Territory Manager - Sleep & Respiratory (OSA) - Atlanta Region

Territory Manager – Sleep & Respiratory (OSA)

Location: Remote – Must live in the Atlanta, GA Region
Reports to: Chief Commercial Officer (CCO)
Company Stage: Venture-backed medical device startup entering early commercialization with an FDA-cleared CPAP platform
Product: Kricket CPAP powered by proprietary KPAP algorithm
Salary: Base $110,000 - $130,000 plus unlimited sales compensation bonus potential

About the Role

Kricket is redefining sleep therapy through a revolutionary CPAP platform powered by the KPAP algorithm. As SleepRes enters early commercialization, we are building a high-performance sales organization capable of launching and scaling a disruptive respiratory medical device in the obstructive sleep apnea (OSA) market.

Role Summary

The Territory Manager is responsible for launching and scaling Kricket CPAP within an assigned geography by achieving revenue targets, securing early adopter accounts, and building a durable referral and distribution network across sleep physicians, pulmonologists, Durable Medical Equipment (DME) providers, Home Medical Equipment (HME) companies, sleep labs, and integrated delivery networks (IDNs). This individual will operate as the primary commercial leader in their territory, driving adoption of a 510(k)-cleared respiratory medical device in a Medicare and payer-driven reimbursement environment.

Key Responsibilities

Sales & Business Development

• Launch and scale a new territory with minimal legacy footprint, establishing SleepRes as a credible CPAP and OSA therapy partner
• Achieve and exceed assigned quarterly and annual revenue quotas through disciplined pipeline development and strategic account planning
• Identify and convert early adopter physicians, pilot sites, and clinical champions to accelerate regional adoption of Kricket CPAP
• Develop and execute a comprehensive territory business plan aligned with national commercial strategy
• Identify growth opportunities across sleep medicine clinics, pulmonology practices, DMEs, HMEs, hospitals, and IDNs
• Manage the full sales cycle: prospecting, clinical education, product demonstrations, value-based negotiations, and contract execution
• Build and maintain a robust pipeline within CRM, ensuring accurate forecasting and opportunity tracking

Clinical Education & Product Support

• Educate healthcare professionals on obstructive sleep apnea (OSA), diagnostic pathways (including polysomnography and home sleep testing), and CPAP/APAP therapy options
• Deliver structured in-service training on product operation, clinical differentiation, patient adherence strategies, and reimbursement considerations
• Support product evaluations, pilot programs, and implementation processes with physicians and DME partners
• Serve as a clinical and technical resource to customers post-sale, reinforcing therapy adoption and compliance

Relationship Management

• Build long-term partnerships with key decision makers, including sleep physicians, pulmonologists, practice administrators, DME executives, and clinical staff
• Collaborate with DMEs and sleep labs to optimize therapy adoption, Medicare documentation compliance, and patient adherence outcomes
• Maintain high customer satisfaction through proactive follow-up, issue resolution, and ongoing account development

Market Intelligence & Cross-Functional Collaboration

• Analyze competitive positioning within the CPAP/APAP and respiratory medical device market
• Monitor reimbursement trends, including Medicare, commercial payers, and HCPCS coding considerations
• Provide structured field feedback to marketing, clinical, regulatory, and product development teams
• Represent SleepRes at regional and national conferences, trade shows, and sleep medicine educational events

Reporting & Compliance

• Maintain accurate CRM documentation, activity tracking, pipeline management, and revenue forecasts
• Operate in full compliance with company policies, FDA regulations, AdvaMed guidelines, and healthcare industry standards
• Ensure all promotional activities align with cleared indications and regulatory requirements

Qualifications

Required Qualifications

• Bachelor's degree required
• 5+ years of medical device, respiratory device, or healthcare sales experience
• Minimum 2+ years selling into sleep medicine, pulmonology, DME, or HME channels
• Demonstrated track record of achieving 100% of quota for multiple consecutive years
• Experience operating in Medicare and payer-driven reimbursement environments
• Strong clinical aptitude and ability to communicate complex medical and technical information clearly
• Familiarity with obstructive sleep apnea (OSA) patient journey and adherence challenges
• Valid driver's license and ability to travel 60–80% within assigned territory

Preferred Qualifications

• Direct CPAP, APAP, mask, oral appliance, or OSA diagnostic sales experience
• Experience launching a new product or developing a territory from zero base
• Experience working with integrated delivery networks (IDNs) or hospital systems
• Prior experience in venture-backed or early-commercial medical device environments
• Proficiency with CRM platforms (e.g., Salesforce or equivalent)

Skills & Competencies

• Proven consultative selling approach involving needs assessment, clinical value articulation, and multi-stakeholder engagement
• Ability to build physician credibility through data-driven clinical discussions
• Strategic territory planning and disciplined time management
• Data-driven decision-making and opportunity prioritization
• Strong presentation, negotiation, and communication skills
• Demonstrated ability to operate independently and build infrastructure in a startup environment

Physical & Travel Requirements

• Frequent travel within assigned territory (60–80%)
• Ability to lift and transport product demonstration equipment (up to approximately 25 lbs)