Director of Sales
$175k - $200kDirect Recruiters
Job Description Client Summary:
Required Experience and Qualifications:
- Healthcare technology company purpose-built to help health systems navigate value-based care programs and close care gaps
- Provides an AI-powered platform that supports hospitals in managing costs, patient experience, and quality within high-cost episode windows
- Helps provider organizations meet compliance and performance requirements tied to mandatory federal value-based care programs
- Early-stage company with strong institutional backing and an active pilot with a marquee health system
- Positioned as a first-mover in a large and growing market driven by federal mandates and the shift toward value-based care accountability
- Own the pipeline - Build and manage a robust pipeline of health system, hospital, and provider group opportunities from prospecting through close, serving as the primary executive contact throughout the sales cycle.
- Drive new logo growth - Develop and execute prospecting strategies, manage RFP processes, and lead contract negotiations to consistently meet or exceed quarterly ARR targets.
- Lead strategic partnerships - Identify and develop relationships with health system executives, IDN leadership, and key clinical and operational stakeholders to build a strong foundation for long-term, enterprise-wide partnerships.
- Be the market expert - Stay current on health system trends, competitive dynamics, CMS programs, and regulatory shifts to inform go-to-market strategy and product positioning.
- Navigate complex stakeholders - Build and maintain executive-level relationships with CEOs, CFOs, CIOs, and revenue cycle leaders, effectively translating the clinical and financial value proposition.
- Collaborate cross-functionally - Partner with Marketing on campaigns and events, with Product on market feedback and roadmap input, and with Customer Success to ensure smooth handoffs and expansion opportunities.
- Report on performance - Maintain accurate forecasting in HubSpot, deliver pipeline and performance reporting to leadership, and track key BD metrics including win rates, cycle times, and revenue contribution.
Required Experience and Qualifications:
- 6-10 years of progressive business development, enterprise sales, or strategic partnerships experience, with at least 3 years selling into or partnering with health systems, IDNs, or large provider organizations
- Proven track record closing complex, multi-stakeholder enterprise deals in the $500K-$2M+ ACV range
- Deep fluency in health system dynamics - you understand Epic, Cerner, value-based care models, care coordination workflows, and the financial pressures facing today's health systems
- Experience navigating long enterprise sales cycles and procurement processes, including RFPs, legal review, and executive sign-off
- Excellent communicator and executive presence - equally comfortable in a C-suite boardroom and a clinical workflow demo
- Data-driven mindset with command of Salesforce CRM, pipeline forecasting, and BD performance metrics
- Strategic thinker who can also execute - comfortable operating with limited structure in a Series A environment
- Bachelor's degree required; MBA or advanced degree in healthcare administration, public health, or business preferred
- At least 6 years of enterprise business development or sales experience, preferably in health IT or digital health
- Strong understanding of value drivers in SaaS and recurring revenue business models
- Demonstrated ability to manage and grow a complex book of strategic opportunities
- Excellent communication and interpersonal skills, both written and verbal
- Goal- and results-oriented with strong organizational and prioritization skills
- Comfortable working autonomously and cross-functionally in a fast-paced startup environment
- Experience with value-based care models and population health platforms
- Background in health IT implementation or clinical informatics
- Prior startup (Seed-Series B) experience
- Familiarity with CMS quality programs (HEDIS, Stars, MIPS) and their operational implications for health systems
- Existing network of health system executives or health IT decision-makers
- Experience structuring and managing channel or reseller partnerships
- Medical
- Dental
- Vision
- Life Insurance
- 401(k)
- Unlimited PTO
Vacancy posted 19 hours ago
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