Senior Director of Healthcare Sales

Role Overview 1Kosmos is seeking a Senior Director of Healthcare Sales to lead and accelerate commercial growth across the healthcare vertical. This is a senior individual contributor and market development role for someone who understands how digital identity, authentication, and regulatory compliance intersect in hospital systems, pharmaceutical companies, and health insurance payers, and who can convert that understanding into closed enterprise revenue. 1Kosmos has built significant momentum in healthcare, with deployments spanning identity verification for patient onboarding, account recovery, and step-up authentication; enterprise and shared workstation passwordless authentication for clinical and administrative staff; and Electronic Prescribing of Controlled Substances (EPCS) workflows that meet DEA logical access control requirements. The platform is certified to NIST 800-63-3 at Identity Assurance Level 2 (IAL2), holds a FedRAMP High authorization, achieves Department of Defense Impact Level 4 (IL4), and is Kantara-certified as a full Credential Service Provider (CSP), one of fewer than a dozen vendors globally at that level. This role will own the healthcare go-to-market strategy and execution, drive pipeline from initial engagement through close, and work cross-functionally with Solutions Engineering, Product, Marketing, and Customer Success to deliver outcomes for health system, pharma, and payer customers. Key Responsibilities Market Development and Pipeline Generation Build and own the healthcare vertical sales strategy, targeting hospital systems and integrated delivery networks (IDNs), pharmaceutical manufacturers and distributors, and health insurance payers. Generate pipeline through direct outreach, partner co-sell motions, industry events (Health-ISAC,HIMSS,ViVE, HLTH), and referral networks across CISO, CMIO, CISO, and IT leadership audiences. Develop and maintain a qualified pipeline sufficient to support consistent quarterly and annual revenue targets. Identify and pursue whitespace opportunities across the 1Kosmos healthcare use case portfolio, including patient identity, workforce identity, EPCS, and clinical shared workstation authentication. Sales Execution and Deal Management Own the full sales cycle from discovery through contract execution on net-new and expansion opportunities. Lead executive-level engagement with CISO, CIO, CMIO, VP of Identity, and Procurement stakeholders. Articulate 1Kosmos' differentiated value across ID verification (onboarding, account recovery, step-up), enterprise and shared workstation passwordless authentication, and EPCS use cases. Navigate complex, multi-stakeholder deal cycles including security reviews, legal, procurement, and compliance approvals common to health system purchasing environments. Work with channel partners including Optiv, VARs, and GSIs on partner-assisted and partner-sourced deals. Customer and Stakeholder Engagement Act as the primary executive sponsor and relationship owner for strategic healthcare accounts throughout the sales cycle. Engage clinical and operational leaders to translate identity security requirements into business outcomes, including reduced help desk volume, HIPAA compliance support, DEA EPCS compliance, and reduced risk of credential-based breaches. Partner with Solutions Engineering on proof-of-concept design and execution, ensuring technical validation aligns with customer requirements. Coordinate with Customer Success post-sale to support smooth onboarding and expansion planning. Cross-Functional Collaboration Work closely with the SVP of Sales on territory planning, forecast accuracy, and executive account strategy. Partner with Marketing on healthcare-specific campaigns, event strategy, and collateral including case studies, use case briefs, and competitive positioning. Provide structured feedback to Product on healthcare-specific requirements including Epic integration depth, EPCS workflow needs, and regulatory certification gaps. Collaborate with the Partnerships team to activate and co-sell with systems integrators and technology alliance partners active in healthcare. Reporting and Forecast Management Maintain accurate pipeline, opportunity, and forecast data in CRM. Provide regular updates to the SVP of Sales on progress, risks, blockers, and competitive intelligence. Track and report on key performance metrics including pipeline coverage, win rates, average contract value, and time to close. The 1Kosmos Healthcare Opportunity Healthcare is one of the most active verticals for identity security investment. Credential-based breaches account for a large share of healthcare data incidents. HIPAA Security Rule requirements, DEA EPCS regulations, and the administrative burden of shared workstation environments in clinical settings create specific, high-urgency demand for what 1Kosmos provides. 1Kosmos is the only platform that combines IAL2-certified identity verification with enterprise-grade passwordless authentication in a single architecture that sits on top of existing identity infrastructure. The platform integrates natively with Epic MyChart for patient identity workflows, Microsoft Entra Verified ID for verifiable credential issuance, Okta and Ping for enterprise SSO environments, ServiceNow for ITSM-integrated identity events, Workday for workforce onboarding, and identity governance platforms including SailPoint and Saviynt. Additional integrations span CyberArk, Broadcom, and multiple applicant tracking systems (ATS) for pre-hire identity verification. Certifications relevant to healthcare customers include: NIST 800-63-3 at IAL2, supporting identity assurance requirements for clinical and administrative access FedRAMP High authorization, relevant for health systems and payers serving federal programs including Medicare and Medicaid DoD Impact Level 4 (IL4), establishing the platform's suitability for sensitive health data environments Kantara full CSP certification, one of fewer than a dozen globally, supporting highest-assurance identity proofing workflows iBetaPAD Level 2 for liveness detection, directly relevant to anti-spoofing requirements in EPCS logical access control SOC 2 Type 2, ISO 27001, and GDPR compliance What Success Looks Like A qualified pipeline of healthcare opportunities across hospital systems, pharma, and payers is built and maintained with strong coverage ratios. Net-new enterprise logos are closed on a consistent quarterly cadence. 1Kosmos is recognized as a credible, differentiated vendor in healthcare identity and EPCS workflows. Relationships with key health system CISO, CIO, and CMIO stakeholders are established and active. Healthcare-specific use case narratives, case studies, and reference customers are developed in partnership with Marketing. Qualifications 10 or more years of enterprise software sales experience, with at least five years focused on the healthcare vertical (hospital systems, health systems, IDNs, pharma, or payers). Demonstrated track record of closing six- and seven-figure SaaS or software deals with health system buyers. Deep familiarity with the healthcare purchasing environment including CISO, CIO, CMIO, Procurement, and Legal stakeholders, and typical 6- to 18-month enterprise deal cycles. Working knowledge of relevant regulatory and compliance frameworks including HIPAA, DEA EPCS requirements, and NIST identity standards. Experience selling into or around electronic health record (EHR) environments, particularly Epic, is strongly preferred. Comfort operating in a high-growth, fast-moving environment with evolving processes and significant individual ownership. Excellent communication and executive presence; able to operate credibly at the C-suite level with both clinical and IT audiences. Nice to Have Experience with identity, access management, digital identity, or cybersecurity platforms. Prior sales experience at or against vendors such as Imprivata, Ping Identity, Okta, Microsoft, or CyberArk in a healthcare context. Existing relationships with health system CISO, CIO, or VP of Identity leaders. Familiarity with EPCS logical access control requirements and the DEA IFR/Final Rule framework. Background in channel or partner-assisted selling through resellers, systems integrators, or GSIs. Why 1Kosmos 1Kosmos is the trust platform for identity, operating at the intersection of identity verification, passwordless authentication, and verified credential reuse. Processing more than 2 billion authentications per year at five-nines availability, and recognized as a leader in passwordless authentication for the enterprise by KuppingerCole, 1Kosmos is at an inflection point of scale and market category definition. Healthcare represents one of the clearest problem-to-solution fits in the market. The combination of regulatory pressure, credential-based breach risk, and high-friction clinical identity workflows creates a compelling, high-urgency buying environment. This role joins a company with proven deployments, differentiated certifications, and the platform integrations required to win in this space. Remote / flexible work model Medical / Dental / Vision 401(k) Unlimited PTO #J-18808-Ljbffr 1Kosmos