Director of Sales

Parts Source is the leading technology and software platform for managing mission‑critical healthcare equipment
. Trusted by over 5,000 US hospitals and 15,000 clinical sites, Parts Source empowers providers and service organizations to maximize clinical availability for patient care and automates the procurement of parts, services and training through a unique digital experience.

Parts Source team members are deeply committed to our mission of Ensuring Healthcare is Always On
, which is foundational to our success and growth. Our vibrant culture is built upon aligned values, shared ownership, mutual respect, and a passion for collaborating to solve complex customer problems.

Location: Minnetonka, MN – 35% Travel

We are seeking a results‑driven and people‑first Director of Sales to lead a high‑performing team of Business Development Executives and Account Managers within our Commercial Sales organization. You will own team performance, pipeline health, revenue quota, and coaching cadence while ensuring every team member has what they need to grow their accounts and delight our health system customers.

• Lead, coach, and develop a team of Account Managers and Business Development Executives—setting clear performance expectations, running structured weekly 1:1s, and holding the team accountable to quota attainment, pipeline coverage, and activity standards.
• Conduct regular pipeline reviews and deal coaching sessions to improve win rates, deal velocity, and forecast accuracy across the team.
• Identify individual skill gaps and create targeted development plans that accelerate each Account Manager’s growth toward their next level.
• Participate in performance reviews, goal‑setting, and talent planning; manage performance issues with directness, empathy, and a clear path forward.
• Foster a team culture defined by ownership, continuous improvement, and a genuine commitment to customer outcomes.

• Own the team’s revenue quota and pipeline targets; monitor coverage ratios, stage progression, and deal health to proactively identify and address risks.
• Submit accurate, data‑driven forecasts on a monthly basis; communicate risks and opportunities to leadership with clarity and confidence.
• Drive new business acquisition alongside account expansion—ensuring the team maintains a healthy balance between protecting and growing the existing portfolio and opening new relationships.
• Personally engage on strategic, complex, or at‑risk deals where senior seller involvement can change the outcome.

• Guide Account Managers in building and executing comprehensive account plans for their highest‑potential relationships.
• Ensure the team is positioning Parts Source’s value proposition in ways that align to each customer’s operational and financial priorities.
• Support executive‑level customer conversations when needed, helping the team build relationships at the VP and C‑suite level within key accounts.
• Monitor account health across the portfolio and ensure proactive renewal and retention strategies are in place for at‑risk relationships.

• Enforce CRM hygiene and pipeline discipline across the team; ensure Salesforce / Net Suite reflects accurate deal data that supports reliable forecasting and coaching.
• Partner with Operations on territory design, quota setting, and performance reporting to ensure the team is structured for success.
• Identify training needs and drive adoption of playbooks, messaging frameworks, and sales tools.

• Own and drive the commercial go‑to‑market strategy across the affiliate portfolio—defining target segments, growth plays, and competitive positioning for Business Development Managers and Account Managers operating across multiple product lines and customer types.
• Develop and maintain a strategic territory plan that optimizes coverage of existing health system accounts and identifies net‑new acquisition opportunities across compatible patient monitoring accessories, batteries, and high‑usage service parts.
• Translate…