Understanding MedTech
Your Guide to Roles and Career Paths
The seven functional areas of a MedTech company, the commercial and clinical career ladders, and the three roles you're most likely to start in, with what they do, what they pay and what recruiters look for.
Your Guide to Roles and Career Paths
The seven functional areas of a MedTech company, the commercial and clinical career ladders, and the three roles you're most likely to start in, with what they do, what they pay and what recruiters look for.
Breaking into MedTech isn't just about landing a job. It's about understanding the landscape. Think of this as your roadmap into the industry.
- The seven key areas that keep MedTech companies running
- A deeper look into Commercial and Clinical, the most common entry points
- The typical career paths within each
- The roles you're most likely to start in: Associate Sales Rep, Territory Manager and Clinical Specialist
The functional areas of MedTech
These are the main functional areas that work together to bring a medical device from idea, to approval, to manufacturing, to sales.
Regulatory
Regulatory Affairs ensures that medical devices meet all government regulations before they can be sold. In simple terms: they make sure the product is legally allowed to be sold in the market.
Quality
Quality Assurance ensures that the product is safe, reliable and consistently made to the right standards. In simple terms: they make sure the product works safely and consistently every time.
Clinical
The clinical team generates the medical evidence showing that a device works and is safe for patients. In simple terms: they prove the device actually works with real patients.
Commercial
The commercial organization is responsible for bringing the product to market and driving revenue. In simple terms: they sell and promote the product.
Finance
Finance manages the company’s money and financial planning. In simple terms: they make sure the company stays financially healthy and profitable.
Operations
Operations focuses on the logistics and processes that keep the business running smoothly. In simple terms: they make sure the right products get to the right place at the right time.
Manufacturing
Manufacturing is where the medical devices are physically produced. In simple terms: they build the actual medical devices.
Entry-level roles and where they lead
Not everyone follows the same starting path, but this is typically where you'll start when breaking into MedTech.
Commercial
- Associate Sales Rep
- Territory Manager
- Regional Sales Manager
- Area Sales Director
- VP of Sales
Clinical
- Clinical Specialist
- Clinical Manager
- Clinical Director
Associate Sales Rep / Associate Territory Manager / Territory Sales Associate
What they do
- Support Territory Manager(s)
- Prospecting and/or nurturing existing accounts
- Learn the product or therapy inside and out
Compensation structure
- Base salary + variable
- Average base ~ $65,000 to $80,000
- Average total compensation ~ $100,000 to $130,000
Who it’s best for
- B2B sales experience
- Competitive people
- Former college athletes
Recruiters look for
- Sales experience and success
- Competitive background
- Intellectual capability and curiosity
Territory Manager
What they do
- Own and manage an assigned geographic territory
- Carry an annual quota
- Expert on the product or therapy
- Manage relationships with clinicians, hospitals and health systems
Compensation structure
- Base salary + uncapped variable
- Average base salary ~ $90,000 to $110,000
- Average total compensation ~ $180,000 to $220,000, uncapped
Who it’s best for
- Established associate sales reps or territory managers
Recruiters look for
- Documented sales performance
- Relationships within a specific therapeutic vertical
- Product knowledge and expertise
Clinical Specialist
What they do
- Work closely with Territory Manager(s) as the technical expert on the product(s)
- Train hospital clinical staff on the product(s)
Compensation structure
- Base salary + bonus
- Average base salary ~ $110,000 to $130,000
- Average total compensation ~ $140,000 to $180,000
Who it’s best for
- Degreed clinicians (RN, BSN, etc.)
- People with clinical backgrounds and existing knowledge
Recruiters look for
- Clinical knowledge
- Communication skills
Welcome to the start of your MedTech journey
If you have made it this far, you now have a clearer picture of how roles are typically structured within a medical device or MedTech company. One of the most exciting things about MedTech is that there isn't just one path into the industry. Whether your background is in sales, healthcare, science, operations, marketing, finance or engineering, there are multiple ways to contribute to the mission of advancing patient care.
Not every MedTech company is structured exactly the same way. The departments and roles outlined here represent what you'll typically see at many organizations, but titles, responsibilities and team structures vary with the company’s size, specialty and stage of growth. The goal of this guide isn't to give you every answer. It's to help you understand the landscape so you can navigate it with more confidence.
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