The MedTech Startup Job Breakdown: Who Does What & How to Break In

MedTech startups are lean, fast, and packed with smart people doing big things—bringing life-changing technologies to clinics and hospitals. But what do the job titles really mean? Whether you’re considering a move into medical devices or trying to hire the right talent, it helps to understand who does what inside a medical device startup.

Here’s a practical breakdown of the key roles you’ll find in most MedTech startups, what training and experience they typically require, who they work with, and what their daily goals and tasks look like.

🧭 1. Territory Manager (Sales Rep)

What They Do:

Own a specific geography and drive adoption of the device in hospitals, surgery centers, and clinics.

Training & Experience:

• Bachelor’s degree (life sciences, business, or healthcare)

• 2–5 years in medical sales or field clinical roles

• OR experience is a plus (especially for surgical devices)

Key Daily Tasks:

• Visiting surgeons, attending cases in ORs

• Managing inventory and device performance

• Updating CRM systems

• Running product trials

Who They Work With:

Surgeons, nurses, hospital procurement, clinical specialists

Goals & Targets:

• Revenue quota

• Procedure volume

• New account conversions

🎯 2. Clinical Specialist / Field Clinical Engineer

What They Do:

Provide hands-on support in clinical settings and educate end-users on device usage and safety.

Training & Experience:

• Background in nursing, biomedical engineering, or surgical tech

• Clinical certifications often preferred (RCIS, RN, etc.)

Key Daily Tasks:

• Pre-op setup and intra-op support

• Staff training and troubleshooting

• Product demos in live surgical settings

Who They Work With:

Territory managers, surgeons, operating room staff

Goals & Targets:

• Procedure support satisfaction

• Clinical accuracy and safety

• Training completion rates

💼 3. Product Manager

What They Do:

Own the product lifecycle—from concept to launch to customer feedback.

Training & Experience:

• Degree in engineering, science, or business

• Experience in MedTech, clinical trials, or R&D is valuable

Key Daily Tasks:

• Voice of customer collection

• Cross-functional team alignment

• Competitive analysis

• Launch planning and product improvements

Who They Work With:

R&D, marketing, sales, regulatory

Goals & Targets:

• Successful product launches

• Feature adoption

• Time-to-market and usability KPIs

📢 4. Marketing Manager

What They Do:

Drive demand and awareness through digital and traditional marketing.

Training & Experience:

• Degree in marketing, business, or communications

• Experience in B2B healthcare preferred

Key Daily Tasks:

• Manage digital campaigns

• Run KOL webinars and trade shows

• Coordinate clinical data with product messaging

Who They Work With:

Sales, product, design, agency partners

Goals & Targets:

• Lead generation

• Conversion rates

• Brand awareness metrics

🧠 5. Medical Science Liaison (MSL)

What They Do:

Bridge the gap between clinical science and commercial teams.

Training & Experience:

• Advanced scientific degree (PhD, PharmD, MD)

• Experience in clinical research or medical affairs

Key Daily Tasks:

• KOL engagement

• Sharing and interpreting scientific literature

• Supporting investigator-initiated trials (IITs)

Who They Work With:

Medical Affairs, marketing, sales

Goals & Targets:

• Scientific credibility

• Publication support

• Field insight collection

💻 6. Commercial Operations / Sales Enablement

What They Do:

Build and optimize tools and processes that support the field force.

Training & Experience:

• Background in analytics, operations, or CRM systems

• Excel, Salesforce, Power BI are often musts

Key Daily Tasks:

• Analyze sales data

• Implement and manage tools (CRM, LMS)

• Create sales reports and dashboards

Who They Work With:

Sales, IT, HR, finance

Goals & Targets:

• Process efficiency

• Quota attainment support

• Tool adoption rates

🔎 Final Thoughts: Making It in MedTech

MedTech startups offer incredible growth potential—but every job requires adaptability, technical literacy, and real passion for solving problems in healthcare.

Looking to break in?

• Start with clinical experience or entry-level sales support roles

• Network with startup teams on LinkedIn

• Follow MedTech publications and media to learn more

Whether you’re just starting out or making a move from another industry, there’s a place for you in MedTech—especially if you’re driven to make an impact on patients, not just profits.