Director of Strategic Accounts

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

📋 Description

• Develop and manage growth strategies for designated regional health systems and key Integrated Delivery Networks (IDNs), encompassing facility targets, sequencing, milestones, and stakeholder priorities.

• Evaluate the performance of the installed base, treatment pull-through, whitespace opportunities, competitive landscape, customer needs, and adoption barriers.

• Collaborate with Area Sales Managers (ASMs) and field leadership to align on account priorities, coverage, facility ownership, and subsequent best actions.

• Maintain a precise overview of account progress, opportunity pipeline, forecasts, risks, and necessary support.

• Analyze national and system-level agreements to pinpoint facilities and applications with the greatest potential for expansion.

• Cultivate relationships with clinical, operational, financial, supply chain, and executive stakeholders at regional, system, and site levels.

• Drive the expansion of Tablo into more hospitals, service lines, and acute-care applications within assigned accounts.

• Conduct account and business reviews to evaluate performance, address obstacles, unlock opportunities, and enhance relationships.

• Map customer decision-making systems and build coalitions among stakeholders to promote adoption.

• Organize discovery sessions, demonstrations, executive meetings, opportunity advancement, and implementation planning alongside ASMs and customer teams.

• Collaborate with Clinical Sales, Marketing, Finance, Legal, and Operations teams.

• Establish clear handoffs and decision-making rights while ensuring accountability for cross-site coordination and account momentum.

• Lead investigations into customer priorities, economic factors, decision dynamics, operational needs, and barriers to adoption.

• Create and present business cases, ROI models, and recommendations that showcase Tablo’s clinical, operational, financial, and strategic value.

• Lead or assist in negotiations for assigned accounts with National Accounts and executive leadership.

• Support customers in building internal consensus, preparing for implementation, and translating adoption decisions into sustained usage and expansion.

• Achieve or surpass quarterly and annual sales targets.

• Provide leadership with account plans, forecasts, risk assessments, resource requirements, and progress updates.

• Represent Outset with executive presence, integrity, sound judgment, and follow-through.

• Adhere to company quality and commercial policies.

⛳️ Requirements

• Bachelor’s degree or equivalent experience.

• A minimum of ten years of successful experience in MedTech or complex healthcare sales, including at least five years in capital sales.

• Proven track record of growing regional health system or integrated delivery network accounts across multiple sites.

• Strong capabilities in consultative selling, stakeholder engagement, contracting, negotiation, and executive presentation.

• Experience in coordinating complex opportunities across customer stakeholders, field teams, and cross-functional partners without direct authority.

• Willingness to travel up to 75% of the time.

• Preferred: Experience in leading strategic account growth within regional IDNs, hospitals, or complex health systems.

• Preferred: Experience in introducing disruptive technology and aiding customers in adopting new operational methods.

• Preferred: Familiarity with software, analytics, EMR integration, or healthcare IT solutions.

• Preferred: Experience in dialysis, kidney care, or other complex capital-equipment markets.

🏝️ Benefits

• A professional environment that provides challenges, collaboration with exceptional colleagues, and opportunities to enhance skills and expertise in a rewarding career.

• An equal opportunity employer dedicated to diversity and inclusion.