Director of Sales

Mira Mace • Boston, MA

10d • Remote

About The Position

We are seeking a Sales Director to manage provider partnerships from beginning to end, focusing on mid-size specialty practices and hospital health systems. This is the first dedicated go-to-market hire, and the successful candidate will be responsible for creating the sales playbook. The role involves selling a change in clinic or discharge team workflow, as the service is covered by Medicare and incurs no direct cost to the customer. While some accounts will have existing referral volume from a field physician liaison team, allowing for selling upward into contracted programs, other practice segments will require cold outreach without SDR or marketing support. The Director will report to the founder, who has been handling sales efforts to date.

Requirements

• 5+ years of quota-carrying, full-cycle healthcare sales experience targeting provider organizations (specialty practices, hospitals, health systems, SNFs, or home health).
• Proven ability to sell adoption and drive ongoing referral volume, not just initial signatures.
• Demonstrated experience in successful cold outbound sales, including list building, contact identification, and self-initiated outreach without SDR or marketing support.
• Track record of achieving sales targets in ambiguous environments, such as being the first or second seller at a Series A company or building a territory from scratch.
• Ability to independently build sales infrastructure, including defining the Ideal Customer Profile (ICP), mapping pain points, developing pitch narratives, defining sales stages, and outlining the customer journey.
• Skill in selling based on outcomes that providers value, such as reducing rehospitalization, improving appointment adherence, managing prior authorization burden, and decreasing case manager/admin workload.
• Existing relationships within the provider and post-acute ecosystem that can be leveraged immediately.
• Willingness to have variable compensation tied to referral volume rather than closed logos.
• Ability to withstand rigorous questioning from health system leadership without compromising the sales pitch.

Nice To Haves

• Experience managing both mid-size practices and enterprise health systems within a single role.
• Background in a healthcare AI or services company with a usage- or volume-based revenue model, particularly in demand creation.
• Domain knowledge in prior authorization, patient engagement, care navigation, or post-acute placement.
• Experience working with and converting relationships from a field liaison team into contracts.
• Understanding of EHR integration to assess its value and necessity in sales processes.

Responsibilities

• Own the full sales cycle, including target list creation, initial meetings, securing partnerships, and driving referral volume across mid-size specialty practices, hospital health systems, SNFs, LTACs, and home health agencies.
• Develop the sales strategy by identifying target specialties and account types, defining their specific pain points, and creating tailored pitches and target personas.
• Manage top-of-funnel activities, including building prospect lists, identifying contacts, executing outbound campaigns, and scheduling initial meetings.
• Expand existing relationships by converting referral connections established by the liaison team into contracted programs with key decision-makers such as practice owners, CEOs, or service line leads.
• Act as an evangelist to embed Mira Mace into daily workflows by collaborating with case managers, discharge planners, practice administrators, and internal success and engineering teams.
• Achieve sales targets focused on accounts producing 50 or more referrals, aiming for approximately 50 such accounts within a year.
• Provide feedback on market insights, including which segments are most receptive, common deal obstacles, and potential product enhancements, to inform company strategy.

Benefits

• Meaningful early equity
• Competitive compensation
• Variable comp tied to referral volume
• Founder support for co-pitching, unblocking engineering, and removing deal obstacles

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed