Director of Sales

This is a fully remote position, open to applicants in Florida.

📋 Description

• Drive the acquisition of new logos within a designated territory through strategic prospecting, the development of executive relationships, and disciplined pipeline management.

• Create and implement territory and account strategies, engagement plans for buyers, and specific sales motions related to opportunities.

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

• Comprehend the benefit strategies, plan designs, funding arrangements, member engagement challenges, and overall cost of care objectives to effectively position MDLive solutions.

• Establish and maintain executive-level relationships with health plans, employers, consultants, third-party administrators (TPAs), health systems, brokers, and strategic partners.

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

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

• Navigate procurement processes, stakeholder dynamics, organizational structures, and decision-making frameworks to move opportunities forward.

• Maintain pipeline management, forecasting, and opportunity tracking in Salesforce.

• Formulate pricing strategies, financial proposals, and business cases that align with customer requirements and MDLive's growth objectives.

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

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

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

• Perform additional duties as assigned.

⛳️ Requirements

• Proven track record of achieving and surpassing enterprise sales quotas in healthcare, digital health, benefits, or virtual care sectors.

• Demonstrated ability to secure new logos and build pipelines through proactive business development efforts.

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

• Strong knowledge of the virtual care, digital health, and healthcare benefits landscape.

• Capability to manage complex, detail-oriented sales cycles involving multiple stakeholders and lengthy purchasing timelines.

• Experience in collaborating with cross-functional teams to develop client-specific solutions and navigate operational, clinical, technical, and contractual requirements.

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

• Strong executive presence with a proven history of engaging C-suite decision-makers.

• Exceptional organizational, analytical, and project management skills, with the ability to handle multiple priorities concurrently.

• Quick aptitude for learning new products, market dynamics, and healthcare trends.

• Positive, collaborative, and team-oriented mindset with a strong work ethic and a high degree of accountability.

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

• Experience using Salesforce and related sales technologies to ensure accurate forecasting and pipeline visibility.

• Familiarity with AI tools for daily workflows and efficiency enhancements.

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

• Over 10 years of enterprise healthcare sales experience, ideally within virtual care, digital health, health plans, healthcare benefits, or employer solutions.

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

• Documented history of meeting or exceeding annual sales quotas and revenue goals.

• Experience selling solutions that require coordination across clinical, operational, financial, technology, and executive stakeholder groups.

• Experience with provider network strategy or network contracting is strongly preferred.

• Experience managing opportunities through implementation and client transition processes is preferred.

• Willingness to travel up to 40%.

• A bachelor's degree is preferred.

🏝️ Benefits

• Remote or home working is permitted occasionally or permanently, provided there is access to cable broadband or fiber optic internet service with a minimum of 10Mbps download/5Mbps upload.

• Professional development opportunities for assigned direct reports.

• A tobacco-free workplace policy.

• Reasonable accommodation support for the online application process.

• Protections under equal employment opportunity laws.