Director of Sales

Job Description

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.
Experience & Skills:
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 partnerships
Compensation $175k-$200k

Medical
Dental
Vision
Life Insurance
401(k)
Unlimited PTO