Sr. Digital Pathology Sales Specialist

Job Description

Job Description

Location: Greater Boston, MA / Massachusetts preferred; territory includes New Hampshire, Vermont, and Maine

Work Setting: Field-based sales role with regular customer travel across the upper Northeast territory

Compensation: OTE $180,000 to $220,000 (base salary + bonuses) Bonuses are guaranteed for 1st 6 months and are uncapped

Travel: Up to 75%

Benefits: Full benefits package, company vehicle / fleet program (company provided car), formal sales and product training, and strong commission earning potential

Position Summary

The Senior Digital Pathology Sales Specialist is a field-based capital equipment sales role focused on driving growth across a strategic upper Northeast territory. This position will be responsible for selling advanced Digital Pathology solutions into hospitals, pathology departments, clinical laboratories, research environments, and related healthcare accounts.

This is an opportunity to join a global healthcare and life sciences organization whose work directly supports precision cancer diagnostics and pathology innovation. The Digital Pathology segment is a high-growth area within an established pathology-focused business, giving this person the ability to own an important territory, build long-term customer relationships, and help expand adoption of innovative products at the intersection of pathology, imaging, software, and AI.

Key Responsibilities

• Achieve monthly, quarterly, and annual sales goals across the assigned Digital Pathology territory

• Develop and execute a territory sales strategy focused on revenue growth, pipeline development, and market share expansion

• Own the full sales process from lead generation and opportunity qualification through proposal, negotiation, and close

• Sell directly into hospitals, pathology departments, clinical labs, research organizations, and related healthcare environments

• Build relationships with pathologists, lab managers, research scientists, hospital leaders, procurement teams, and other key decision-makers

• Navigate long, complex capital equipment sales cycles, often ranging from 12–18 months

• Conduct customer discovery to understand clinical, operational, workflow, and technical needs

• Position Digital Pathology solutions based on product functionality, workflow value, performance, and customer requirements

• Coordinate product demonstrations, installations, and customer training in partnership with Field Applications, service, and internal sales teams

• Support commercialization efforts for new product, software, and technology launches

• Maintain accurate customer records, opportunity tracking, and sales activity in Salesforce

• Stay current on Digital Pathology, anatomical pathology, IHC, AI-enabled diagnostic tools, regulatory considerations, and competitive positioning

• Represent the organization with urgency, professionalism, responsiveness, and strong customer focus

Required Qualifications

• Bachelor’s degree in a related field, or equivalent professional experience

• 5+ years of capital equipment sales experience in clinical, hospital, research, or laboratory environments

• Direct experience selling into hospitals, pathology-related departments, clinical labs, or similar healthcare settings

• Proven ability to manage long, complex sales cycles involving multiple stakeholders and capital budget processes

• Strong understanding of how to sell technical products in a clinical environment

• Experience working with clinical stakeholders such as pathologists, lab managers, research scientists, laboratory directors, hospital decision-makers, and procurement teams

• Ability to build and manage a territory independently with minimal day-to-day direction

• Strong pipeline management, account planning, communication, presentation, and closing skills

• High level of customer urgency, responsiveness, and follow-through

• Willingness and ability to travel up to 75% across the assigned territory

Preferred Qualifications

• Experience selling Digital Pathology platforms, scanners, pathology workflow software, or AI-enabled pathology solutions

• Background in anatomical pathology, histology, IHC, pathology lab equipment, or clinical imaging

• Experience selling capital equipment into pathology labs, hospital labs, academic medical centers, or research institutions

• Familiarity with LIS connectivity, laboratory workflow, healthcare software integration, or AI-enabled healthcare technology

• Strong knowledge of technical demonstrations, stakeholder mapping, value-based selling, and hospital purchasing processes

• Existing relationships within the Northeast pathology, hospital, laboratory, or research market

Ideal Candidate Profile

The ideal candidate is a proven capital equipment sales professional who understands how to sell into hospitals and clinical environments. This person does not need to be a deep Digital Pathology expert on day one, but they must bring strong sales discipline, technical aptitude, and experience managing complex clinical sales cycles.

The strongest candidates will likely come from Digital Pathology, anatomical pathology, histology, pathology lab equipment, clinical imaging, LIS / connectivity solutions, AI-enabled healthcare technology, or other highly technical hospital-based capital equipment sales backgrounds.

This person should be comfortable owning a large field territory, building pipeline over a long sales cycle, conducting consultative discovery, coordinating technical demonstrations, and partnering with internal teams to move complex opportunities forward.

Why This Opportunity

• Join a global healthcare and life sciences organization directly supporting cancer diagnostics and patient care

• Represent a high-growth Digital Pathology portfolio within an established pathology-focused company

• Own a strategic existing territory with strong market need

• Sell innovative solutions across pathology, imaging, software, workflow, and AI

• Guaranteed commissions for the first 6 months

• Uncapped or likely uncapped commission structure after the guarantee period

• Company vehicle / fleet program

• Formal sales, product, and process training through U.S.-based training sites

• Opportunity to influence growth in a developing product segment with significant long-term market potential