The Director of National Accounts drives enterprise account strategies to enhance access and adoption of NEXCHANGE KIT across healthcare systems. Responsibilities include building relationships with senior stakeholders, executing account strategies, and translating clinical evidence into actionable strategies for product adoption.
Osteal Therapeutics is a Dallas-based, privately held biotechnology company redefining the standard of care for life-altering orthopedic infections.
Osteal is hiring to launch NEXCHANGE™ KIT, a first-of-its-kind FDA Breakthrough Therapy for periprosthetic joint infection (PJI), a critical condition impacting 50,000 Americans annually. PJI currently lacks FDA-approved therapies and forces patients through grueling, months-long treatments with poor outcomes. Our disruptive technology transforms this journey by safely delivering high-concentration, broad-spectrum antibiotics directly to the infection site; reducing the treatment timeline from months to just seven days.
Powered by $137M in funding to date and a distinguished investor base that includes strategic partners Johnson & Johnson and Zimmer Biomet, we are advancing toward FDA approval and building the organization that will bring this therapy to patients in dire need.
We are looking for bold, relentless professionals who thrive in a “builder” environment. If you are driven by the opportunity to do work that genuinely matters — to be part of a cohesive and capable team striving to deliver the first on-label PJI treatment that promises to transform outcomes for tens of thousands of patients.
About The Role
The Director of National Accounts reports to the Senior Director of National Accounts and serves as a strategic leader responsible for driving enterprise account strategy, access, and adoption across key national healthcare organizations, including large health systems, integrated delivery networks (IDNs), and payer stakeholders. This role is accountable for establishing and advancing the clinical and economic value of NEXCHANGE KIT, securing formulary inclusion, and enabling integration into institutional protocols and EHR workflows within targeted accounts. The Director will lead high-impact engagement with senior stakeholders to influence decision-making, remove access barriers, and ensure successful pre- and post-launch positioning. Success in this role requires the ability to translate complex clinical and economic evidence into actionable access strategies that drive sustainable adoption. Operating within a fast-paced, pre-commercial environment, the Director, National Accounts will partner cross-functionally to align strategy and execution, while proactively navigating reimbursement, policy, and health system dynamics to optimize patient access and account performance.
Responsibilities
- Lead strategic account development and adoption to drive formulary access, organizational alignment, utilization growth, and long-term institutional partnerships for Osteal’s portfolio.
- Develop and execute enterprise-level account strategies aligned to corporate objectives, prioritizing high-value health systems, IDNs, and academic medical centers.
- Orchestrate account-specific access strategies, working cross-functionally to influence formulary inclusion, optimize reimbursement, and ensure integration into clinical protocols and EHR workflows across key institutions.
- Build and influence senior stakeholder relationships (pharmacy, P&T, antimicrobial stewardship, finance, and executive leadership) to shape institutional decision-making and accelerate access.
- Deliver high-impact pre-commercial engagements, including Pre-Approval Information Exchange (PIE), budget impact model (BIM), clinical dossier to educate stakeholders and proactively position the product ahead of launch.
- Translate clinical and economic evidence into compelling value narratives, tailored to diverse stakeholders (clinical, financial, and administrative) to support access and adoption decisions.
- Partner closely with Sales and Field Reimbursement teams to align strategy, coordinate execution, and ensure access success translates into effective pull-through and patient access.
- Track and drive performance against access and adoption objectives, continuously refining strategies based on account insights and market dynamics.
- Identify and prioritize high-impact opportunities to advance formulary positioning and ensure effective pull-through following access wins.
Responsibilities of the position include but are not limited to the following. Other duties may be assigned.
Requirements
- Bachelor’s degree required; advance degree preferred.
- 8+ years of successful market access and hospital-base account management experience with demonstrated commercial impact.
- Demonstrated success in product adoption within complex stakeholder environments, including hospital systems and integrated delivery networks and driving use through protocol and order set development required.
- Executive presence and a history of interfacing with high level health system executives.
- Ability to manage multiple priorities and thrive in a fast-paced, evolving organization.
- Deep expertise in U.S. healthcare reimbursement and access dynamics, including inpatient DRGs, bundled payments, value-based care models, and hospital financial decision drivers.
- Comprehensive understanding of the full reimbursement continuum; coding, coverage, and paymentacross inpatient and outpatient settings and all major payer segments.
- Strong financial and business acumen, with the ability to analyze total cost of care, evaluate economic impact, and translate insights into actionable account strategies.
- Executive presence with advanced influencing capabilities, able to engage and align senior stakeholders across health systems, payer organizations, and internal leadership.
- Expert knowledge of payer policy, market access strategy, and evolving reimbursement landscapes, with the ability to anticipate and respond to policy and market shifts.
- Strategic thinker with strong analytical rigor, capable of developing, operationalizing, and adapting complex account plans in dynamic environments.
- Demonstrated success in specialty product launches, preferably within oncology, orthopedics, infectious disease, or other complex, hospital-based therapeutic areas.
- High degree of agility and resilience, with the ability to operate effectively in ambiguity, reprioritize rapidly, and drive progress in a fast-paced, pre-commercial or startup environment.
- US only, East Coast based role
- Up to 75% travel
Preferred Qualifications
Travel Requirements
Our Benefits
- 100% of Health Insurance paid by OstealTx for Employee & Dependents
- Dental & Vision Insurance
- Short & Long Term Disability Insurance paid 100% by OstealTx
- 401k (Regular & Roth)
- Holiday Pay & PTO
- Competitive compensation: ($220,000 -$260,000) + Bonus + Equity
Osteal Therapeutics is an Equal Opportunity Employer. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to protected characteristics such as race, color, religion, sex, national origin, age, disability, or veteran status.
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