Account Manager (Canada) - Arbutus Medical

Location: Remote work within Canada; 70% travel into the U.S. 

Arbutus Medical is a rapidly growing medical device venture developing a portfolio of procedure kits to  streamline surgery “outside the OR”, starting with orthopaedic trauma procedures in the ER.

We are a 16-person team seeking an Account Manager to drive revenue across a list of accounts by building relationships with key 1099 distributors, helping them drive sales. You will be deeply involved in the sales process at key accounts and actively work with distributors to close deals from product introduction to closed won. 

What We Offer

• Competitive salary (budgeted base salary of $75,000) with uncapped commissions (on target an additional $50,000+)
• An exciting opportunity to get in at the ground floor of a growing venture
• Flexible working hours and work-from-home arrangements
• Extended health benefits
• Professional development funding
• A purpose-driven workplace with passionate teammates who want to help patients and make a positive difference in the world

In this Account Manager role, you will support a sales region comprising roughly 30 Level 1 Trauma Centers (Academic Medical Centers). The region will be dictated by a target list of key accounts and key distributorships rather than geographic borders. Your primary objectives will be to open new accounts, lead deals from initial product introduction through to closed-won, oversee hospital implementations to ensure high utilization from day one, maximize account penetration by selling additional products, and leverage proven success to target new accounts.

Key responsibilities:

• Own and execute deals from initial product introduction through to closed-won
• Support 1099 rep to present value to the account
• Think and act creatively to engage decision makers and champions to build support within an account
• Track deal progress and regularly update the CRM
• Provide in-person support for product demonstrations, in-services, and new product implementations
• Develop custom value-analysis committee presentations
• Work with reps on the ground floor to drive past stucks
• Owning the deal results and “play point” in email chains
• Support product implementations outside of your assigned territory to help the team
• Train, build relationships with, and earn mindshare from a list of key sales reps
• Provide in-field just-in-time training for reps
• Identify good trade shows to support in a region that will have strong sales payoffs and training opportunities for the reps

• Own revenue quota for the region
• Test innovative approaches, share results, and scale what works
• Oversee limited product releases for new products within a list of key reps
• Build relationships with key opinion leaders and residents at a target list of key accounts
• Lead  product implementations and build relationships with key hospital personnel 
• Triage account issues that arise, and potentially solve them depending on their nature
• Obtain utilization checks and health checks at closed-won accounts in the region
• Help execute resident training when new Interns turnover each June/July, supporting Arbutus Medical’s Clinical Training Lead

• 3+ years in customer service/facing, operations or sales roles
• Valid driver's licence and passport
• Ability to travel over 70% of your work year, ideally located within 30 mins of international airport
• Comfort working in-person in medical/surgical environments
• Proficiency with word processing and presentation software

Desired Capabilities and Traits

• Thrives in a fast-paced, constantly changing environment with frequent travel demands.
• Stays calm under pressure, adapts quickly to last-minute changes, and maintains professionalism and performance on the road.
• Proven ability to communicate clearly and confidently with diverse audiences. Skilled at active, empathetic listening, building trust, and tailoring messages to influence and engage others.
• Driven to achieve results and motivated by both personal and team success. Takes ownership, sets ambitious goals, and goes the extra mile to close opportunities and advance the business.
• Looks beyond immediate tasks to align actions with long-term goals. Anticipates challenges, identifies opportunities, and prioritizes effectively to drive sustainable growth and impact.
• Values collaboration and continuous learning. Open to feedback, willing to admit mistakes, and seeks input from others to improve. Recognizes team contributions and celebrates team success in addition to individual wins.