Regional Informatics Sales Executive

This is a fully remote position, open to applicants in California, +3 more states.

📋 Description

• Create and implement a regional sales strategy that emphasizes middleware, connectivity, and interoperability solutions.

• Propel new business development and enhance existing accounts within hospitals, health systems, and laboratory networks.

• Market middleware platforms that facilitate instrument-to-LIS connectivity, LIS-to-EMR/EHR integration, data normalization and transformation, rules-based autoverification, workflow automation, and interface engine/API-based interoperability.

• Identify and connect with CIOs, CMIOs, Laboratory Directors, Pathologists, IT Integration Managers, and Clinical Informatics teams.

• Perform technical and workflow assessments to pinpoint integration gaps, interface failures, and operational inefficiencies.

• Convert intricate middleware capabilities into clinical, operational, and financial value propositions.

• Present technical information, conduct solution demonstrations, and engage in architecture-level discussions with pre-sales engineers.

• Oversee the sales pipeline using CRM tools, ensuring precise forecasting and opportunity advancement.

• Lead intricate, multi-system sales cycles that involve IT, laboratory operations, procurement, and executive leadership.

• Collaborate with implementation and integration teams to facilitate the transition from sale to deployment.

• Negotiate contracts, pricing, and service agreements in partnership with legal and finance teams.

• Keep track of competitive middleware platforms, interface engines, and emerging interoperability standards.

• Represent the organization at healthcare IT, laboratory, and interoperability conferences and events.

⛳️ Requirements

• Bachelor’s degree in Business, Healthcare Administration, Information Technology, Computer Science, or a related field.

• 5–8 years of proven sales success in healthcare IT, laboratory informatics, and/or enterprise software.

• Direct experience in selling middleware, interface engines, integration platforms, or interoperability solutions.

• Demonstrated success in managing complex, technical, enterprise-level sales cycles.

• Capacity to engage both technical (IT/integration) and clinical stakeholders.

• Exceptional communication, presentation, and negotiation skills.

• Experience with CRM systems.

• Willingness to travel within the assigned region.

• Preferred: Master’s degree in Business, Healthcare Informatics, or a related field.

• Preferred: Experience with laboratory middleware platforms, interface engines, or healthcare integration engines, including HL7 engines and API gateways.

• Preferred: Strong understanding of HL7, FHIR, ASTM, and other healthcare data standards.

• Preferred: Experience integrating laboratory instruments with LIS systems in physician labs, hospitals, or reference lab environments.

• Preferred: Familiarity with cloud-based integration architectures and hybrid on-prem/cloud deployments.

• Preferred: Background working with IDNs, academic medical centers, large hospital systems, or national reference laboratories.

• The successful candidate must be able to work with controlled technology in compliance with US export control law.

🏝️ Benefits

• Medical insurance.

• Dental insurance.

• Vision insurance.

• 401(k) retirement plan.

• Life insurance.

• Long-term and short-term disability insurance.

• Paid parking/public transportation.

• Paid time off.

• Paid sick and safe time.

• Target annual variable incentive based on performance and applicable plan terms.

• Commission eligibility in accordance with the Company's plan, where applicable.