Director, Pre- and Post-Acute Account Sales

HEALTHSTREAM INC•Nashville, TN

1d•$101,100 - $130,000•Remote

About The Position

HealthStream is the leader in healthcare workforce solutions. We help organizations work better by helping their people work smarter. HealthStream provides the leading learning, clinical development, credentialing, and scheduling applications delivered on healthcare’s #1 platform. We streamline everyday tasks while improving performance, engagement, and safety – fostering a workplace where people flourish, and care thrives. At HealthStream, you’ll have the opportunity to make a meaningful impact on the future of healthcare by collaborating with a team of talented professionals dedicated to innovation and excellence. We offer competitive compensation, comprehensive benefits, and a supportive work environment where creativity and collaboration thrive. Our shared vision is to enhance the quality of healthcare by empowering the people who deliver care – a commitment we have upheld for over 30 years through providing innovative solutions and driving constant growth. Join us in revolutionizing the healthcare industry and shaping the future of patient care. As a HealthStreamer, you will be at the forefront of healthcare technology innovation, making a recurring impact on the industry. We’re proud of our values-forward culture that offers our people: Mission-oriented work Diverse and inclusive culture Competitive Compensation & Bonuses Comprehensive Insurance Plans Mental and Physical Health Support Work-from-home flexibility Fitness Center Reimbursements Streaming Good time off for volunteering Wellness workshops Buddy Program for new HealthStreamers Collaborative work environment Career growth opportunities Continuous learning opportunities Inspiring workspaces to collaborate and connect with other HealthStreamers Free employee parking at our Resource Centers in Nashville and San Diego At HealthStream, our thriving culture encourages collaboration and values contributions, allowing our team members to continuously solve big problems and grow. We offer flexibility and paid time off to support work-life integration for all employees, including a hybrid work environment and Streaming Good volunteer day. For team members in commutable distance, HealthStream has Resource Centers in Nashville, TN and San Diego, CA. Our resource centers provide an inspiring workspace to collaborate and recharge as well as company-sponsored onsite social events for development, connection, and celebration. We are committed to driving innovation in healthcare and ensuring that patients receive competent care from qualified professionals. As a HealthStream team member, you will help bring this vision to life. If you want to work for a company committed to its values and vision, HealthStream is the place for you! HealthStream is an equal opportunity employer. HealthStream prohibits employment practices that discriminate against individual employees or groups of employees on the basis of age, color, disability, national origin, race, religion, sex, sexual orientation, pregnancy, veteran or military status, genetic information or any other category deemed protected by state and/or federal law. Position Overview The Director, Pre- and Post-Acute Account Sales leads a team of Account Executives responsible for positioning and selling HealthStream product bundles to prospective customers, with a primary focus on net-new logo acquisition and new business development. This role also leads a team of Post-Acute Account Managers responsible for retaining existing customer revenue and expanding customer value through upsell opportunities and migration to Post-Acute product bundles. In this role, the Director, Pre- and Post-Acute Account Sales is accountable for building, developing, and leading high-performing teams across both new customer acquisition and existing customer growth. Key responsibilities include recruiting and developing talent, providing strategic direction to Account Executives and Post-Acute Account Managers, participating in client engagements, analyzing forecast and revenue performance, and driving plans that support retention, expansion, and net-new growth targets. Within the Post-Acute Account Management function, the role is focused equally on existing account management, including client relationship development and expansion, and on upselling and cross-selling additional solutions. The Director, Pre- and Post-Acute Account Sales reports directly to the VP, Account Sales.

Requirements

Bachelor’s degree in related area, BA or BS preferred
10+ years selling software solutions into the healthcare market, preferably with experience in Pre- and Post-Acute
3+ years leading teams of 7 or more Account Executives
Proven track record of exceeding sales goals in a management capacity, with a preference for at least 1 year leading a team responsible for an existing customer base.
Experience leading both new business sales and existing customer growth within a technology or software company.
Deep knowledge of the healthcare industry, preferably Pre- and Post-Acute, including buying cycles, key trends, value propositions, and critical success criteria.
Excellent customer service and communication skills (both verbal and written)
Strong presentation skills and executive presence.
Strategic mindset, strong business acumen, and effective negotiation skills.
Multi-task oriented; works with a sense of urgency and a desire for excellence in performance.
Enthusiasm and initiative, and ability to operate independently with limited oversight.
Ability to travel 25 -40%.
Solid computer skills- Office Suite Knowledge with CRM tools such as Salesforce
Use of online demonstration tools (I.e. Microsoft Teams)
Excellent written and verbal communication skills
Demonstrated accountability for personal and team performance, with the ability to lead by example and foster a culture of ownership and results.
Highly analytical, with the ability to use data to drive decisions, improve performance, and inform strategic plans across acquisition, retention, and expansion.
Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Ability to mobilize teams around a clear vision and drive execution across both new business and existing customer growth motions.
Ability to lead effectively in a team-selling environment and across the full customer lifecycle, from acquisition through retention and expansion.

Responsibilities

Develop and execute strategic plans that drive net-new logo acquisition in identified Pre- and Post-Acute care settings, retention of existing revenue, and expansion across the Post-Acute customer base.
Lead forecasting activities across weekly, monthly, and quarterly cadences, and measure leading KPIs, activity metrics, and other performance indicators that support new business growth, retention, and expansion across both teams.
Analyze individual and team performance data to identify trends, improve execution, and support achievement of acquisition, retention, and expansion targets.
Develop and maintain a business plan with measurable goals and objectives, and present business insights, risks, and opportunities to senior sales leadership clearly and effectively.
Collaborate with Operations, Customer Support, and cross-functional partners to ensure customer needs are met and to support successful onboarding, adoption, retention, and growth.
Lead, coach, and develop team members through onboarding, training, performance management, and regular feedback to drive growth and accountability.
Plan, schedule, and lead weekly, monthly, quarterly, and annual team meetings, while maintaining regular 1:1s that reinforce performance, development, and business priorities.
Travel with team members to customer meetings to provide coaching, strengthen client engagement, and support strategic sales efforts.
Pursue ongoing professional development by maintaining strong product knowledge, deepening expertise in healthcare market trends, and strengthening communication, presentation, negotiation, and leadership capabilities.
Guide the sales team in response to requests for proposals and information, support high-quality response strategies, and oversee pricing alignment.
Support the negotiation and closing of new and existing business.
Monitor competitive offerings and market trends, and provide actionable feedback to support positioning, product alignment, and sales strategy.
Partner cross-functionally with Marketing, Product, Operations, and other internal stakeholders to develop customer solutions aligned with company strategy, values, and business objectives.