Inside Account Manager - West

Company Overview:

Ultrasound probes that contact mucous membranes or non-intact skin must be high-level disinfected between every patient, a step traditionally handled with manual, chemical-based methods that are time-consuming and inconsistent. Germitec, founded in Bordeaux, France in 2005, replaces that process with automated, chemical-free UV-C High-Level Disinfection (HLD). Its flagship Chronos® system received the FDA's first-ever De Novo grant for a UV-C disinfection chamber in 2024, creating a new Class II device classification, and roughly 2,500 units have been installed across 40 countries. Germitec has raised approximately $75 million to date, including a $30 million Series B led by Eurazeo in 2025 to accelerate U.S. commercial expansion, alongside financing from the European Investment Bank. The U.S. commercial model pairs field-based Enterprise Account Managers (EAMs), who own large enterprise accounts and IDNs and close business, with Inside Account Managers (IAMs), who generate pipeline and run the first half of the sales process for smaller hospitals and outpatient accounts before handing off to the field.

Job Overview:

The Inside Account Manager is a commercial pipeline-development position—not a traditional SDR, appointment-setting, or call-center role. Germitec is hiring two IAMs, one covering the East and one covering the West, each reporting to the regional VP of Sales and supporting up to five field-based Enterprise Account Managers.

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—smaller hospitals, Critical Access Hospitals, independent offices, IVF clinics, and women's centers—advancing opportunities to a defined stage before handing them to the EAM to close. You'll learn how hospitals reprocess ultrasound probes, identify clinical and economic stakeholders, conduct meaningful discovery, and turn account intelligence into qualified commercial opportunities. The role also carries an element of sales operations: owning HubSpot hygiene so the team gets 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, the IAM position is designed as an internal development path toward future field-based Enterprise Account Manager opportunities as Germitec continues to grow.

Products:

• Chronos® — 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

• FDA De Novo (September 2024), Class II under 21 CFR 880.6511 — the first and only UV-C HLD chamber authorized for U.S. marketing; indicated for the surfaces of external, transvaginal, and transrectal ultrasound probes without lumens or channels deeper than their widths

• Validated efficacy — demonstrated microbial log reduction against bacteria, fungi, viruses, mycobacteria, and bacterial spores during FDA De Novo review

• UV-C penetrates microorganism membranes to disrupt DNA, RNA, and cellular proteins, eliminating chemical handling and storage from probe reprocessing

• Used across gynecology, urology, radiology, emergency medicine, anesthesia, and biopsy procedures; winner of the 2020 Prix Galien award for Best Medical Device

• Pipeline: future UV-C HLD products designed for long probes used in ENT and cardiology

Qualifications:

Education & Experience

• 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; very comfortable with HubSpot and a modern sales tech 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

Preferred Background

• Medical devices

• Capital equipment

• Infection prevention/disinfection

• Ultrasound/imaging

• Diagnostic technology

• Hospital equipment

• Healthcare technology/SaaS

• Hospital consumables with a capital component

• Experience selling into hospitals, IDNs, Imaging, Ultrasound, Infection Prevention, or other clinical departments is highly desirable

• High-performing healthcare sales professionals with strong outbound prospecting experience, and exceptional B2B sellers from organizations known for rigorous sales training who want to transition into MedTech, will also be considered

Competencies

• A Hunter — comfortable initiating conversations, prospecting into cold accounts, and creating opportunities rather than waiting for leads

• Resilient — high energy and resourceful; gets knocked down and gets right back up

• Curious — asks intelligent questions and wants to understand how a customer's clinical and business processes actually work

• A Strong Communicator — credibly engages hospital managers and directors without sounding scripted or transactional

• Persistent — understands that hospital capital-equipment opportunities may require multiple interactions over several months

• Strategic — recognizes that complex sales involve multiple stakeholders and doesn't rely on a single contact to move an opportunity forward

• Disciplined — maintains accurate CRM information, documents meaningful account intelligence, and consistently executes next steps

• Coachable — eager 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

• Ambitious — wants to develop the skills and experience required to potentially become a field-based Enterprise Account Manager

Job Responsibilities:

Prospect & Develop New Business

• 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 all inbound leads; 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 Meaningful Discovery

• Go beyond identifying an interested prospect—uncover the information that turns account intelligence into a qualified sales opportunity, not simply an appointment, including:

• Current ultrasound probe disinfection methods

• Competitive equipment and installed base

• Number and type of ultrasound probes, and ultrasound procedure volume

• Current workflow and turnaround challenges

• Chemical handling and storage requirements, and consumable utilization

• Infection Prevention priorities

• Replacement and expansion opportunities, and capital-budget timing

• Key decision makers, influencers, and appropriate next commercial steps

Map Hospital Accounts

• Identify and develop relationships across multiple hospital stakeholders, potentially including:

• Ultrasound/Sonography, Imaging, and Radiology

• Infection Prevention

• Cardiology/Echocardiography

• Department managers, directors, and clinical leadership

• Supply Chain and Procurement

• Clinical Engineering/Biomed

• Other clinical and economic decision makers

• Learn how complex hospital buying decisions are made and build the account intelligence necessary to advance opportunities

Nurture & Advance Opportunities

• 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 with prospects throughout the sales process

• Advance early-stage opportunities toward demonstrations and field engagement

• Coordinate meetings and demonstrations, and support EAM follow-up and opportunity progression

• Maintain engagement during longer capital-equipment sales cycles so opportunities don't stall because of inconsistent follow-up

• Support roughly quarterly trade shows, and step in on urgent deals or demos as needed

Own CRM & Account Intelligence

• Maintain accurate, actionable HubSpot records: contacts and stakeholders, current technology and competitive equipment, account intelligence, customer needs and challenges, activities and interactions, opportunity status, next steps, follow-up dates, and sales-stage information

• Own HubSpot hygiene for the team—execution, feature use, and making sure the company gets full value from the platform

• Meet administrative KPIs and follow the defined sales cadence

What Success Looks Like

• Results first; second, how they were achieved—following the sales cadence and fulfilling administrative KPIs; third, trending toward readiness for an Enterprise Account Manager role

• A successful IAM can engage an Imaging or Ultrasound leader, run a credible discovery conversation, understand the customer's workflow, identify key stakeholders, uncover a legitimate Chronos opportunity, document it in CRM, and determine the right next commercial action

• Key measures may include outbound activity, target-account penetration, qualified opportunities generated, meetings and demonstrations created, pipeline contribution, opportunity progression, lead and conference follow-up, dormant-account reactivation, CRM quality, consistency of follow-up, and contribution to EAM territory development

Compensation:

• Base: $65K–$75K

• OTE: $90K–$100K at plan, uncapped box bonus

Location:

• Territory Parameters: West 

• Candidate Location: Remote. Preference for a metro area with convenient airport access; Travel is limited—roughly quarterly trade shows plus occasional support on urgent deals or demos.