Account Manager (Clinical)

About Hike Medical

Hike Medical is building the defining company in musculoskeletal care. We sit at the intersection of AI, robotics, and healthcare, operating across three product lines: a proprietary AI-vision platform that turns a 30 second web-based foot scan into custom 3D-printed orthotics, an AI agent platform that automates the entire DME workflow from pre-visit processing to claims and revenue cycle, and SoleForge, our vertically integrated 3D printing factory producing custom medical devices at a scale the industry has never seen.

Our customers are both the largest employers on earth and the biggest companies in orthotics and prosthetics. On the clinical side, we're live across the industry's largest national providers. On the employer side, Fortune 50 companies trust us to protect their on-their-feet workforces.

But custom insoles are just the wedge. Our long-term vision is bionics: AI-designed, robotically manufactured orthotic and prosthetic devices at scale, replacing a fragmented, manual industry that hasn't changed in decades. Insoles today, full DME tomorrow, bionics by 2040. Read the full vision at bionics2040.com .

We've stealthily raised $22M through Seed and Series A backed by top-tier investors who invested early in companies like OpenAI, Anduril, and Mercury. We run a fast, results first, high ownership culture out of our new SF Rincon Hill office. If you want to work on problems that sit at the frontier of AI, manufacturing, and healthcare, this is the place.

The Opportunity

You'll be one of Hike's first Account Manager dedicated entirely to the clinical channel. Account Management is sales at Hike - you own the commercial relationship for a growing portfolio of O&P clinics, podiatry practices, and physical therapy centers, from the moment an SDR books a qualified demo through contract signature, and then over the long arc of account growth and expansion.

You sit at the center of Hike's clinical revenue motion: SDRs feed you qualified demos, you close them, Customer Success takes the day-to-day onboarding lift, and you stay accountable for the commercial trajectory of every account in your book. This role is perfect for someone who:

• Thrives owning the demo, the close, and the long-term commercial relationship - comfortable running a clinical demo in the morning and pushing on an upsell motion in the afternoon
• Can speak credibly to clinicians and practice owners about workflow, reimbursement, and practice economics
• Is organized and experienced enough to carry a high volume of accounts at different stages simultaneously without losing the thread on any of them

You'll work closely with our Clinical SDRs on the front end of the funnel, with Customer Success on activation and retention, and with Operations and Product on delivery and feedback loops.
What We're Looking For

These aren't hard-and-fast requirements - we care more about crisp execution and commercial ownership than checking every box.

• 4-10 years of clinical sales or account management experience, ideally selling into independent medical practices, DME suppliers, O&P labs, or adjacent clinical settings - strong sellers and relationship builders will excel in this role
• Proven ability to run a full commercial cycle from demo through close, and to own a book of accounts post-signature for growth and expansion
• Comfort with the commercial dynamics of small clinical businesses: billing workflows, reimbursement structures, practice economics, and how decisions get made in an owner-operated practice
• A track record of growing revenue within an existing book through upsell, expansion, and referral generation - not just maintaining it
• Strong relationship-building skills across all levels of a practice, from front desk to physician owner
• Highly organized with a real system for managing accounts at multiple lifecycle stages simultaneously

Primary Responsibilities

• Demo & Close: Run platform demos for SDR-sourced and inbound leads. You know the product cold, you speak the language of the clinic, and you convert. You're measured on demo conversion and time to conversion.
• Contract & Handoff to CS: Get the deal signed and quarterback a clean handoff to Customer Success, who takes day-to-day onboarding, training, and ongoing account communication. You stay close enough to the transition that nothing falls through the cracks.
• Revenue Ownership: Own the commercial relationship and revenue target for your full book of active accounts. You're accountable for retention, growth, and the overall commercial trajectory of every account you carry - even when CS is running the day-to-day.
• Expansion & Upsell: Identify and close growth opportunities within existing accounts - new providers, new locations, higher order volume, additional patient populations, and product expansion (StepZero, additional product lines). Every account has a ceiling and your job is to find it and push past it.
• Account Health & Re-engagement: Partner with CS, who flags order trends and customer feedback. When volume dips or an account looks at risk, you're the one who re-engages the practice owner and gets it back on track.
• Relationship Management: Maintain deep, active relationships with practice owners and lead practitioners. You know the pulse of every account in your book and you're never surprised by a churn.
• Referral Generation: Leverage strong clinic relationships to generate referrals into new practices - turning your book into a growth engine for the broader clinical sales team.
• Pipeline & Forecasting: Maintain a clean, accurate picture of your full book in HubSpot - demo pipeline, account health, expansion opportunities, and revenue trajectory - and forecast reliably.
• Market Intelligence: Feed field insights back to Sales, Product, and Marketing. CS surfaces product feedback through their channel; you're the clearest signal on commercial dynamics - what's closing, what's stalling, and where the next opportunity is.

What You'll Get

• Competitive base salary + uncapped commission tied to account revenue
• Equity in a high-growth, VC-backed company
• Full medical, dental, and vision coverage
• $15K relocation bonus if needed
• Daily collaboration with the founding team and senior leadership out of Boston's Seaport
• Free custom insoles (of course...)