Director of Sales

PartsSource • Simi Valley, CA

7h • Hybrid

About The Position

We are seeking a results-driven and people-first Director of Sales to lead a high-performing team of Business Development Executives and Account Managers within our Commercial Sales organization. You will own team performance, pipeline health, revenue quota, and coaching cadence while ensuring every team member has what they need to grow their accounts and delight our health system customers. In this role, you will translate PartsSource's commercial strategy into team-level execution—running structured pipeline reviews, driving forecast accuracy, developing your team's skills, and partnering cross-functionally with Operations to deliver consistent, high-quality results. Based in Simi Valley, CA, this is ideal for a sales professional who has run a team and is ready to build a high-performing culture grounded in accountability, curiosity, and ownership.

Requirements

• 15+ years of B2B sales experience with demonstrated success as an individual contributor in a quota-carrying account management or field sales role.
• 10+ years of experience in a sales management, team lead, or player-coach capacity—or a strong track record demonstrating clear readiness to lead a team.
• Proven ability to coach sellers at different experience levels and drive measurable improvement in their performance and pipeline discipline.
• Strong analytical skills—ability to read pipeline data, identify patterns, and use insights to coach and course-correct the team.
• Experience with Salesforce or equivalent CRM as a management and coaching tool, not just a reporting requirement.
• Bachelor's degree in Business, Healthcare Administration, or a related field, or equivalent professional experience.

Nice To Haves

• Experience selling into health systems, hospitals, or healthcare supply chain organizations.
• Familiarity with complex, multi-stakeholder B2B sales cycles involving clinical, financial, and operational decision-makers.
• Experience working in a high-growth, PE-backed technology or services company.

Responsibilities

• Lead, coach, and develop a team of Account Managers and Business Development Executives—setting clear performance expectations, running structured weekly 1:1s, and holding the team accountable to quota attainment, pipeline coverage, and activity standards.
• Conduct regular pipeline reviews and deal coaching sessions to improve win rates, deal velocity, and forecast accuracy across the team.
• Identify individual skill gaps and create targeted development plans that accelerate each Account Manager's growth toward their next level.
• Participate in performance reviews, goal-setting, and talent planning; manage performance issues with directness, empathy, and a clear path forward.
• Foster a team culture defined by ownership, continuous improvement, and a genuine commitment to customer outcomes.
• Own the team's revenue quota and pipeline targets; monitor coverage ratios, stage progression, and deal health to proactively identify and address risks.
• Submit accurate, data-driven forecasts on a monthly basis; communicate risks and opportunities to leadership with clarity and confidence.
• Drive new business acquisition alongside account expansion—ensuring the team maintains a healthy balance between protecting and growing the existing portfolio and opening new relationships.
• Personally engage on strategic, complex, or at-risk deals where senior seller involvement can change the outcome.
• Guide Account Managers in building and executing comprehensive account plans for their highest-potential relationships.
• Ensure the team is positioning PartsSource's value proposition in ways that align to each customer's operational and financial priorities.
• Support executive-level customer conversations when needed, helping the team build relationships at the VP and C-suite level within key accounts.
• Monitor account health across the portfolio and ensure proactive renewal and retention strategies are in place for at-risk relationships.
• Enforce CRM hygiene and pipeline discipline across the team; ensure Salesforce / NetSuite reflects accurate deal data that supports reliable forecasting and coaching.
• Partner with Operations on territory design, quota setting, and performance reporting to ensure the team is structured for success.
• Identify training needs and drive adoption of playbooks, messaging frameworks, and sales tools.
• Own and drive the commercial go-to-market strategy across the affiliate portfolio—defining target segments, growth plays, and competitive positioning for Business Development Managers and Account Managers operating across multiple product lines and customer types.
• Develop and maintain a strategic territory plan that optimizes coverage of existing health system accounts and identifies net-new acquisition opportunities across compatible patient monitoring accessories, batteries, and high-usage service parts.
• Translate corporate growth objectives into quarterly and annual team-level sales plans, including by-rep revenue targets, new logo goals, expansion quotas, and product mix priorities.
• Leverage win/loss data, competitive intelligence, and market feedback to continuously refine the team's sales approach and improve conversion rates across the full funnel.
• Identify white-space opportunities within the existing customer base and build structured expansion plays.
• Develop and own the team's value proposition framework—articulating how PartsSource's products and services solve specific operational, financial, and clinical challenges for health system customers.
• Create differentiated positioning playbooks for each major buyer persona—HTM Directors, Supply Chain VPs, CFOs, and C-suite stakeholders—tailoring the business case to their unique priorities.
• Ensure the team is trained to lead with outcomes—cost reduction, compliance, clinical uptime, and procurement efficiency—rather than product features.
• Partner with product and operations leadership to continuously update messaging as new offerings and service capabilities emerge.
• Design, lead, and manage targeted outbound sales call campaigns in partnership with marketing—defining target audience, call sequencing, messaging, and success metrics.
• Collaborate with marketing to develop multi-touch demand generation programs—email sequences, digital outreach, direct mail, and event follow-up.
• Build and refine call scripts, email templates, and objection-handling guides that equip Business Development Managers to open doors effectively.
• Track and report campaign performance metrics and iterate rapidly on what's working.
• Partner with marketing to develop customer-facing collateral, case studies, ROI tools, and competitive battle cards.
• Serve as the senior commercial leader at the Simi Valley site—setting the tone for culture, performance standards, and operating rhythm across the 25+ person local team.
• Build and maintain strong alignment across affiliate company leadership to ensure consistent brand representation and coordinated customer coverage.
• Partner closely with Operations, Customer Success, and Product leadership to resolve escalations and ensure post-sale delivery meets sales promises.
• Represent the commercial team in senior leadership forums—presenting pipeline health, revenue performance, and strategic initiatives.

Benefits

• Competitive compensation package with salary, incentives, company ownership/equity, and comprehensive benefits (401k match, health, college debt reduction, and more!)
• Career and professional development through training, coaching and new experiences.
• Hybrid culture with new & beautiful workspaces that balance flexibility, collaboration, and productivity.
• Inclusive and diverse community of passionate professionals learning and growing together.

What This Job Offers

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