Thinking About Leaving Pharma for MedTech Sales? Here’s What You Need to Know
📅 Updated for 2025 – New Career Insights & Tools Inside
Many pharmaceutical sales professionals eventually hit a ceiling. Whether it’s limited career progression, capped earnings, or the desire for more ownership over outcomes, the pull toward MedTech sales is growing.
But is medical device sales actually the right next step for you?And what does it take to succeed in a more technical, higher-stakes environment?
Here’s what to consider before making the leap—and how to assess whether you’re commercially ready.
Why Pharma Reps Are Looking at MedTech
Some of the most common reasons experienced sales professionals explore a transition include:
✅ Greater earnings potential – MedTech reps often work on higher-value capital or procedural products with uncapped commission structures.
✅ Tangible products & technical engagement – Instead of marketing to prescribers, MedTech reps support in-theatre usage, guide procurement discussions, and directly influence outcomes.
✅ More control, less scripting – While pharma sales is often highly structured and regulated, MedTech sales gives you room to shape strategy and own territory performance.
✅ Burnout or stagnation – Many reps feel they’ve outgrown their current product range, territory, or level of challenge.
💡 Before you start applying, take the Career Move Readiness Quiz to evaluate how your experience translates—and whether you’re commercially ready for MedTech
How MedTech Sales Differs from Pharma Sales
At a glance, both roles involve selling into healthcare. But the day-to-day experience, customer interaction, and performance expectations are very different:
Pharma Sales | MedTech Sales |
|---|---|
Product knowledge & messaging | Technical product support (often in theatre) |
Scripted conversations | Solution selling with autonomy |
Doctor visits & drop-ins | Pre-arranged meetings + procedural support |
Prescriber influence | Procurement, usage, and outcomes |
9–5 rhythm | Early cases, on-call support, flexibility required |
Base-heavy salary + bonus | Higher OTE potential, but performance-driven |
What to Expect from the Transition
💬 “You won’t just be selling—you’ll be supporting surgeries, solving problems, and making decisions on the fly.”
The learning curve can be steep. MedTech companies want reps who are self-directed, confident in clinical discussions, and willing to hustle. You may need to:
Accept a lower base to get in the door
Take on an associate or support role before owning a full territory
Adjust to early starts and high accountability
But for those who succeed, the rewards—both financial and professional—can be significant.
Next Steps
If you’re based in Australia and seriously exploring a move into MedTech sales, we may be able to support your next step.
🎯 Start with our Career Readiness Quiz – it takes just a few minutes and helps you identify your alignment with the MedTech hiring market.
📅 If your score is strong and the timing is right, you’ll unlock the ability to book a Candidate Fit Call to explore your positioning further.
Final Thoughts
MedTech sales isn’t just another job—it’s a shift into a faster-paced, more strategic, and more technical career path.
Not everyone makes the jump successfully first time, but if you’re commercially minded, resilient, and motivated by impact, it could be the best move you’ll ever make.