Account Executive - Spine

Bone Foam is a U.S. medical device company that designs and produces patient positioning and protection products for the operating room, ambulatory surgery centers, and rehabilitation settings. Bone Foam was founded by orthopaedic trauma surgeon who wanted to replace rolled-up towels, blankets, and taped IV bags OR teams had long relied on with purpose-built, physician-designed positioning solutions that improve operative exposure, patient safety, and OR efficiency.

We are dedicated to the mission of bringing 21st century improvements to positioning patients in the OR and supporting clinicians to deliver the best possible patient care. Today, Bone Foam products are used in more than 7,500 hospitals and ASCs across the U.S. and in 20+ countries, backed by 70+ IP filings and 50+ peer-reviewed references.

Bone Foam is seeking a driven, competitive Account Executive - Spine to join our growing commercial team. The main job in this role is to grow Bone Foam’s Spine business by winning new customers and expanding existing accounts across our fast-growing Spine portfolio. The Account Executive will sell procedure-based positioning solutions for anterior cervical, posterior cervical, and lateral procedures, as well as capital equipment.

They will build new relationships, set up evaluations and trials, convert opportunities into revenue, and expand successful accounts. This is not a passive account-management position. The Account Executive is expected to create opportunities and own the sales process from prospecting through close, with a focus on new business.

• Identify and develop new hospital, ASC, surgeon, and clinical opportunities for spine procedures.
• Build relationships with spine surgeons, OR staff, administrators, purchasing teams, and other key stakeholders.
• Build and maintain a healthy sales pipeline in our Hub Spot CRM.
• Own opportunities from first prospecting through close and account expansion.

• Sell procedure-based disposable positioning solutions for anterior cervical, posterior cervical, and lateral spine procedures.
• Learn each procedure and the OR workflow well enough to speak credibly with surgeons and clinical teams.
• Find, run, and convert product evaluations and trials.

• Find and develop capital equipment opportunities within new and existing accounts.
• Work through capital purchasing processes, including value analysis committees, budget cycles, and administrative approvals.
• Build business cases that show clinical and operational value to decision-makers.

• Expand successful accounts to more surgeons, procedures, departments, and facilities.
• Look for chances to pair procedural solutions with capital equipment.

• Culture Fit: Bone Foam strives to hire high performers, but more importantly, we hire good people. We value humility, hard work, personal agency, and treating teammates with dignity and respect. Success in this role is not measured by sales results alone. It is also measured by how you contribute to the team and the culture we are building.
• New Customer Acquisition: Growth in new Spine customers and accounts.
• Revenue: Converting opportunities into meaningful, recurring business across procedural solutions and capital equipment.
• Pipeline: Steadily creating and advancing qualified opportunities.
• Activity: Steady prospecting (calls, emails, Linked In, etc.), customer meetings, field activity, evaluations, and follow-up.
• Capital Equipment: Creating capital opportunities and moving them through each account’s purchasing process.
• Account Expansion: Expanding successful customers to more surgeons, procedures, departments or…