Director of Sales

This is a fully remote position, open to applicants in Florida, +4 more states.

📋 Description

• Drive the acquisition of new logos and foster revenue growth across health plans, employers, TPAs, consultants, and health systems.

• Formulate and implement territory and account strategies, buyer engagement plans, and sales motions tailored to specific opportunities.

• Lead intricate, consultative sales processes that involve clinical, operational, financial, technological, procurement, legal, and executive stakeholders.

• Position MDLIVE's virtual care solutions in accordance with prospects' benefit strategies, plan designs, funding arrangements, member engagement challenges, and total cost of care objectives.

• Establish and nurture executive-level relationships with health plans, employers, consultants, TPAs, health systems, brokers, and strategic partners.

• Collaborate with Product, Clinical, Network, Operations, Finance, Legal, Implementation, Marketing, and Client Success teams.

• Organize internal deal teams from opportunity development through contracting, implementation readiness, and transition to Client Success.

• Navigate procurement processes, stakeholder dynamics, organizational structures, and decision-making frameworks effectively.

• Maintain pipeline, forecasting, and opportunity management utilizing Salesforce.

• Develop pricing strategies, financial proposals, and business cases for opportunities.

• Monitor competitive activities, market trends, virtual care innovations, and developments in healthcare benefits.

• Provide market feedback and customer insights to shape product development, pricing, and go-to-market strategies.

• Manage and mentor assigned direct reports through coaching, performance management, and professional development initiatives.

⛳️ Requirements

• Proven success in meeting and exceeding enterprise sales quotas within the healthcare, digital health, benefits, or virtual care sectors.

• Demonstrable history of acquiring new logos and building a robust pipeline through proactive business development efforts.

• Comprehensive understanding of healthcare benefits, plan design, funding arrangements, and the purchasing processes of employers and health plans.

• Strong familiarity with virtual care, digital health, and healthcare benefits ecosystems.

• Ability to manage complex sales cycles that involve multiple stakeholders and extended purchasing timelines.

• Experience in collaborating across functions to create customized client solutions while navigating operational, clinical, technical, and contractual requirements.

• Established relationships at the executive level within health plans, employers, consultants, TPAs, and healthcare organizations.

• Strong executive presence with experience engaging C-suite decision-makers.

• Exceptional organizational, analytical, and project management capabilities.

• Quick learner regarding new products, market dynamics, and healthcare trends.

• Strong skills in negotiation, communication, presentation, and relationship management.

• Familiarity with Salesforce and related sales technologies for forecasting and pipeline management.

• Experience utilizing AI tools on a daily basis to support workflows and enhance efficiencies.

• Ability to influence outcomes across complex organizations without direct authority.

• A Bachelor's degree is preferred.

• Over 10 years of experience in enterprise healthcare sales.

• Proven success in selling to health plans, large employers, consultants, TPAs, and healthcare organizations.

• Established history of achieving or surpassing annual sales quotas and revenue goals.

• Experience in selling solutions that necessitate coordination across clinical, operational, financial, technological, and executive stakeholder groups.

• Strong preference for candidates with experience in provider network strategy or network contracting.

• Preferred experience in managing opportunities through implementation and client transition processes.

• A reliable cable broadband or fiber optic internet connection with a minimum of 10 Mbps download and 5 Mbps upload speed is required for remote work.

🏝️ Benefits

• Option for remote work or work-at-home arrangements.

• Travel requirements of up to 40%.

• Reasonable accommodations available for the online application process.

• Eligibility for tobacco-free policy and smoking cessation programs where legally applicable.