaningful responsibility for managers or multidisciplinary teams.
Experience in a clinician-influenced, payer-funded, documentation-dependent product or service pathway.
Understanding of the full path from referral and clinical evaluation through medical necessity, authorization, delivery, service, billing, denials, and payment.
Demonstrated growth personally created.
Success working in an entrepreneurial or founder-led environment.
Hands-on, comfortable with ambiguity, and energized by plans that can change.
Sound financial and quantitative judgment, including forecasting, contribution margin, and investment decisions.
Genuine, transparent, collaborative approach; ability to work cross-functionally by default.
Ability to earn the respect of an established team and develop incumbent leaders rather than replace them.
Business-partner mindset with the CEO.
Passion for serving people with disabilities and alignment with DESĪN's core values: true advocacy, health and wellness through human-centered design, and evidence-based innovation.

Nice To Haves

Direct DME/CRT experience, ideally having built or been a key part of building a direct DME supplier go-to-market or commercial engine.
Experience in complex rehabilitation technology, AAC and speech-generating devices, eye-gaze systems, assistive technology, home medical equipment, orthotics and prosthetics, or adjacent home-based medtech.
Hands-on experience with DMEPOS accreditation, Medicaid enrollment, third-party billing, or claims management.
Experience at an early-stage company of similar size, moving a commercial engine from one stage of scale to the next.

Responsibilities

Lead DMEPOS accreditation and Medicaid enrollment in top states, working with the accreditation partner and external specialists.
Select and onboard a third-party biller and specify and implement claims management software.
Write the direct DME operating procedure and integrate it with the existing sales and advocacy process.
Define the first billing hire, including qualifications, timing, claim capacity, and when to add further coders or billers.
Lead commercial coordination for direct billing, claims, and appeals, using qualified internal owners and external specialists.
Lead Sales and Advocacy, International Business, and the emerging reimbursement and direct billing function; develop incumbent leaders and build on their existing capabilities.
Coach the strategic thinking of commercial leaders and drive continuous improvement of the sales and advocacy process.
Use performance data to improve conversion and execution from lead through clinical evaluation, authorization, delivery, and follow-up.
Build channel plans and measurable performance across state Medicaid, VA, facilities, international distributors, and future payer pathways.
Identify and develop partnerships, complementary product opportunities, referral networks, and distribution relationships with clear revenue and margin economics.
Partner with the CEO and Clinical Affairs on readiness for broader Medicare payer access.
Own forecasts, funnel and channel metrics, contribution margin, investment decisions, and commercial follow-through.
Operate within EOS and progressively take on the integrator role.
Partner with Product, Clinical Affairs, Quality, Operations, and Finance.