Director of Sales

Client Summary

• 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 Hub Spot, deliver pipeline and performance reporting to leadership, and track key BD metrics including win rates, cycle times, and revenue contribution.

• 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 partnership

$175k–$200k

• Medical
• Dental
• Vision
• Life Insurance
• 401(k)
• Unlimited PTO