The posting
Description
Onera Health is a leader in transforming sleep medicine and remote monitoring. Our breakthrough diagnostic solutions and services are poised to help millions of people struggling with sleep-related ailments, while also impacting other medical fields by monitoring a variety of chronic conditions, ultimately improving the health and quality of life for patients around the world.
The company’s innovative solutions provide comprehensive sleep test data to physicians in a variety of clinical and non-clinical environments to optimise patient care and reduce healthcare costs. Onera’s FDA-cleared and CE-marked home polysomnography (hPSG) platform delivers lab-quality diagnostics in the home through a fully integrated “PSG-as-a-Service” model. The UK is a priority market in Onera’s European expansion.
In the UK, Onera goes to market through a clinical service provider partner rather than selling direct. The partner brings established NHS relationships and a top-down route into hospitals at executive level; Onera’s Clinical Sales Specialist works alongside them in the field — managing that partnership day to day and building demand from the bottom up at the clinical and departmental level, where sleep diagnostics credibility matters most.
This is deliberately not a traditional, quota-closing field sales role. The close is driven through the partner’s executive-level motion. Your job is to create clinical pull — winning the confidence of sleep and respiratory teams, demonstrating the platform, and enabling the partner’s commercial engine — so that demand and adoption build underneath it. Success depends on clinical fluency and partner enablement far more than on personal deal-closing.
Key Responsibilities
Partner & Channel Management
• Manage the relationship with Onera’s UK clinical service provider partner in the field, acting as the day-to-day point of contact and ensuring alignment between the partner’s commercial activity and Onera’s clinical priorities.
• Enable and support the partner’s teams — equipping their representatives to position Onera accurately, and complementing their top-down, executive-level route into hospitals with clinical depth from the field.
• Coordinate joint account planning with the partner, identifying target hospitals and sleep services and aligning on how each opportunity is progressed.
Bottom-Up Clinical Demand Creation
• Build demand from the clinical level up — winning the confidence of sleep physicians, respiratory teams, neurophysiology units, and sleep-laboratory staff so that clinical pull supports the partner’s top-down approach.
• Engage credibly at peer level with consultants on sleep disorders — obstructive sleep apnoea, central sleep apnoea, narcolepsy, RLS/PLMD, and parasomnias — and on the wider diagnostic pathway (respiratory polygraphy, HSAT, CPAP titration, actigraphy, MSLT/MWT).
• Demonstrate and train clinical staff on the Onera platform unaided, drawing on hands-on familiarity with full diagnostic polysomnography — multi-channel attended studies including EEG, EOG, EMG, ECG, airflow, respiratory effort, SpO₂, and body position — and an understanding of manual sleep staging and event scoring to AASM guidelines, not just auto-scoring.
• Build visibility with UK sleep-medicine KOLs and engage with national bodies such as the British Sleep Society and the ARTP.
Territory Coverage & Field Execution
• Cover the United Kingdom as Onera’s sole field-based representative, prioritising across regions, qualifying hard, and concentrating effort where clinical adoption can build rather than spreading too thin.
• Maintain disciplined CRM hygiene and pipeline visibility, self-managing a national field role and giving Onera and the partner a clear, current picture of clinical engagement and opportunity.
• Act as the clinical and commercial point of contact in the field, troubleshooting product-related questions and escalating to the appropriate internal stakeholders where needed.
Market Intelligence & Collaboration
• Track market trends, competitor activity, and customer feedback to inform product positioning and the UK partner strategy.
• Collaborate with cross-functional teams across marketing, product, customer success, and clinical to align field activity with the wider commercial plan.
Requirements
• Clinical sleep background. Formal clinical background in sleep or respiratory diagnostics — e.g. registered sleep/respiratory physiologist, clinical scientist (Healthcare Science), or RPSGT — with the ability to demonstrate and train clinical staff unaided. Strongly preferred; exceptional candidates with deep, hands-on sleep/respiratory diagnostic exposure and genuine peer-level clinical credibility will also be considered.
• Clinical credibility in the field. Able to hold peer-level conversations with consultants and clinical teams and to build confidence and adoption at the departmental level.
• Commercial or clinical-specialist experience. A track record in a clinical sales specialist, clinical application, or field clinical role in medical devices or diagnostics — or a clinical background combined with clear commercial instinct.
• Self-managing field discipline. Comfortable self-managing a national field role with sound CRM and pipeline discipline.
• National coverage & travel. Willingness to travel extensively across the UK, with the autonomy to prioritise across regions.
• Fluent English and excellent communication and interpersonal skills, with the ability to build trust-based relationships with clinical stakeholders and partner teams.
Benefits
• Remote / hybrid working model, with the technical equipment to set up your home office
• A competitive compensation package
• An open, collaborative company culture grounded in shared mission and team engagement
• The opportunity to join a scale-up at a defining commercial moment in sleep diagnostics
