Director of Inside Sales

Company Overview

SoftWave TRT is a fast‑growing medical device company revolutionizing regenerative medicine with FDA‑cleared shockwave therapy devices used by top healthcare providers nationwide.

Mission

Scale SoftWave from $45M to $100M while building an accountable, high‑performing sales organization that wins across cash‑pay chiropractors, reimbursed provider markets, and enterprise/strategic partnerships, all powered by analytics, AI, and disciplined operating rhythms.

This Leader Will:

• Build and manage inside sales, corporate/enterprise sales, and direct field reps.
• Reset culture, remove under‑performers, and rebuild comp with CEO/CFO.
• Lead the shift from transactional selling to LTV‑focused revenue models.
• Drive provider activation, utilization, and retention.
• Execute with AI‑enabled precision across forecasting, funnel management, and rep analytics.

Key Responsibilities

• Create the roadmap and operating model to double revenue within two years.
• Increase productivity per rep, expand enterprise pipeline, and grow activation‑driven recurring revenue.
• Lead and rebuild the sales organization: build and manage inside sales, enterprise/corporate programs, and direct reps; reset expectations, enforce performance discipline, and remove under‑performers quickly.
• Redesign comp plans to align behaviors with LTV, activation, and recurring revenue.
• Digital lead conversion & inside sales buildout: convert 50%+ of demand coming from Google/Meta into qualified, sales‑ready opportunities; build a high‑velocity inside sales team with response SLAs, scoring, and AI‑assisted workflows.
• Enterprise & corporate expansion: establish the enterprise function—multi‑clinic groups, MSOs, DSOs, sports organizations, large provider groups; lead strategic negotiations and develop scalable programs that drive long‑term value.
• Pipeline, forecasting & AI‑driven sales operations: implement rigorous pipeline inspection and forecasting discipline; leverage AI tools for rep performance scoring, coaching triggers, conversion modeling, and accuracy improvement.
• Provider activation, utilization & retention: ensure every new provider is fully activated and achieving expected patient volume; increase recurring revenue per device and raise the average provider LTV.
• Reimbursement collaboration: collaborate with reimbursement leaders on CPT code strategies, coverage pathways, and medical economics messaging.

Success Metrics (Top 3)

• Provider activation & retention.
• Digital lead conversion.
• LTV & annual recurring revenue growth.

Required Experience

• 10+ years in medical device/med‑tech with cash‑pay + reimbursed markets.
• Experience standing up inside sales and enterprise sales.
• Ability to drive cultural transformation and enforce performance standards.
• Strong command of funnel math, forecasting, analytics, and AI tools.
• Experience with compensation plan architecture and multi‑channel models.

Preferred Qualifications

• Atlanta‑based or willing to relocate.
• Experience selling capital equipment or regenerative technologies.
• Understanding of CPT coding, payer economics, and reimbursement frameworks.

Core Leadership Attributes

• Builder‑operator hybrid.
• Proven track record scaling revenue from $30–$70M to $100M+.
• Accountability champion.
• Strategic thinker.
• Velocity‑driven.
• Analytical mindset.
• High emotional intelligence.