Account Executive - Spine in Twin Cities, Minnesota at BoneFoam

BoneFoam 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. BoneFoam 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, BoneFoam 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.

POSITION SUMMARY

BoneFoam is seeking a driven, competitive Account Executive - Spine to join our growing commercial team. The main job in this role is to grow BoneFoam’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.

ROLES & RESPONSIBILITIES

Spine — New Customer Acquisition

• 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 HubSpot CRM.
• Own opportunities from first prospecting through close and account expansion.

Procedural Solutions

• 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.

Capital Equipment

• 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.

Account Expansion

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

MEASUREMENTS OF SUCCESS

• Culture Fit: BoneFoam 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, LinkedIn, 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 facilities.
• Forecasting: Accurate CRM records, opportunity management, next steps, and communication with leadership.

WEEKLY OPERATING RHYTHM

The strongest Account Executives work consistently. Your calendar should show a deliberate balance of prospecting, customer-facing activity, moving opportunities forward, and administrative follow-through.

• Prospecting: New calls, emails, introductions, account research, and surgeon targeting.
• Field Activity: Hospital and ASC visits, surgeon meetings, OR engagement, evaluations, and customer support.
• Pipeline Management: Advance open opportunities, schedule next steps, remove obstacles, and update forecasts.
• Account Development: Expand existing accounts and find new procedures, surgeons, and capital opportunities.
• Learning: Keep building your knowledge of products, spine procedures, clinical practice, competitors, and the market.

COMPETENCIES

• Hungry: You want to win and are energized by creating something, not maintaining something.
• Clinical: You can learn spine procedures, understand the OR environment, and speak credibly with clinical teams.
• Curious: You ask good questions and want to understand why customers do what they do.
• Relational: You build trust with surgeons, nurses, administrators, purchasing teams, and internal partners.
• Accountable: You own your number, pipeline, calendar, and follow-through.
• Resilient: You can handle rejection, setbacks, slow evaluations, and long capital sales cycles without losing momentum.
• Coachable: You actively seek feedback and apply it.
• Resourceful: When the obvious path is blocked, you find another path.

PREFERRED QUALIFICATIONS

• Spine sales experience, ideally calling on spine surgeons and OR teams.
• Capital equipment sales experience, including working through value analysis committees and capital budget cycles.
• Disposables sales experience, including driving recurring, procedure-based usage.
• Existing relationships with spine surgeons in the territory.
• Experience selling into ambulatory surgery centers (ASCs).

BENEFITS

• Medical
• Dental
• 401(k) with employer match
• 20 Days of PTO

LOCATION

Greater Minneapolis – St. Paul Area

Values: We do what is right | We are all accountable | We help each other be great!

Mindset: Challenges are Opportunities to Grow and Improve | Speak Up Culture | Passionate | Agile |Cutting Edge

Leadership Commitments: Be bold & be strategic with finesse | Debate, Decide, Execute, Go | Patient-Centric Approach | Financial Stewardship