Sr. Digital Pathology Sales Specialist

Location: Greater Boston, MA / Massachusetts preferred; territory includes New Hampshire, Vermont, Maine, and MassachusettsWork Setting: Field-based sales role with regular customer travel across the upper Northeast territoryCompensation: OTE $180,000 to $220,000 (base salary + bonuses) Bonuses are guaranteed for 1st 6 months and are uncappedTravel: Up to 75%Benefits: Full benefits package, company vehicle / fleet program (company provided car), formal sales and product training, and strong commission earning potentialPosition SummaryThe Senior Digital Pathology Sales Specialist is a field-based capital equipment sales role focused on driving growth across a strategic upper Northeast territory. This position will be responsible for selling advanced Digital Pathology solutions into hospitals, pathology departments, clinical laboratories, research environments, and related healthcare accounts.This is an opportunity to join a global healthcare and life sciences organization whose work directly supports precision cancer diagnostics and pathology innovation. The Digital Pathology segment is a high-growth area within an established pathology-focused business, giving this person the ability to own an important territory, build long-term customer relationships, and help expand adoption of innovative products at the intersection of pathology, imaging, software, and AI.Key ResponsibilitiesAchieve monthly, quarterly, and annual sales goals across the assigned Digital Pathology territoryDevelop and execute a territory sales strategy focused on revenue growth, pipeline development, and market share expansionOwn the full sales process from lead generation and opportunity qualification through proposal, negotiation, and closeSell directly into hospitals, pathology departments, clinical labs, research organizations, and related healthcare environmentsBuild relationships with pathologists, lab managers, research scientists, hospital leaders, procurement teams, and other key decision-makersNavigate long, complex capital equipment sales cycles, often ranging from 12–18 monthsConduct customer discovery to understand clinical, operational, workflow, and technical needsPosition Digital Pathology solutions based on product functionality, workflow value, performance, and customer requirementsCoordinate product demonstrations, installations, and customer training in partnership with Field Applications, service, and internal sales teamsSupport commercialization efforts for new product, software, and technology launchesMaintain accurate customer records, opportunity tracking, and sales activity in SalesforceStay current on Digital Pathology, anatomical pathology, IHC, AI-enabled diagnostic tools, regulatory considerations, and competitive positioningRepresent the organization with urgency, professionalism, responsiveness, and strong customer focusRequired QualificationsBachelor's degree in a related field, or equivalent professional experience5+ years of capital equipment sales experience in clinical, hospital, research, or laboratory environmentsDirect experience selling into hospitals, pathology-related departments, clinical labs, or similar healthcare settingsProven ability to manage long, complex sales cycles involving multiple stakeholders and capital budget processesStrong understanding of how to sell technical products in a clinical environmentExperience working with clinical stakeholders such as pathologists, lab managers, research scientists, laboratory directors, hospital decision-makers, and procurement teamsAbility to build and manage a territory independently with minimal day-to-day directionStrong pipeline management, account planning, communication, presentation, and closing skillsHigh level of customer urgency, responsiveness, and follow-throughWillingness and ability to travel up to 75% across the assigned territoryPreferred QualificationsExperience selling Digital Pathology platforms, scanners, pathology workflow software, or AI-enabled pathology solutionsBackground in anatomical pathology, histology, IHC, pathology lab equipment, or clinical imagingExperience selling capital equipment into pathology labs, hospital labs, academic medical centers, or research institutionsFamiliarity with LIS connectivity, laboratory workflow, healthcare software integration, or AI-enabled healthcare technologyStrong knowledge of technical demonstrations, stakeholder mapping, value-based selling, and hospital purchasing processesExisting relationships within the Northeast pathology, hospital, laboratory, or research marketIdeal Candidate ProfileThe ideal candidate is a proven capital equipment sales professional who understands how to sell into hospitals and clinical environments. This person does not need to be a deep Digital Pathology expert on day one, but they must bring strong sales discipline, technical aptitude, and experience managing complex clinical sales cycles.The strongest candidates will likely come from Digital Pathology, anatomical pathology, histology, pathology lab equipment, clinical imaging, LIS / connectivity solutions, AI-enabled healthcare technology, or other highly technical hospital-based capital equipment sales backgrounds.This person should be comfortable owning a large field territory, building pipeline over a long sales cycle, conducting consultative discovery, coordinating technical demonstrations, and partnering with internal teams to move complex opportunities forward.Why This OpportunityJoin a global healthcare and life sciences organization directly supporting cancer diagnostics and patient careRepresent a high-growth Digital Pathology portfolio within an established pathology-focused companyOwn a strategic existing territory with strong market needSell innovative solutions across pathology, imaging, software, workflow, and AIGuaranteed commissions for the first 6 monthsUncapped or likely uncapped commission structure after the guarantee periodCompany vehicle / fleet programFormal sales, product, and process training through U.S.-based training sitesOpportunity to influence growth in a developing product segment with significant long-term market potential#J-18808-Ljbffr