Director of Sales - Healthcare

ID.me

2d • Onsite

About The Position

The Director of Sales - Healthcare will lead a team of Strategic Account Executives and Managers in executing ID.me’s go-to-market strategy for the country’s largest healthcare organizations. The role supports ID.me’s work with HHS, CMS, and the Health Tech Ecosystem, and builds on relationships with large hospital systems, EMRs, consumer technology platforms, and provider technology platforms.

The Director will manage and expand a high-performing team with deep technical and industry expertise, developing strategies to grow partnerships with payers, providers, health technology companies, EMRs, and other channels. The role calls for thought leadership on digital identity and interoperability, and for building access solutions with major industry players. The Director will explain how digital identity can improve data quality and care outcomes, with partner success measured through increased digital access to health services, fraud prevention, improved customer experience, and greater workflow efficiency.

This leader will run a territory as a business, oversee the sales and solution-delivery processes, manage complex sales cycles, and work across ID.me teams to address customer needs and create partner and end-user value. The position is based in ID.me’s full-time, in-office culture; unless a posting specifies otherwise, roles are on-site five days per week at an ID.me office in McLean, Virginia; Mountain View, California; New York City, New York; or Tampa, Florida.

Requirements

• 10+ years of enterprise SaaS sales experience.
• 5+ years of stable sales leadership, with year-over-year growth.
• Track record of exceeding quotas selling to major public and private healthcare organizations and hospital systems across multiple U.S. states.
• Successful and consistent team quota attainment over multiple years.
• Expertise in the operating and technical adoption cadence of enterprise healthcare systems.
• Experience selling stand-alone software solutions to major U.S. hospitals and health systems.
• BA or graduate degree in economics, engineering, or another quantitative field.
• Strong analytical problem-solving skills, including using metrics to measure team performance and identify improvement opportunities.
• Excellent communication skills, including the ability to explain complex topics clearly and motivate sales professionals.
• Collaborative approach and ability to work across functions and levels to solve partner problems and remove sales blockers.
• Entrepreneurial mindset and bias to act.
• Curiosity and a technical mindset, with willingness to understand a novel product’s value in a regulated, fast-moving sector.

Nice To Haves

• Experience selling or consulting on digital authentication, identity, KYC (Know-Your-Customer), digital wallet, or eID/Mobile ID technology.

Responsibilities

• Build and lead a high-performing, technically deep field sales team focused on data quality and patient outcomes for payers, providers, and health technology infrastructure.
• Drive the full sales and solution-delivery process, managing the territory as a business and collaborating across ID.me functions.
• Assess the competitive landscape and customer needs to position ID.me solutions for sophisticated healthcare buyers.
• Manage complex sales cycles from start to finish and deliver successful revenue attainment.
• Use relevant networks to develop mutually beneficial relationships with strategic partners and alliances.
• Build cross-functional relationships and coordinate business units to create a flywheel of benefits for ID.me partners and end users.
• Use data to manage customers, pipeline, team performance, and operational forecasts.
• Develop strategies to grow partnerships with payers, providers, health technology companies, EMRs, and other channels.
• Coach and mentor sales team members, onboarding them and developing their skills.

What This Job Offers

• Job Type: Full-time
• Career Level: Director