Director Strategic Account Sales

Job Description

About ImpediMed

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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.

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The clinical and payer foundation is in place:

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

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The Opportunity

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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.

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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.

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Key Responsibilities

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Executive and C-Level Engagement

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• 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.
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• 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.
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• Present clinical, operational, and financial value to executives, including ROI, reimbursement, and cost-avoidance models.
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Multidisciplinary Stakeholder Alignment

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• 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.
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• Facilitate cross-departmental sessions to design standardized lymphedema surveillance pathways and patient workflows across the continuum of care.
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• Navigate value analysis committees, supply chain, IT and security review, legal, and contracting to move agreements to execution.
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Strategic Account Planning and Growth

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

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

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

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Required

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

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

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