Regional Sales Manager, California/Nevada

The Regional Sales Manager will sit within the Beacon Dx commercial organization and will be responsible for driving adoption of Beacon HST across the California/Nevada. This role reports directly to the National Vice President of Clinical Sales and does not initially manage direct reports. The role owns a high-priority territory that includes California and Nevada. Preferred candidate locations include San Diego, Los Angeles or San Francisco, with preference for major metro access to support field travel and customer engagement.

Beacon Dx is building the next generation of home-based diagnostics by combining EEG and cardiopulmonary signals into a unified platform. This is not a transactional device role. Success requires the ability to sell into complex clinical environments, influence diagnostic pathways, and establish Beacon as a standard of care alternative to legacy HST solutions. The right candidate will convert clinical credibility into commercial scale by opening new accounts, expanding strategic accounts, displacing incumbent solutions, and partnering cross-functionally to ensure utilization after the sale.

What success looks like:

• Own full California/Nevada territory performance, including pipeline creation, deal progression, revenue attainment, and forecast accuracy.
• Drive new business and expand strategic accounts across sleep labs, IDTFs, health systems, and multi-site clinical organizations.
• Lead with clinical differentiation by translating EEG-based diagnostics, workflow advantages, and data quality into clear value propositions for physicians, administrators, and technical stakeholders.
• Maintain disciplined CRM hygiene in Zoho, including timely follow-up, clean opportunity staging, accurate close dates, and reliable revenue forecasting.
• Develop relationships with sleep physicians, pulmonologists, neurologists, technical directors, administrators, and executive decision-makers across complex buying committees.
• Execute high-impact product demonstrations and support clinical validation of Beacon HST in real-world customer environments.
• Attend regional and national conferences to generate leads, strengthen relationships, identify KOLs, and support market education.
• Partner with Clinical Enablement, Operations, Product, Customer Experience, and Logistics to support onboarding, utilization, retention, and reorder consistency.
• Maintain confidentiality, integrity, and availability of Protected Health Information in accordance with HIPAA standards.
• Demonstrate consistent quota attainment, competitive displacement, multi-site account growth, and regional KOL development.

What you will bring:

• 7 or more years of medical device or healthcare sales experience.
• 4 or more years in sleep diagnostics, cardiopulmonary diagnostics, neurology-adjacent diagnostics, or a closely related clinical market.
• Proven record of meeting or exceeding sales targets in a field-based territory role.
• Demonstrated ability to sell into complex healthcare environments with multiple stakeholders and longer buying cycles.
• Strong clinical curiosity and the ability to explain diagnostic differentiation without overcomplicating the message.
• Excellent communication, negotiation, executive presence, and presentation skills.
• Ability to operate independently, prioritize the right accounts, manage competing demands, and build structure in an underdeveloped territory.
• Proficiency with CRM systems, with Zoho experience preferred, and Microsoft Office Suite.
• Willingness to travel extensively throughout the California/Nevada region.
• Bachelor’s degree required. Advanced business, clinical, or healthcare-related education preferred.
• High ownership, strong field discipline, coachability, intellectual honesty, and comfort operating in a competitive growth-stage environment.