Enterprise Accounts Director
About The Position
The Enterprise Accounts Director owns growth strategy and coordinated execution for assigned regional health systems and priority integrated delivery networks (IDNs). This advanced individual-contributor role converts enterprise access into measurable expansion across hospitals, service lines, and acute-care applications, while maintaining continuity across system- and site-level engagement. The role requires strong field presence, consultative selling, and disciplined account leadership. The Director works alongside account and field leaders to map stakeholders, align priorities, build business cases, and advance complex opportunities. The role serves as a bridge between enterprise strategy and local execution, with ownership of account planning, cross-site coordination, and growth momentum for Outset Medical’s Tablo Hemodialysis System. The Director develops regional account strategies, builds relationships across clinical, operational, financial, supply-chain, and executive stakeholders, and translates system-level agreements into facility-level adoption and expansion. The role also leads discovery, develops and presents business cases and ROI models, supports negotiations, coordinates implementation planning, and monitors sales objectives and account progress. Travel of up to 75% is required.
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 capabilities.
- 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 barriers to adoption.
- Align ASMs 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 and identify facilities and applications with strong expansion potential.
- Build trusted 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, identify opportunities, and strengthen customer relationships.
- Track system penetration, treatment pull-through, expansion milestones, and progress against account plans.
- Map customer decision systems and build clinical, operational, financial, technical, and executive coalitions to advance adoption.
- Work in the field with ASMs 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 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.
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What This Job Offers
Job Type
Full-time
Career Level
Director
