Outset Medical

Role Description The Territory Manager is responsible for supporting the Area Sales Manager in delivering on capital commitments with the sale of Tablo in new and existing locations. This role requires strong selling capabilities including knowledge in the capital sales process, the ability to build a team of advocates, and enough tenacity to ensure sales objectives are met on a consistent basis. Territory Managers are highly motivated sales professionals who excel in prospecting, generating interest, uncovering sales opportunities, and building relationships. - Implement targeted business plans supporting the Area Sales Manager and console growth - Build clinical and administrative support through technical presentations, executive meetings, marketing events, and Tablo demos - Generate key stakeholder interest with: - Director of Dialysis - Biomed - Purchasing Director - Supply Chain Director - Pharmacy - Director of ICU - Nurse Educators - Intensivists - Drive sales activities through multiple stakeholders in non-Tablo, contracted RIDN accounts - Build interest in Tablo via: - Office visits - LTAC discovery calls - Educational dinners - Educational symposiums - Fellowship journal clubs - Responsible for sales activities in new product launches, implementation, and go-lives - Represent ASM in various sales meetings - Build support from physicians, clinical staff, and administration for Tablo - Effectively manage transition of initial sale and installation driving procedural volume and growth - Achieve quarterly sales targets - Develop expert level knowledge of Dialysis - Make economic case for Tablo purchase - Handle communications and administrative follow-up - Ensure adherence to Company Quality policy Qualifications - Bachelor’s degree or equivalent experience required - Minimum of 2 years sales experience, preference for experience in healthcare or capital sales - Excellent communication and interpersonal skills - Proven successful track record in medical equipment sales - Ability to travel up to 75%, dependent upon account distribution - Selling in disruptive environments and influencing behavior change - Success in introducing new technologies to the market is a plus Requirements - Display enthusiasm, ambition, and a strong work ethic - Must show ability to excel in a high-energy, fast-paced environment - Must be detail oriented with excellent analytical and problem-solving skills - Maintain a sense of urgency, work effectively under pressure, and be able to multi-task Benefits - National Salary Range: $110,000 — $110,000 USD

Role Description An Area Sales Manager is an advanced role responsible for disrupting the dialysis market while selling a clinically and financially superior MedTech solution in Tablo. This requires a number of capabilities including: - Expert-level knowledge in the capital sales process - The ability to build a team of advocates within each facility - Strong solution selling skills - The ability to drive change and take control - Tenacity to ensure sales objectives are met on a consistent basis Area Sales Managers are expected to provide an extraordinary degree of: - Strategic discovery - Executive engagement - Project urgency - Solution selling at all levels of healthcare organizations Qualifications - Bachelor’s degree or equivalent experience required - Minimum of 5 years sales experience in healthcare capital selling meeting and exceeding budget - Excellent communication and interpersonal skills Requirements - 10 years sales experience in selling disruptive MedTech - Experience selling Software Analytics and EMR integration - Ability to travel up to 75% - 3 years Sales Leadership experience - Selling in disruptive environments and influencing behavior change Benefits - Salary is $125,000 and the current variable commission at plan is $211,600 (subject to change) - National Salary Range (Remote): $125,000 — $125,000 USD Company Description At Outset, we believe every person matters. Every Outsetter, every patient, every caregiver. Because we are here to create a revolution, and we believe in doing that by innovating everywhere with intelligent speed. Our team expects nothing less than our best display of strengths and skills, and we find joy in working together for a common goal. We are fueled by the opportunity to give people their lives back. And we believe that it begins with YOU, our future Outsetter. At Outset, we’ve designed a professional world that our employees are honored and impassioned to belong to, one that offers challenge, the ability to collaborate with great people, and opportunities to build skill and expertise in a fulfilling career. An opportunity at Outset Medical won’t just be about finding a job. Our culture revolves around the principles of moving farther, faster, together, so working here feels like a masterclass in peak performance, for individuals and teams.

Company Overview Join us for an enriching journey with Outset, a trailblazing medical device company that is revolutionizing the field of dialysis. Our focus is to create one high performing team, obsessed with progress, in an atmosphere that is brimming with transformative opportunities. The heart of our mission is pioneering a groundbreaking technology that redefines the landscape of dialysis, streamlining complexity and cost, because patients deserve “better” now, not some day.  At Outset we’re revolutionizing an industry and changing lives. We’re impacting what the future of dialysis looks like by creating a first-of-its-kind technology in order to reduce the cost and complexity of dialysis. FDA cleared for use across care settings, from the hospital to the clinic to the home, the Tablo® Hemodialysis System harnesses modern technology for a new holistic approach to dialysis care. We’re giving providers time back to focus on patient care. And we’re giving patients the power to take control of their life and get back to enjoying the things they love. Position Overview The Manager, Field Service reporting to Senior Field Service Leadership, is responsible for overseeing a customer facing workforce that is transforming the landscape of dialysis. The Field Service team is the face of Outset to our customers.  In addition to delivering exceptional customer experience, the Field Service team is responsible for ensuring that all FSE under their leadership understand all elements of customer account and territory management, which includes but is not limited to installation, repair, ongoing preventative maintenance, inventory management, calibrated tools and in-service support for Outset’s dialysis system. The customer-oriented, hands-on leader will provide best in class support to the customer while effectively managing a team of US-based Field Service Engineers. This role will provide support and guidance to Field Service Engineers customers as well as Field Service Engineers ensuring customers get ensuring timely and quality resolutions to issues and manage repair escalations ensuring downtime is kept to a minimum. This role will interface professionally within Outset including Patient Experience, Escalation Support, Product Support, R&D/Engineering, Supply Planning & Logistics, Sales & Clinical Teams, Customer Staff as well as patients and will be one of the key faces of Outset. They will additionally provide support to Marketing or Sales for seminars, trade shows, and other demonstrations, as necessary. Extensive travel within the United States is required to build effective relationships with the service team, Sales and key customer contacts, support repairs, escalations, and/or provide additional training for Outset Field Service Engineers or Customer BioMeds. Essential Job Functions - Ensures Outset Medical Tablo system SLA adherence & excellent customer experience through service delivery - Ensure all FSE’s under their leadership have received and successfully completed the required training and field mentorship to meet and or exceed the stated KPI’s for their position. - Oversees work for Field Service Engineers, including functional objectives, regulatory compliance and performance standards aligned with FSE Scorecards - Engage (at a minimum) in quarterly field visits to customers with each FSE to provide support, coaching, and oversight. - Quantifies the success of Field Service Engineers, partners with direct reports to objectively improve performance - Builds effective business relationships with Sales and key customer contacts, ensuring Outset medical delivers an exceptional customer experience - Creates projects & programs to drive continuous improvement and increasing knowledge/competence of the workforce - Works with leadership to identify and track key performance indicators for the Field Service group – Updating and maintaining FSE Scorecards & Project Execution - Strong sense of urgency in the execution of service delivery - Excellent communication skills with the ability to interact with customers, patients, and internal personnel - Strong Salesforce skills required & deep understanding of Field Service processes, partners with internal stakeholders to improve processes & business systems - Responsible for recruiting, hiring and ensuring Field Service Engineers are prepared to attend Tablo training and receive the required training / mentoring when they return to their district as well as procuring tooling and other items needed for the job. Somewhat repetitive to the 3rd bullet I added, but I think it still works’ - Provides on-demand support to Outset Employees and Customers including after-hours phone support, holiday and weekend on-site support as required - Provides guidance & professional development to employees - Manage and maintain company assets required to perform all necessary job functions - Financial oversight of Field Service Organization to include participation and support of: - Budget & Forecasting - Travel & Expense Oversight & Compliance - Hiring & Compensation - Asset & inventory management - The role is comprised of approximately 80% management responsibilities and up to 20% hands-on field work, depending on operational and customer requirements. Mission Critical Competencies: - Customer Focus - Is dedicated, takes ownership and reasonability in meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect. - Intellectual Horsepower - Is bright and intelligent; deals with concepts and complexity comfortably; described as intellectually sharp, capable, and agile. - Composure - Is cool under pressure; does not become defensive or irritated when times are tough; is considered mature; can be counted on to hold things together during tough times; can handle stress; is not knocked off balance by the unexpected; doesn’t show frustration when resisted or blocked; is a settling influence in a crisis. - Functional/Technical Skills - Has the functional and technical knowledge and skills to do the job at a high level of accomplishment. - Self-Knowledge - Knows personal strengths, weaknesses, opportunities, and limits; seeks feedback; gains insights from mistakes; is open to criticism; isn’t defensive; is receptive to talking about shortcomings; looks forward to balanced (+’s and –‘s) performance reviews and career discussions. - Drive for Results - Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line, employee, and customer-oriented; steadfastly pushes self and others for results. - Directing Others - Is good at establishing clear directions; sets stretching objectives; distributes the workload appropriately; lays out work in a well-planned and organized manner; maintains two-way dialogue with others on work and results; brings out the best in people; is a clear communicator. - Builds Effective Teams - Creating a positive and productive team environment. - Ensures Accountability - Holding oneself and others accountable for commitments and results Required Qualifications - Bachelor’s degree in engineering (Electrical, Electronics, Mechanical, or Fluidics) preferred, or AS degree with equivalent experience or Equivalent Military Training and Experience. - 5+ years of Field Service experience in the Medical Equipment Industry (10+ years without a degree). - Management experience with a proven ability to lead teams, develop talent, and achieve business objectives. - Strong leadership and mentoring skills. - Ability to manage a remote team and coordinate field operations. - Excellent communication and customer service skills. - Proficiency in Microsoft Office and ERP systems. - Valid driver’s license and good driving record. - Extensive travel within the United States. May involve semi-annual travel to Mexico. - Live in the geographic center of equipment and customer base. - The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. I like the qualifier - Ability to lift up to 75 lbs. using proper techniques. - May require standing, walking, climbing, stooping, kneeling, and crawling. - Travel via airplane, train, taxi, car, and other means as needed. Desired Qualifications - Experience as a Service Manager or Team Lead in a medical device company. - Ability to read, write, analyze, and interpret electronic and fluidics schematic diagrams and flowcharts. - Pragmatic, organized and detailed.  Has a big capacity to both think and do, strong on detail and highly organized. - Ability to promote ideas persuasively, influence others, and build and maintain effective professional relationships with internal partners and business leaders - Excellent computer and technology skills with regards to software applications, Excel, Word, Outlook, Power Point) ERP databases, and technology innovation. - Strong organizational and planning skills. - Proven ability to act as a customer advocate. - Experience with service parts management and inventory procedures. This job description is not intended to be all-inclusive. Employees may perform other related duties as negotiated to meet the ongoing needs of the organization. Note: Candidates must be legally authorized to work in the United States. National Salary Range National Salary Range (Remote) $110,700—$150,300 USD Company Culture At Outset, we believe every person matters. Every Outsetter, every patient, every caregiver. Because we are here to create a revolution, and we believe in doing that by innovating everywhere with intelligent speed. Our team expects nothing less than our best display of strengths and skills, and we find joy in working together for a common goal. At Outset, we believe that curiosity, ingenuity and conviction in the power of technology will transform the lives of dialysis patients and providers. We are fueled by the opportunity to give people their lives back. And we believe that it begins with YOU, our future Outsetter. At Outset, we’ve designed a professional world that our employees are honored and impassioned to belong to, one that offers challenge, the ability to collaborate with great people, and opportunities to build skill and expertise in a fulfilling career. An opportunity at Outset Medical won’t just be about finding a job. Our culture revolves around the principles of moving farther, faster, together, so working here feels like a masterclass in peak performance, for individuals and teams. Privacy is important to us. Please review our Applicant Privacy Notice. Important Notice We have been made aware of fraudulent activities where individuals are impersonating our company and offering fake job opportunities. Please note, Outset Medical will never request payment or gift cards during the hiring process, nor will we ask you to purchase your own equipment. Anyone reaching out to you with an email address ending in @outsetmedical.cc, is not a legitimate Outset representative. For legitimate opportunities, always apply directly through our official careers page. If you are unsure about the authenticity of a communication, contact us immediately at peopleops@outsetmedical.com. EQUAL EMPLOYMENT OPPORTUNITY STATEMENT Outset Medical is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind on the basis of race, color, national origin, religion, gender, gender identity, sexual orientation, disability, genetic information, pregnancy, age, or any other protected status set forth in federal, state, or local laws. This policy applies to all employment practices within our organization.

Company Overview Join us for an enriching journey with Outset, a trailblazing medical device company that is revolutionizing the field of dialysis. Our focus is to create one high performing team, obsessed with progress, in an atmosphere that is brimming with transformative opportunities. The heart of our mission is pioneering a groundbreaking technology that redefines the landscape of dialysis, streamlining complexity and cost, because patients deserve “better” now, not some day.  At Outset we’re revolutionizing an industry and changing lives. We’re impacting what the future of dialysis looks like by creating a first-of-its-kind technology in order to reduce the cost and complexity of dialysis. FDA cleared for use across care settings, from the hospital to the clinic to the home, the Tablo® Hemodialysis System harnesses modern technology for a new holistic approach to dialysis care. We’re giving providers time back to focus on patient care. And we’re giving patients the power to take control of their life and get back to enjoying the things they love. Position Overview: Outset is seeking a hands-on information security leader to drive our cybersecurity and technology risk management program. This individual will be responsible for developing and enforcing security policies, managing governance, risk, and compliance (GRC) activities, executing security operations, and leading strategic projects to advance our security posture. In this role, you will collaborate cross-functionally with software engineering, IT Infrastructure, quality, regulatory, legal and other key stakeholders to continuously evolve and strengthen our cybersecurity program. This role requires a passion for protecting company assets and a strategic mindset to design and implement scalable security solutions. The ideal candidate will bring deep expertise in both on-premises and cloud security, including insights into cloud native security solutions for Microsoft 365 and AWS platforms. We’re looking for a leader with exceptional problem-solving skills, high attention to detail, strong organizational acumen, and a proven track record of building enterprise-grade security programs. This is a high-impact opportunity to shape the security foundation of Outset’s mission-driven organization – one that is reimagining dialysis and working to catalyze change for patients who deserve better. Essential Job Functions and Responsibilities: - Serve as the Security Lead and Subject Matter Expert (SME) for all environments, including cloud infrastructure, and on-premises systems. - Continuously assess and evolve the organization’s security posture—driving program maturity through strategic assessments, road mapping, stakeholder alignment, and project execution. - Monitor the external threat landscape to identify emerging attack vectors, vulnerabilities, and adversary tactics—translating threat intelligence into actionable insights that inform security strategy, initiatives and controls. - Ensure security practices and controls align with regulatory requirements, including FDA and HIPAA, and fulfill the requirements and obligations of the HIPAA security officer. - Support commercial functions by responding to customer cybersecurity due diligence questionnaires and security assessments—articulating Outset’s security posture, controls, and compliance practices directly to Customers. - Lead the vendor security risk assessment process—evaluating third-party partners for compliance with Outset’s security standards, identifying potential risks, and ensuring appropriate controls are in place. - Conduct technical evaluations of system architecture with a focus on security design and compliance, leveraging frameworks such as NIST CSF and NIST SP 800-53. - Provide strategic leadership in identifying, assessing, and mitigating information security risks; ensure alignment with internal policies and external standards. - Monitor emerging threats and lead the organization’s response to security incidents, serving as the primary control point and convening the Incident Response Team to investigate, contain, and resolve events. - Develop, maintain, and enforce enterprise cybersecurity policies, standards, and procedures, ensuring alignment with regulatory requirements, industry frameworks, and organizational risk tolerance. - Influence technology and architecture decisions as a key member of the IT leadership team. Required Qualifications: - 10+ years of industry experience in an information security function; leadership experience preferred. - B.S. or M.S. in Computer Science, Information Security, or a related field. - Professional security certifications such as CISSP, CISM, CISA, CCSP, or CEH (or equivalent). Additional certifications like Microsoft Certified: Cybersecurity Architect or AWS Certified Security – Specialty are a plus. - Proven experience leading organizations through security certifications and audits, including SOC 2, HIPAA, FIPS, and HITRUST. - Demonstrated expertise with cloud security tools and telemetry platforms including experience with AWS (CloudTrail, IAM, Incognito, GuardDuty) and Microsoft 365 (Defender, Entra ID, Purview, Sentinel). - Strong knowledge of risk assessment tools, technologies, and methodologies. - Exceptional written and verbal communication skills, with the ability to influence technical and non-technical stakeholders. - Experience in highly regulated industries. Desired Qualifications - Experience in FDA regulated industries, specifically Medical Device, is strongly preferred. - Experience in customer-facing technical roles, with the ability to translate complex security concepts into business-aligned recommendations. - Experience planning, researching, and developing security policies, standards, and procedures. - Hands-on experience implementing enterprise security capabilities such as identity and access management (IAM), data loss prevention (DLP), endpoint detection and response (EDR), extended detection and response (XDR), security information and event management (SIEM), and security orchestration, automation and response (SOAR). - Familiarity with mobile code, malware analysis, and endpoint protection technologies. - Proficiency in deploying logging and monitoring tools at scale, with an emphasis on automation and event-driven response. - Expertise in designing secure networks, systems, and application architectures. - Experience with disaster recovery planning, digital forensics, and incident response tools and techniques. SF Bay Area Salary Range $218,000—$295,000 USD National Salary Range National Salary Range (Remote) $185,000—$251,000 USD Company Culture At Outset, we believe every person matters. Every Outsetter, every patient, every caregiver. Because we are here to create a revolution, and we believe in doing that by innovating everywhere with intelligent speed. Our team expects nothing less than our best display of strengths and skills, and we find joy in working together for a common goal. At Outset, we believe that curiosity, ingenuity and conviction in the power of technology will transform the lives of dialysis patients and providers. We are fueled by the opportunity to give people their lives back. And we believe that it begins with YOU, our future Outsetter. At Outset, we’ve designed a professional world that our employees are honored and impassioned to belong to, one that offers challenge, the ability to collaborate with great people, and opportunities to build skill and expertise in a fulfilling career. An opportunity at Outset Medical won’t just be about finding a job. Our culture revolves around the principles of moving farther, faster, together, so working here feels like a masterclass in peak performance, for individuals and teams. Privacy is important to us. Please review our Applicant Privacy Notice. Important Notice We have been made aware of fraudulent activities where individuals are impersonating our company and offering fake job opportunities. Please note, Outset Medical will never request payment or gift cards during the hiring process, nor will we ask you to purchase your own equipment. Anyone reaching out to you with an email address ending in @outsetmedical.cc, is not a legitimate Outset representative. For legitimate opportunities, always apply directly through our official careers page. If you are unsure about the authenticity of a communication, contact us immediately at peopleops@outsetmedical.com. EQUAL EMPLOYMENT OPPORTUNITY STATEMENT Outset Medical is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind on the basis of race, color, national origin, religion, gender, gender identity, sexual orientation, disability, genetic information, pregnancy, age, or any other protected status set forth in federal, state, or local laws. This policy applies to all employment practices within our organization.