Director of Medical Record Retrieval Sales

Compensation: $100,000–$125,000 base + performance incentives (OTE $200,000)

Founded in 2012, Chart Request is a healthcare technology company headquartered in Atlanta, GA that is fundamentally reimagining how medical records and healthcare data move between providers, law firms, insurance carriers, and health plans. Our software-first platform processes hundreds of thousands of secure requests annually through a network of thousands of healthcare providers nationwide, delivering a guaranteed 5-business-day turnaround that is unmatched in the industry.

We are building toward 95% automation in our fulfillment workflows, powered by AI-driven document classification and retrieval agents. Our team of 90+ professionals across the U.S., India, and the Philippines operates on the Entrepreneurial Operating System (EOS) and lives by the Chart Request PATH:
Polite and Respectful Problem Solver, Accountable for Actions and Results, Trustworthy Team Player, and Helpful to Teammates, Clients, and End-Users.

Chart Request's Enterprise Retrieval business unit is building a new category in legal medical record retrieval — combining a technology-first platform with managed services that give law firms faster, more reliable access to the records they need to win cases. The business unit has a President who owns the P&L and strategic vision, and a Director of Client Services who owns onboarding, operations, and service delivery.

What's missing is a dedicated sales leader who can spend every day in the market — sourcing personal injury firms, running demos, negotiating contracts, expanding existing accounts, and building the pipeline that funds the entire business unit.

This role exists because enterprise legal retrieval sales is a specialized craft. The buyer is a managing partner, office manager, or litigation support director at a PI firm who has been burned by slow, unreliable record retrieval and is skeptical of new vendors. Winning their business requires deep credibility in retrieval workflows, a consultative approach that teaches before it sells, and the discipline to manage a long-cycle pipeline without losing momentum.

You will be the commercial engine of Enterprise Retrieval — the person who turns market opportunity into signed contracts and growing revenue.

• Own the full sales cycle for new PI firm acquisitions: sourcing, outreach, qualification, demo, proposal, negotiation, and contract execution.
• Build and execute a territory-based prospecting strategy targeting PI firms in priority states (California, Texas, New York, Arizona, Florida, and others as the business unit expands).
• Develop and maintain a qualified pipeline with consistent coverage, ensuring new opportunities are sourced weekly to avoid dependence on any single deal.
• Conduct tailored product demonstrations that lead with retrieval workflow expertise — showing PI firm decision-makers how Chart Request solves their specific pain points around turnaround time, cost, compliance, and visibility.
• Leverage industry relationships, conferences, and professional networks to build referral channels and accelerate pipeline.
• Collaborate with Marketing on thought leadership content, case studies, and demand generation campaigns targeting the legal retrieval vertical.

• Own revenue growth within existing enterprise retrieval accounts: identify upsell opportunities, negotiate volume tier upgrades, and expand service scope from ad-hoc retrieval to managed services subscriptions.
• Conduct quarterly business reviews (QBRs) with key accounts, presenting performance data, service metrics, and expansion recommendations to firm leadership.
• Convert proof-of-concept (POC) engagements into full production contracts — managing the transition from trial to committed volume with clear milestones and SLA commitments.
• Work with the Client Services team to ensure onboarded clients ramp to contracted volume quickly, identifying and removing friction that delays revenue realization.
• Build multi-threaded relationships within each…