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

Position Responsibilities

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

Required Experience and Qualifications

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

Preferred Experience and Qualifications

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

Compensation
$175k–$200k

Medical

Dental

Vision

Life Insurance

401(k)

Unlimited PTO

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