Enterprise Account Director, Healthcare & Life Sciences (US)

Userlane•Boston, MA

6d•$190,000 - $300,000•Remote

About The Position

Userlane is a software adoption platform that helps enterprises measure the effectiveness of their software and AI investments. The company collaborates with major players in regulated industries, assisting them in deriving tangible value from technology and providing employees with essential support within their daily software applications. Userlane, headquartered in Munich, is expanding its global presence. The Userlane platform integrates Application Intelligence, which identifies software-related costs and inefficiencies, with Contextual Assistance, designed to aid users in completing tasks in real-time without extensive training. The company serves healthcare organizations in the US and Europe, empowering clinical and operational teams to navigate complex systems such as Electronic Health Records (EHRs) and other critical clinical and business applications with confidence. This position is responsible for Userlane's go-to-market strategy within the US healthcare and life sciences sectors. Given that the majority of the pipeline in this market originates from partnerships rather than direct outreach, the role focuses on cultivating and managing relationships with EHR implementation firms, healthcare IT consultancies, and other technology partners. The scope of work encompasses both smaller, transactional co-sell opportunities and substantial, multi-stakeholder strategic accounts. The individual in this role will directly engage in sales activities and be accountable for achieving revenue targets. They will manage Userlane's designated healthcare and life sciences accounts in the US, overseeing the entire sales cycle from initial contact to contract finalization. As deals are successfully closed, the role involves documenting successful strategies to enable replication across the broader US market. There is a potential for leadership, with the possibility of managing a small team within 12 to 18 months, contingent on the role's evolution. However, the immediate priority is to secure an individual capable of direct sales and partner relationship development.

Requirements

Partner or channel co-sell experience in the US healthcare sector, including both transactional and large, multi-stakeholder deals.
Knowledge of the EHR landscape, integrated delivery network (IDN) structures, and basic HIPAA and HITRUST requirements, with the ability to engage effectively with both clinical and IT buyers.
Experience selling recurring-revenue software or licenses where pricing is based on business value and outcomes, rather than effort or day rates.
Proven track record of carrying a sales quota in a small or lean company environment lacking extensive marketing or sales development support.
Ability to generate demand in a market with low brand awareness.
Experience collaborating with a European headquarters across different time zones.

Nice To Haves

Life sciences credibility, including familiarity with GxP, validation processes, and engaging with pharma quality buyers.
Existing relationships within the Veeva ecosystem or with large strategic healthcare accounts.
Existing relationships with EHR implementation firms and healthcare IT consultancies.
A clear potential and path to building and leading a small team within 18 months.
Experience speaking at healthcare or life sciences industry events.

Responsibilities

Manage named US healthcare and life sciences accounts from initial contact to signed contract.
Develop and maintain partner relationships with EHR implementation firms, healthcare IT consultancies, and technology partners, handling both transactional and large strategic deals.
Develop business cases with health system and pharma leadership, focusing on clinician time savings, reduced training burden, deflected support tickets, and mitigated go-live risks.
Document successful sales strategies and processes for replication across the US market.
Drive pipeline development and achieve revenue targets.
Attend key healthcare IT and life sciences industry events and conferences.

Benefits

High earning potential with a competitive US-market base salary plus uncapped commission.
Equity in Userlane as a pre-exit scale-up company.
European-style time off on a US salary band, offering more vacation days than typical US sales roles.
Benefits covering savings and security, health, well-being, and lifestyle.
Ownership of a new market with the option to grow into a team lead role.
A product that deploys in approximately two weeks.
Weekly 1:1s.
A personal skills assessment and development plan.
On-the-job coaching.
A budget for events and training.