Role Description
Location: US - Southeast (Region: Atlanta, GA)

The Clinical Specialist (CS) is a highly driven clinical sales professional responsible for supporting territory growth, customer adoption, and long-term account success across assigned healthcare organizations. This role combines clinical expertise, consultative selling, customer relationship management, and operational strategy to drive measurable customer outcomes and business growth.

The Clinical Specialist serves as a trusted clinical partner across all levels of the healthcare organization, building relationships from bedside clinicians and ancillary teams to clinical leadership, executive stakeholders, and key decision-makers. This individual will work closely with frontline caregivers, nursing teams, therapy departments, physicians, and interdisciplinary partners to support clinical adoption, workflow integration, and customer success, while also partnering with Directors, Managers, Clinical Educators, Quality leaders, and executive stakeholders to drive alignment, operational efficiency, and expansion opportunities.

This role partners closely with Sales leadership and cross-functional teams to support product evaluations, clinical implementations, customer growth opportunities, and stakeholder engagement. The ideal candidate is adaptable, entrepreneurial, clinically credible, and highly effective at navigating complex healthcare environments while building trust, influencing stakeholders, and maintaining ownership of key customer relationships throughout the customer lifecycle.

The ideal candidate thrives in fast-paced startup environments where flexibility, accountability, and initiative are critical to success. This role requires extensive travel, schedule flexibility, and the ability to work independently while managing multiple customer relationships and priorities.
Duties & Responsibilities
Clinical Sales & Customer Success Leadership

• Serve as the primary clinical and strategic partner across assigned accounts, driving customer engagement, adoption, retention, and expansion opportunities.
• Partner closely with Sales leadership to support territory growth initiatives, executive presentations, contract renewals, and expansion strategies.
• Demonstrate strong clinical sales acumen by identifying customer needs, communicating value propositions, and aligning solutions with operational and financial goals.
• Build trusted relationships with clinical leaders, executive stakeholders, and operational teams to support long-term partnership success.
• Support pre-sale and post-sale customer engagement activities including clinical evaluations, product demonstrations, implementation support, and business reviews.
• Lead hospitals from pilots through full commercialization while driving measurable utilization and clinical outcomes.

Clinical & Operational Excellence

• Serve as the clinical subject matter expert across assigned accounts, providing education, coaching, workflow optimization, and best-practice guidance to drive clinical adoption, utilization, and customer success.
• Drive strong clinical and operational outcomes by supporting effective product utilization, identifying gaps in adoption, and partnering with customer teams to improve consistency, compliance, and overall performance.
• Observe, assess, and refine clinical workflows to improve efficiency, patient care outcomes, staff engagement, and operational effectiveness across the customer environment.
• Lead and support change management initiatives by influencing frontline teams, clinical leadership, and stakeholders to drive sustainable adoption and long-term account growth.
• Translate clinical outcomes, utilization trends, and operational insights into value discussions, strategic recommendations, and actionable account plans.
• Partner with customer stakeholders to establish goals, monitor progress, and maintain accountability for adoption, utilization, and program success metrics.
• Act as the escalation point for customer concerns, adoption barriers, and operational challenges while providing proactive, solution-oriented guidance and follow-through.
• Maintain strong ownership of account performance by proactively identifying opportunities for optimization, expansion, customer retention, and overall account health
• Champion change management initiatives and support customer adoption in complex healthcare environments.

Strategic Partnership & Growth

• Collaborate cross-functionally with Sales, Enablement, Customer Solutions, Marketing, and Leadership teams to drive customer success and business growth.
• Identify expansion opportunities within existing accounts and support territory sales initiatives.
• Deliver high-impact clinical presentations, executive business reviews, and customer training programs.
• Maintain a strong understanding of industry trends, competitive landscape, and healthcare market dynamics.
• Contribute to continuous improvement initiatives within a rapidly evolving startup environment.

Data-Driven Impact

• Utilize dashboards, analytics, and outcome reports to monitor account performance, customer health, and growth opportunities.
• Interpret clinical and business performance data to support strategic customer conversations and ROI discussions.
• Partner with internal teams to refine success metrics, implementation strategies, and customer engagement models.

Qualifications

• Bachelor's degree in nursing, Allied Health, or related clinical field required
• Critical care experience required
• Strongly preferred: experience in healthcare technology, medical device, clinical sales, customer success, or healthcare SaaS environments
• Required Industry experience 3+ years
• Startup experience strongly preferred
• Experience supporting healthcare sales cycles, product evaluations, or clinical conversion initiatives preferred
• Experience working with physicians, nursing leadership, value analysis committees, and executive stakeholders preferred
• Proven ability to build relationships and influence decision-making within hospital systems
• Strong organizational and territory management skills
• Comfortable working in highly autonomous and evolving environments
• Ability to manage competing priorities while traveling extensively
• Demonstrated ability to influence executive stakeholders and support sales growth initiatives
• Excellent presentation, communication, and relationship-building skills
• Strong analytical and problem-solving capabilities
• Highly organized, self-motivated, and adaptable in dynamic environments
• Ability to work independently while managing multiple priorities and customer relationships
• Must be flexible and willing to travel extensively based on business and customer needs
• Willingness to travel approximately 50-80%, including overnight travel and weekend coverage as needed for customer support, implementations, conferences, or business initiatives

Skills & Competencies

• ClinicalExpertise - Strong clinical foundation with the ability to influence healthcare professionals and executive leaders
• ClinicalSales Acumen - Ability to drive customer engagement, communicate value, and support business growth initiatives
• ExecutivePresence - Communicates with confidence, professionalism, and credibility across all stakeholder levels
• BusinessAcumen - Understands how to drive clinical value to support the Quad Aim of healthcare decision making - Clinical, Operational, Financial and Experience
• Adaptability - Thrives in fast-paced, evolving startup environments with shifting priorities
• RelationshipBuilding - Establishes trust quickly across clinical, operational, and executive stakeholders
• Resilience - Maintains professionalism and persistence in challenging or evolving customer environments
• TechnicalAptitude - Learns and communicates healthcare technology solutions effectively
• CompetitiveDrive - Motivated by driving growth, clinical adoption, utilization, and customer success metrics and outcomes across an assigned portfolio of healthcare accounts.
• ChangeManagement - Supports hospitals through workflow changes, adoption barriers, and implementation challenges
• TerritoryOwnership - Takes accountability for territory success, customer relationships, and growth opportunities
• Flexibility - Demonstrates willingness to travel extensively and support customer needs as business demands evolve

Work Environment

• Willingness to travel approximately 50-80%, including overnight travel and weekend coverage as needed for customer support, implementations, conferences, or business initiatives

Salary Range

• $115,000 - $120,000 annually