Director of Sales - BrainWatch, US

FOR MORE THAN 80 YEARS Natus has been working in collaboration with clinicians to deliver industry-leading neuro solutions that help providers more easily make sense of the bodys signals. Engineered with input from those who have lived the care experience, our technology simplifies complex processes and improves accuracy and efficiency. There is a role for everyone who wants to be part of the innovative solutions at Natus Neuro.

Location: Remote US Central or Eastern highly preferred

Position Summary:

The Director of Sales BrainWatch U.S. is responsible for leading and driving the performance of the BrainWatch Point of Care POC-EEG sales organization across the United States. This role identifies growth opportunities, expands market share, and ensures strong commercial execution through the leadership and development of the BrainWatch Account Executive team.

Reporting to the Senior Director Sales Americas, this leader partners closely with cross-functional teams including Field Service & Installation, Marketing, Product Management, Corporate Accounts, and EEG Sales Leadership to ensure operational excellence, customer-centric execution, and successful delivery of commercial objectives.

Key Responsibilities:

• BrainWatch Sales Leadership and Development
• Lead the BrainWatch Account Executive Sales team to achieve annual quota and growth targets.
• Ensure delivery of comprehensive go-to-market plans in partnership with Sales Leadership and Marketing.
• Oversee training, onboarding, and ongoing competency development for the BrainWatch sales team.
• Collaborate with EEG Regional Sales Directors and Field Sales to drive integrated clinical and commercial success.
• Partner with EEG Regional Sales Directors and Field Sales to ensure integrated commercial and clinical success.
• Develop and execute BrainWatch Annual Operating Plans, including BrainWatch Subscription sales, BrainWatch Headband utilization, and Supplies.
• Develop and execute annual Territory Sales Plans. Prepare and review annual, quarterly, and monthly sales forecasts.
• Provide timely feedback to Sales Leadership on emerging opportunities, customer trends, and competitive dynamics.

Team Management and Field Execution:

• Lead mentor and develop a high-performing sales team with a strong focus on clinical value, compliance, and customer success.
• Instill disciplined Salesforce CRM usage and accurate pipeline management.
• Set performance expectations, KPIs, and growth plans for individuals and teams.
• Build and scale the Account Executive team in alignment with commercial needs and strategic expansion.
• Foster a culture of accountability, innovation, commercial intensity, and customer excellence.

Customer and Market Focus:

• Build and maintain strong relationships with key customers and Key Opinion Leaders (KOLs).
• Serve as the voice of the customer, actively representing customer needs, pain points, and opportunities to internal stakeholders with a focus on driving customer-centric innovation and long-term value.
• Leverage deep market intelligence to guide strategic investments and territory planning.
• Focused execution of a clearly defined account target list based on segmentation of POC-EEG customers.

Business Performance and Reporting:

• Achieve BrainWatch sales quota and growth targets in assigned regions.
• Drive new business development and expand existing accounts to meet or exceed revenue targets, market share, and margin expansion in alignment with AOP targets.
• Regularly report to the Sr. Director-Sales Americas on progress, risks, and opportunities.
• Drive strategic agility continuously assessing business performance and market dynamics.

Daily Management and Problem Solving:

• Lead from the front in building a culture of operational discipline and continuous improvement.
• Embed strong daily management and problem-solving practices across the BrainWatch Account Executive sales team.
• Own the daily management process, establishing clear routines, tracking the right metrics, and creating visibility that helps the teams stay focused and aligned.
• Take initiative to identify gaps, remove obstacles, and drive solutions that improve performance and customer impact.
• Establish and lead consistent operating rhythms, such as huddles, reviews, and KPI tracking, to ensure clarity, alignment, and accountability.

Cross Functional Collaboration:

• EEG Regional Sales Directors and District Sales Managers: Close partnership on BrainWatch sales opportunities to ensure achievement of AOP and quota.
• Corporate Accounts: Collaborate and execute KOL IDN and GPO sales strategies.
• Field Service & Installation: Close partnership and collaboration to ensure seamless post-sale support and installation excellence.
• Marketing: Align go-to-market strategy, excellence campaigns, and product positioning with field execution.
• Human Resources: Partner on recruiting, strategic and comprehensive talent planning, and performance management. Support Culture and DEI initiatives and ensure team development aligned with business goals.
• Regulatory Affairs and Quality: Ensure alignment on compliance, product availability, and market-specific requirements.

Qualifications & Experience:

• Bachelors degree in Business, Life Sciences, or related field. MBA preferred.
• Minimum of 10 years in MedTech sales, including Capital and Med-Device. 3-5 years of people leadership experience managing diverse geographically distributed sales teams.
• Proven success integrating commercial, clinical, and operational priorities in a dynamic growth environment.
• Experience in Point-Of-Care POC EEG desired.
• Experience with start-up business or scaling new business within a larger organization.

Language Skills:

• Excellent verbal and written communication skills in English.
• Ability to engage effectively with senior leaders, customers, and cross-functional teams and partners across multiple countries and cultures.

Reasoning and Leadership Capabilities:

• Strategic thinker with strong analytical decision-making and problem-solving skills.
• Ability to lead through ambiguity, drive clarity, and achieve results in fast-paced, complex environments.
• Strong leadership presence and demonstrated ability to develop and inspire teams.

Certificates, Licenses, Registrations:

• None required.

Other Skills and Abilities:

• Demonstrated people-development mindset and strong coaching capabilities.
• Culturally sensitive and experienced in leading diverse teams.
• Results-oriented with a strong focus on customer success and commercial impact.

Physical Demands:

• Regularly required to sit, talk, and hear.
• Frequent use of computers and communication tools.
• Must be able to travel domestically (~50) and occasionally internationally.

Work Environment:

• Standard office environment, home, or company site.
• Travel environments may include customer sites, hotels, airports, and industry events.
• Noise levels may vary depending on location.

Pay Transparency:

• We are dedicated to promoting transparency and fairness in our compensation practices.
• The compensation package includes a base salary of $65,000 USD per year plus an uncapped commission plan.
• Additionally, to support our new hires, we offer a monthly commission guarantee for the first six months of employment.
• Pursuant to the requirements of applicable State laws and regulations, the starting base salary for this position is $160,000 USD plus an uncapped variable commission plan.
• Additionally, to support our new hires, we offer a monthly commission guarantee program for the first 6 months of employment.

Compensation and Benefits:

• Natus offers generous compensation and benefits packages, including health benefits, 401k contribution, 7 paid holidays, 2 floating holidays of your choosing, generous paid time off, tuition reimbursement assistance program, and more.

Be the People part of the Neuro Solution. Apply Today.

EEO Statement:

Natus Medical is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, veteran status, disability, sexual orientation, gender identity, or any other protected status.