Senior Director – Healthcare Sales

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

📋 Description

• Drive and enhance commercial growth within the healthcare sector.

• Develop and manage the sales strategy for the healthcare vertical, focusing on hospital systems, integrated delivery networks, pharmaceutical manufacturers, distributors, and health insurance payers.

• Create a sales pipeline through direct outreach, collaborative partner sales efforts, industry events, and referral networks.

• Establish and maintain a qualified pipeline to support quarterly and annual revenue goals.

• Identify and pursue opportunities in patient identity, workforce identity, EPCS, and clinical shared workstation authentication use cases.

• Oversee the entire sales cycle from initial discovery to contract execution for both new and expansion opportunities.

• Lead engagement with executives such as CISOs, CIOs, CMIOs, VPs of Identity, and Procurement stakeholders.

• Clearly communicate 1Kosmos’ value proposition in identity verification, passwordless authentication, and EPCS scenarios.

• Navigate security evaluations, legal, procurement, and compliance approvals in health system purchasing contexts.

• Collaborate with channel partners, including Optiv, VARs, and GSIs on partner-assisted and partner-sourced transactions.

• Serve as the primary executive sponsor and relationship manager for key healthcare accounts.

• Translate identity security needs into business outcomes such as reduced help desk volume, HIPAA compliance support, DEA EPCS compliance, and diminished credential-breach risks.

• Collaborate with Solutions Engineering on designing and executing proof-of-concept initiatives.

• Work with Customer Success on onboarding and planning for expansion.

• Partner with the SVP of Sales on territory planning, forecasting accuracy, and account strategy.

• Collaborate with Marketing on healthcare campaigns, event strategies, collateral development, case studies, use-case briefs, and competitive positioning.

• Provide product feedback regarding healthcare requirements, Epic integration, EPCS workflows, and regulatory certification gaps.

• Collaborate with Partnerships to activate and co-sell with healthcare systems integrators and technology alliances.

• Maintain precise CRM data for pipeline, opportunities, and forecasts.

• Report on progress, risks, obstacles, and competitive insights to the SVP of Sales.

• Monitor pipeline coverage, win rates, average contract value, and time to closure.

• Build and sustain qualified healthcare opportunity coverage.

• Consistently acquire new enterprise logos each quarter.

• Establish connections with stakeholders such as health system CISOs, CIOs, and CMIOs.

• Develop healthcare-specific narratives, case studies, and reference accounts in collaboration with Marketing.

⛳️ Requirements

• A minimum of 10 years of experience in enterprise software sales.

• At least five years dedicated to the healthcare sector, including hospital systems, health systems, IDNs, pharmaceuticals, or payers.

• Proven success in closing six- and seven-figure SaaS or software contracts with health system clients.

• In-depth understanding of healthcare purchasing environments and engagement with CISO, CIO, CMIO, Procurement, and Legal stakeholders.

• Familiarity with typical enterprise deal cycles lasting from 6 to 18 months.

• Working knowledge of HIPAA, DEA EPCS regulations, and NIST identity standards.

• Experience in selling within or around EHR systems, particularly Epic, is highly preferred.

• Ability to function in a high-growth, fast-paced environment with evolving processes and significant individual responsibility.

• Exceptional communication skills and executive presence; capable of engaging credibly at the C-suite level with clinical and IT audiences.

• Experience with identity management, access management, digital identity, or cybersecurity platforms is advantageous.

• Previous sales experience with Imprivata, Ping Identity, Okta, Microsoft, or CyberArk in the healthcare sector is beneficial.

• Existing relationships with health system CISOs, CIOs, or VPs of Identity are a plus.

• Understanding of EPCS logical access control requirements and the DEA IFR/Final Rule framework is desirable.

• A background in channel or partner-assisted selling is considered an asset.

🏝️ Benefits

• Remote / flexible work model

• Medical / Dental / Vision

• 401(k)

• Unlimited PTO