Director of Sales

Director of Sales

PartsSource 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, PartsSource 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.
PartsSource 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.
In this role, you will translate PartsSource's commercial strategy into team-level executionrunning structured pipeline reviews, driving forecast accuracy, developing your team's skills, and partnering cross-functionally with Operations to deliver consistent, high-quality results. Based in Minnetonka, MN, this is ideal for a sales professional who has run a team and is ready to build a high-performing culture grounded in accountability, curiosity, and ownership.
What You'll Do

Team Leadership & Performance Management
Lead, coach, and develop a team of Account Managers and Business Development Executivessetting 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.
Revenue & Pipeline Ownership
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 expansionensuring 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.
Account Strategy & Customer Engagement
Guide Account Managers in building and executing comprehensive account plans for their highest-potential relationships.
Ensure the team is positioning PartsSource'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.
Sales Process & Operational Excellence
Enforce CRM hygiene and pipeline discipline across the team; ensure Salesforce / NetSuite 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.
Sales Strategy & Go-to-Market Leadership
Own and drive the commercial go-to-market strategy across the affiliate portfoliodefining 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 corporate growth objectives into quarterly and annual team-level sales plans, including by-rep revenue targets, new logo goals, expansion quotas, and product mix priorities.
Leverage win/loss data, competitive intelligence, and market feedback to continuously refine the team's sales approach and improve conversion rates across the full funnel.
Identify white-space opportunities within the existing customer base and build structured expansion plays.
Value Proposition Positioning & Messaging
Develop and own the team's value proposition frameworkarticulating how PartsSource's products and services solve specific operational, financial, and clinical challenges for health system customers.
Create differentiated positioning playbooks for each major buyer personaHTM Directors, Supply Chain VPs, CFOs, and C-suite stakeholderstailoring the business case to their unique priorities.
Ensure the team is trained to lead with outcomescost reduction, compliance, clinical uptime, and procurement efficiencyrather than product features.
Partner with product and operations leadership to continuously update messaging as new offerings and service capabilities emerge.
Marketing Collaboration & Sales Campaign Execution
Design, lead, and manage targeted outbound sales call campaigns in partnership with marketingdefining target audience, call sequencing, messaging, and success metrics.
Collaborate with marketing to develop multi-touch demand generation programsemail sequences, digital outreach, direct mail, and event follow-up.
Build and refine call scripts, email templates, and objection-handling guides that equip Business Development Managers to open doors effectively.
Track and report campaign performance metrics and iterate rapidly on what's working.
Partner with marketing to develop customer-facing collateral, case studies, ROI tools, and competitive battle cards.
Site & Cross-Functional Leadership
Serve as the senior commercial leader at the Simi Valley sitesetting the tone for culture, performance standards, and operating rhythm across the 25+ person local team.
Build and maintain strong alignment across affiliate company leadership to ensure consistent brand representation and coordinated customer coverage.
Partner closely with Operations, Customer Success, and Product leadership to resolve escalations and ensure post-sale delivery meets sales promises.
Represent the commercial team in senior leadership forumspresenting pipeline health, revenue performance, and strategic initiatives.
What You'll Bring

Required Experience
15+ years of B2B sales experience with demonstrated success as an individual contributor in a quota-carrying account management or field sales role.
10+ years of experience in a sales management, team lead, or player-coach capacityor a strong track record demonstrating clear readiness to lead a team.
Proven ability to coach sellers at different experience levels and drive measurable improvement in their performance and pipeline discipline.
Strong analytical skillsability to read pipeline data, identify patterns, and use insights to coach and course-correct the team.
Experience with Salesforce or equivalent CRM as a management and coaching tool, not just a reporting requirement.
Bachelor's degree in Business, Healthcare Administration, or a related field, or equivalent professional experience.
Preferred Qualifications
Experience selling into health systems, hospitals, or healthcare supply chain organizations.
Familiarity with complex, multi-stakeholder B2B sales cycles involving clinical, financial, and operational decision-makers.
Experience working in a high-growth, PE-backed technology or services company.
Who We Want to Meet
Serve with Purpose: You lead with genuine investment in your team's growth. You understand that your job is to make each Account Manager betterand that their success is your success. You bring the same customer-first mindset to your team that you expect them to bring to their accounts, modeling Relationship Management and Active Listening in every interaction.
Act Like an Owner: You treat the team's quota like your own. You hold your Account Managers accountable with clarity and consistency