The Challenge
Johnson & Johnson's MedTech Digital Group is commercializing Polyphonic-a surgical robotics software platform-and needs a growth leader to drive hospital adoption. You'll be the quarterback bridging product, sales, and C-suite stakeholders to close major health system deals.
Your Mission
Build and validate initial target account list of 50+ health systems with highest Ottava/Polyphonic fit
Establish working relationships with 10+ regional commercial leads and align go-to-market strategy
Conduct discovery calls with 15+ C-suite hospital stakeholders to understand digital surgery adoption barriers
Define and document the sales playbook for moving prospects from initial conversations to LOI stage
Close 3-5 signed commercial agreements with major health systems
Expand target account list to 100+ qualified prospects with clear qualification criteria
Drive cross-functional product roadmap alignment with 2+ major customer requests integrated into backlog
Establish monthly business reviews with top 5 accounts and demonstrate 25%+ pipeline growth quarter-over-quarter
KPIs You'll Own
Pipeline Value (Health System Contracts)
Total value of active deals in discovery, negotiation, and closed stages; target $50M+ by month 6.
Sales Cycle Length
Average time from first conversation to signed agreement; benchmark against healthcare software standards (4-8 months).
Account Expansion Rate
Percentage of initial customers expanding to additional departments/facilities; target 40%+ within 12 months.
Qualified Opportunity Count
Number of health systems in active evaluation stage; maintain minimum 15-20 concurrent opportunities.
Tools & Stack
Your Team
Your Manager
VP of MedTech Digital or Head of Growth (not specified in posting)
Current Team
MedTech Digital team, regional Ottava sales teams, Product & Partnerships groups
New role to scale Polyphonic commercialization
The Package
Salary
$180K-$240K base
Remote
On-site in Santa Clara, CA; field-based role across US states
Benefits & Perks
Company Intelligence
Johnson & Johnson is a $400B+ global healthcare giant with strength in Innovative Medicine and MedTech. The MedTech Digital Group builds software solutions for surgical robotics and connected care platforms. Polyphonic is their flagship digital solution supporting the Ottava surgical robot platform.
Founded
1886
Team Size
130000
Customers
Major US health systems, hospitals, surgical centers
Culture
Innovation-driven, patient-first, diverse and inclusive workforce guided by their Credo
Is This Role For You?
- You've closed enterprise B2B SaaS or medical device deals to hospitals/health systems-you know the buying process and stakeholders
- You thrive managing complexity across product, sales, and C-suite simultaneously with minimal hand-holding
- You understand healthcare IT/digital transformation priorities and can speak credibly to hospital CFOs and COOs
- You're comfortable with field-based work and building relationships in person with key accounts
- You have 8+ years in growth, enterprise sales, or account leadership with proven deal closure
- You need a fully remote setup-this role is on-site/field-based across the US
- You've never sold complex software or devices to enterprise buyers with 6+ month sales cycles
- You prefer individual contributor roles over cross-functional stakeholder management and alignment work
- You lack familiarity with healthcare workflows, MedTech markets, or hospital buying committees
Interview Process
Phone Screen
30 min with recruiter on background, growth experience, and MedTech familiarity
Hiring Manager Conversation
60 min with VP/Head of Growth on your deal closure track record and approach to enterprise sales
Polyphonic Team Deep Dive
60-90 min with product, partnerships, and Ottava sales leads on your understanding of healthcare digital adoption
Executive Round
30-45 min with senior leadership on vision for Polyphonic market expansion and strategic thinking
Reference Calls
2-3 calls with past customers or sales stakeholders you've worked with
Ready when you are
Interested in this role?
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About Growth Marketing roles
Growth marketers drive user acquisition, activation, and retention through data-driven experimentation. They sit at the intersection of product, data, and marketing — running A/B tests, building funnels, and scaling what works.