Sr. Director, National Accounts

Position Overview:

We are seeking a highly skilled sales leader to serve as the right hand to the Chief Revenue Officer. This role is responsible for managing the day-to-day operations of the national sales organization, enabling the CRO to focus on market-facing activities, strategic growth, and closing key deals.

This individual will act as a force multiplier for the CRO—support new deals, managing the team’s pipeline, providing technical expertise, and sales acumen.

Sales Organization Operations & Management

• Act as an extension of the CRO and reduce unnecessary demands on CRO time
• Oversee day-to-day management of the national sales organization, providing leadership, coaching and performance oversight for a team of 6.
• Identify skill gaps and act as a mentor to team members
• Serve as the primary point of contact for national sales team needs, questions, and coordination across the organization including Product, Marketing, Finance, and Content
• Manage and review sales funnel with sales team weekly
• Act as primary point of contact for the national accounts team on operational aspects including territories updates, compensation review, iterations, performance reviews, forecasting calls and new business commitment from the team each month.
• Ensure sellers have tools, information, and support needed to execute

Cross-Functional Coordination

• Coordinate between Sales, Marketing, Product, and Finance
• Project manage GTM efforts ensuring all resources are planned and provided
• Drive follow-through on revenue-impacting initiatives
• Ensure alignment on priorities and timelines

Pipeline, Reporting & Business Insights

• Partner with Sales Ops and Other
• Maintain pipeline accuracy (close date, stage, and following agreed to guidelines, with status updates)
• Monitor leads which have not been contacted and work with marketing and sales ops to create a process
• Coordinate training and enablement, as needed
• Ensure adoption of tools and messaging
• Partner with accounts receivables to improve communications with AR/Sales to determine improved processes and reduce surprises
• Be the liaison for custom projects, non-standard payment terms and other
• Monitor contract queue for those requiring additional monitoring
• Monitor and ensure our investments make sense for paid solutions (Zoominfo, DHI, Linked In)
• Respond to internal reporting requests
• Ensure transactional contracts are booked prior to month-end and don’t lapse into the following month

Strategic Deal & Initiative Support

• Support large deals by aligning stakeholders, providing technical expertise and sales oversight
• Remove internal blockers
• Drive execution of strategic initiatives

• 6–10+ years in strategic or enterprise sales
• Experience leading a sales team
• Significant technical expertise in the pharmacy space
• Strong understanding of B2B sales processes
• Strong hunting skills, focused on land and expand sales motion
• Highly organized with strong follow-through
• Strong communication and executive presence
• Ability to operate autonomously in a fast-paced environment
• Proficiency in AI-driven tools to strengthen sales capabilities