Pulmonx Rebuilds Sales Force, Targets Growth and AeriSeal Launch Next Year

Pulmonx is rebuilding its sales organization after elevated turnover in 2025, with leadership positions filled and most U.S. territories staffed.

Management is targeting a return to growth through improved execution at existing treatment centers rather than relying primarily on new accounts.

The company maintained full-year revenue guidance of $90 million to $92 million , raised its gross-margin outlook to about 76%, and reduced operating-expense guidance to approximately $109 million to $111 million following cost reductions and supply-chain efficiencies.

Pulmonx expects to complete its AeriSeal trial next year and potentially begin commercialization outside the U.S. in the second half of 2027.

The therapy could expand eligibility for valve treatment, while renewed Chinese registration is expected to support a restart of commercial shipments by early next year.

Pulmonx is rebuilding its sales organization, targeting a return to growth and preparing for potential commercialization of its AeriSeal therapy outside the United States in the second half of next year, President and CEO Glen French said during a Canaccord fireside chat.

French, who returned as CEO about nine months ago after previously spending roughly a decade with the company, said the company has filled its sales leadership openings and most open sales territories following elevated turnover in 2025.

“I would characterize turnover as return to sort of industry norms or sort of in that neighborhood,” French said.

Pulmonx reorganized its U.S. commercial leadership structure by dividing the country into two halves, with the two sales leaders reporting directly to him.

The company has 42 U.S. sales territories, with approximately 22 supported by junior representatives.

French said the junior-rep model was introduced before his earlier departure from Pulmonx and has produced at least a dozen promotions into territory-manager roles over the years.

The added staffing can also help new personnel ramp more quickly, particularly in larger territories.

French said Pulmonx is concentrating on basic sales execution, including staffing territories, training newer representatives and supporting existing treatment centers.

He said the company is not relying on new accounts as its primary growth driver, though it anticipates roughly 10 new accounts per quarter.

According to French, staffed territories perform better than unstaffed territories, and successful sites need both a physician champion and administrative or clinical-coordinator support to plan and execute cases.

French also cited a broader shift in interventional pulmonology since his prior tenure.

He said Intuitive Surgical’s Ion robotic platform has elevated pulmonology’s standing within hospitals by prompting investments in equipment, staffing and procedure capacity.

Pulmonx has also altered its direct-to-patient marketing approach.

French said the company moved away from what he described as a national “shotgun approach” and is focusing spending on geographies where it has established accounts and the necessary clinical and administrative support.

While the more targeted strategy costs more on a per-patient basis, he said it has generated a greater return on investment.

Chief Operating Officer and Chief Financial Officer Derrick Sung said Pulmonx reiterated its full-year revenue guidance of $90 million to $92 million following second-quarter results.

He said the company believes its commercial turnaround, particularly in the U.S., is progressing in line with its plan.