Director Strategic Account Sales

About ImpediMed

Are you the right applicant for this opportunity Find out by reading through the role overview below.

ImpediMed is a digital health company changing how cancer survivorship is managed. The SOZO® Digital Health Platform with L-Dex® is the first and only FDA-cleared bioimpedance spectroscopy (BIS) solution for noninvasive assessment and management of secondary lymphedema. It helps clinicians detect breast cancer-related lymphedema (BCRL) early, before it becomes chronic and irreversible.

The clinical and payer foundation is in place:

• U.S. BCRL reimbursement covers 331 million lives, or 95% national coverage.
• The American College of Surgeons' National Accreditation Program for Breast Cancers added BIS-based lymphedema prevention programs to its guidelines.
• 642 SOZO units are installed at leading U.S. hospitals, with Master Services Agreements signed at 27 major Integrated Delivery Networks.

The next step is making prospective lymphedema surveillance the standard of care in every major U.S. health system.

The Opportunity

ImpediMed is hiring a Director of Strategic Accounts to lead our work with the largest and most influential IDNs in the U.S. This is a senior enterprise role for a leader who can build strong relationships and influences from the top down. You will open doors in the C-suite, align clinical and administrative leaders, and turn system-wide strategies into full program adoption.

You will build multidisciplinary lymphedema prevention and survivorship programs that connect breast surgery, oncology (medical and radiation), and physical and occupational therapy. You have done this before: you have taken a disruptive technology into health systems comfortable with the status quo and made it the way care is delivered.

Key Responsibilities

Executive and C-Level Engagement

• Build trusted relationships with C-suite leaders at target IDNs: CEO, CMO, CNO, COO, CFO, CIO, and oncology and women's health service line leaders.
• Lead top-down strategies that secure system-level sponsorship and tie SOZO to each organization's priorities: quality, patient experience, value-based care, accreditation, and service line growth.
• Present clinical, operational, and financial value to executives, including ROI, reimbursement, and cost-avoidance models.

Multidisciplinary Stakeholder Alignment

• Engage and align clinical champions and administrative decision-makers across breast surgery, medical and radiation oncology, physical and occupational therapy, nurse navigation, and cancer center leadership.
• Facilitate cross-departmental sessions to design standardized lymphedema surveillance pathways and patient workflows across the continuum of care.
• Navigate value analysis committees, supply chain, IT and security review, legal, and contracting to move agreements to execution.

Strategic Account Planning and Growth

• Own a portfolio of top national IDNs with multi-year account plans and clear revenue, adoption, and expansion targets.
• Negotiate and close enterprise agreements, including Master Services Agreements and system-wide deployments, and drive pull-through at every facility.
• Expand relationships into new sites, service lines, and adjacent SOZO applications such as body composition and heart failure.
• Keep an accurate forecast and pipeline in CRM and report account health to executive leadership.

Standard-of-Care Adoption

• Move accounts from pilots and single champions to system-wide protocols, order sets, and embedded EHR workflows.
• Partner with Medical Affairs, Clinical Specialists, Marketing, Market Access, and Customer Success to drive utilization, outcomes, and published evidence.
• Use guideline inclusion, accreditation standards, and reimbursement coverage to build urgency and institutional commitment.

Internal Leadership

• Serve as the voice of the enterprise customer inside ImpediMed, shaping product, contracting, and commercial strategy.
• Coordinate with regional sales teams so enterprise strategy and local execution work together.

Qualifications

Required

• 10+ years in medical device, diagnostics, or digital health sales, including 5+ years in strategic, enterprise, or IDN account leadership.
• Proven record of selling to and building lasting relationships with C-suite executives at large, complex health systems.
• Demonstrated success taking a disruptive or first-in-class technology into health systems and making it a standardized protocol or standard of care.
• Experience building consensus across multidisciplinary clinical teams and administrative stakeholders at the same time.
• Deep understanding of IDN structures, value analysis, GPO and contracting dynamics, and system-level decision-making.
• Consistent history of exceeding enterprise revenue targets and closing multi-year, multi-site agreements.
• Strong executive presence, communication, and business acumen, including comfort with financial and ROI modeling.
• Ability to travel about 50–70%.
• Bachelor's degree.

Preferred

• Experience in oncology, breast cancer care, cancer survivorship, or rehabilitation.
• Existing relationships within top national IDNs and academic medical centers.
• Experience with SaaS or subscription-based commercial models in healthcare.
• Familiarity with EHR integration and hospital IT and security review.
• MBA or advanced degree.

What Success Looks Like

• Within the first year, executive sponsorship and signed enterprise agreements at several target IDNs.
• Multidisciplinary lymphedema surveillance programs running across breast surgery, oncology, and therapy at your accounts.
• SOZO embedded in system-wide protocols and care pathways, not dependent on individual champions. xuwmhxw
• Measurable growth in utilization and recurring revenue across your portfolio.