Director of Strategic Accounts

Outset Medical

7h•Remote

About The Position

The Director of Strategic Accounts owns growth strategy and coordinated execution for assigned regional health systems and priority integrated delivery networks (IDNs). This advanced individual-contributor role turns enterprise access into measurable expansion across hospitals, service lines, and acute-care applications, while connecting system-level strategy with local execution. The position calls for strong field presence, consultative selling, and disciplined account leadership, working alongside account managers and field leaders to map stakeholders, align priorities, develop business cases, and advance complex opportunities. The Director develops account growth plans, evaluates installed-base performance and adoption opportunities, aligns field teams, and maintains visibility into pipeline, forecasts, risks, and support needs. The role builds relationships with clinical, operational, financial, supply-chain, and executive stakeholders; leads account reviews and discovery; and develops business cases, ROI models, and recommendations that demonstrate the value of Tablo. The Director coordinates internal partners and customer teams, supports negotiations, and helps customers build consensus and prepare for implementation and sustained adoption. The position is accountable for meeting or exceeding quarterly and annual sales objectives, providing leadership with actionable account plans and updates, representing Outset with integrity and sound judgment, and complying with company quality and commercial policies. Travel may be up to 75%. The role is listed in the national salary range for remote work at $150,000–$150,000 USD.

Requirements

Bachelor's degree or equivalent experience.
Ten or more years of successful MedTech or complex healthcare sales experience, including at least five years in capital sales.
Demonstrated success growing regional health-system or integrated delivery network accounts across multiple sites.
Strong consultative-selling, stakeholder-engagement, contracting, negotiation, and executive-presentation capability.
Experience coordinating complex opportunities across customer stakeholders, field teams, and cross-functional partners without direct authority.
Ability to travel up to 75%.

Nice To Haves

Experience leading strategic-account growth within regional IDNs, hospitals, or complex health systems.
Experience introducing disruptive technology and helping customers adopt new ways of working.
Experience with software, analytics, EMR integration, or healthcare IT solutions.
Experience in dialysis, kidney care, or another complex capital-equipment market.

Responsibilities

Develop and own growth plans for assigned regional health systems and priority IDNs, including facility targets, sequencing, milestones, and stakeholder priorities.
Assess installed-base performance, treatment pull-through, whitespace, competitive dynamics, customer needs, and adoption barriers.
Align account managers and field leadership on account priorities, coverage, facility ownership, and next-best actions.
Maintain an accurate view of account progress, opportunity pipeline, forecast, risks, and required support.
Interpret national and system-level agreements for the field and identify facilities and applications with strong expansion potential.
Build relationships with regional, system, and site-level clinical, operational, financial, supply-chain, and executive stakeholders.
Identify opportunities to expand Tablo into additional hospitals, service lines, and acute-care applications within assigned accounts.
Lead account and business reviews to assess performance, resolve barriers, unlock opportunities, and strengthen customer relationships.
Track system penetration, treatment pull-through, expansion milestones, and progress against account plans.
Map customer decision systems and build the clinical, operational, financial, technical, and executive coalitions needed to advance adoption.
Work in the field with account managers and customer teams to coordinate discovery, demonstrations, executive meetings, opportunity progression, and implementation planning.
Partner with Clinical Sales, Marketing, Finance, Legal, and Operations to provide account-specific expertise, tools, resources, and follow-through.
Create clear handoffs and decision rights while maintaining accountability for cross-site coordination and account momentum.
Lead discovery into customer priorities, economics, decision dynamics, operational requirements, and adoption barriers.
Develop and present business cases, ROI models, and recommendations demonstrating Tablo’s clinical, operational, financial, and strategic value.
Lead or support negotiations for assigned accounts, partnering with National Accounts and executive leadership when enterprise terms or broader agreements are required.
Help customers build internal consensus, prepare for implementation, and translate adoption decisions into sustained use and expansion.
Meet or exceed quarterly and annual sales objectives for assigned accounts.
Provide leadership with clear account plans, forecasts, risks, resource needs, and progress updates.
Represent Outset with executive presence, integrity, sound judgment, and strong follow-through.
Comply with company quality and commercial policies.