Market Development Specialist Jobs in California

HistoSonics is a commercial-stage medtech company advancing the Edison® System, a novel non-invasive sonic beam therapy based on histotripsy. Since receiving FDA De Novo grant for the non-invasive destruction of liver tumors in 2023, the company has progressed beyond initial market entry into commercial expansion, reimbursement momentum, and ongoing clinical and pipeline development. In addition to its current liver tumor indication, HistoSonics is pursuing future indications across multiple applications including kidney, pancreas, prostate, neuro, women’s health, and other significant underserved human health areas, to realize the broader potential histotripsy across multiple disease states and medical specialties.

We offer an exciting work culture where cutting-edge science meets real-world application, and each team member’s contribution is important to our success in ensuring our physicians and their patients get what they need most.

Location: Candidates will ideally live in southern California.

Compensation: $100,000.00 base salary + variable compensation and car allowance

Position Summary (Why this role matters):

The Market Development Manager (MDM) is the front end of the region's revenue engine, building and qualifying the pipeline that Area Sales Managers (ASMs) convert into Edison System placements. Reporting to the Area Sales Director (ASD), the Market Development Manager identifies hospitals and health systems with the interventional radiology, hepatobiliary surgery, and surgical oncology volume to support a histotripsy program; builds early relationships with physicians, administrators, and other stakeholders; and hands off well-qualified, well-documented accounts to the ASM team. The MDM also coordinates with the region's Account Managers to ensure accounts move smoothly from prospecting through capital sale and into post-sale program launch and utilization growth — connecting the full customer lifecycle from first contact to clinical adoption.

Key Responsibilities (What you’ll do):

• Map and prioritize target accounts within the region based on liver tumor case volume, interventional radiology/hepatobiliary surgery/surgical oncology program maturity, and capital equipment readiness.
• Build early relationships with interventional radiologists, hepatobiliary and surgical oncologists, tumor board leaders, and hospital administrators to introduce histotripsy and the Edison System ahead of formal ASM engagement.
• Conduct discovery conversations to understand each account's clinical workflows, capital acquisition process, and decision-making structure.
• Partner with assigned ASMs to prioritize the highest-potential accounts, share complete stakeholder and clinical context, and jointly track deal progression from lead to qualified opportunity.
• Maintain a live, accurate pipeline and territory plan for each supported ASM, and report pipeline health and prospecting metrics to the ASD on a regular cadence.
• Coordinate with Account Managers (AMs) on newly closed accounts to ensure a smooth handoff into program launch, physician training, and utilization growth.
• Help identify potential key opinion leaders (KOLs) and centers of excellence for future reference sites and speaker development, feeding candidates to the AM team.
• Support trade shows, regional conferences, and other business development and educational activities to build the region's referral network.
• Develop and maintain working clinical, technical, and business knowledge of histotripsy and the Edison System to speak credibly with prospective customers.
• Comply with all regulatory and AdvaMed guidelines for pre- and post-commercialization activities.

Qualifications and Skills:

• Bachelor's degree in Business, Life Sciences, or a Healthcare-related field.
• Minimum of 2 years of sales or clinical liaison experience, preferably in medical device, capital equipment, or interventional/surgical oncology settings, with a track record of meeting individual pipeline development or sales quotas.
• Demonstrated success prospecting and building relationships with physician and hospital administrative stakeholders.
• Must be able to meet all hospital credentialing requirements, including but not limited to background check, drug screen, and certain immunizations.
• Must be insurable and maintain a valid driver's license.
• Must be willing and able to travel (by automobile or air, day trips and overnight stays) up to 75% of the time.
• Working knowledge of interventional radiology, hepatobiliary surgery, or oncology capital equipment sales processes a plus.
• Results/action oriented with a drive to achieve and compete.
• Curious, driven to achieve, and willing to ask thoughtful questions.
• Excellent verbal and written communication skills.
• Ability to work independently, with minimal supervision, as well as collaboratively with ASMs, the ASD, AMs, and cross-functional teams.
• Strong organizational and time management skills, including the ability to prioritize a busy prospecting schedule across multiple ASM territories.
• Strong customer service skills.
• Exceptional personal initiative and desire to drive continuous improvement.

Benefits: We offer a comprehensive benefits package for full-time employees. This includes health, dental, and vision insurance, life, short-term and long-term disability insurance, 401(k), paid time off, and more.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

U.S. Work Authorization & Sponsorship: Employer will not sponsor visas for position.

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