Senior Director of Healthcare Sales

1Kosmos

2d•Remote

About The Position

1Kosmos is seeking a Senior Director of Healthcare Sales to lead and accelerate commercial growth across the healthcare vertical. This is a senior individual contributor and market development role for someone who understands how digital identity, authentication, and regulatory compliance intersect in hospital systems, pharmaceutical companies, and health insurance payers, and who can convert that understanding into closed enterprise revenue. This role will own the healthcare go-to-market strategy and execution, drive pipeline from initial engagement through close, and work cross-functionally with Solutions Engineering, Product, Marketing, and Customer Success to deliver outcomes for health system, pharma, and payer customers.

Requirements

10 or more years of enterprise software sales experience, with at least five years focused on the healthcare vertical (hospital systems, health systems, IDNs, pharma, or payers).
Demonstrated track record of closing six- and seven-figure SaaS or software deals with health system buyers.
Deep familiarity with the healthcare purchasing environment including CISO, CIO, CMIO, Procurement, and Legal stakeholders, and typical 6- to 18-month enterprise deal cycles.
Working knowledge of relevant regulatory and compliance frameworks including HIPAA, DEA EPCS requirements, and NIST identity standards.
Experience selling into or around electronic health record (EHR) environments, particularly Epic, is strongly preferred.
Comfort operating in a high-growth, fast-moving environment with evolving processes and significant individual ownership.
Excellent communication and executive presence; able to operate credibly at the C-suite level with both clinical and IT audiences.

Nice To Haves

Experience with identity, access management, digital identity, or cybersecurity platforms.
Prior sales experience at or against vendors such as Imprivata, Ping Identity, Okta, Microsoft, or CyberArk in a healthcare context.
Existing relationships with health system CISO, CIO, or VP of Identity leaders.
Familiarity with EPCS logical access control requirements and the DEA IFR/Final Rule framework.
Background in channel or partner-assisted selling through resellers, systems integrators, or GSIs.

Responsibilities

Build and own the healthcare vertical sales strategy, targeting hospital systems and integrated delivery networks (IDNs), pharmaceutical manufacturers and distributors, and health insurance payers.
Generate pipeline through direct outreach, partner co-sell motions, industry events (Health-ISAC, HIMSS, ViVE, HLTH), and referral networks across CISO, CMIO, CISO, and IT leadership audiences.
Develop and maintain a qualified pipeline sufficient to support consistent quarterly and annual revenue targets.
Identify and pursue whitespace opportunities across the 1Kosmos healthcare use case portfolio, including patient identity, workforce identity, EPCS, and clinical shared workstation authentication.
Own the full sales cycle from discovery through contract execution on net-new and expansion opportunities.
Lead executive-level engagement with CISO, CIO, CMIO, VP of Identity, and Procurement stakeholders.
Articulate 1Kosmos' differentiated value across ID verification (onboarding, account recovery, step-up), enterprise and shared workstation passwordless authentication, and EPCS use cases.
Navigate complex, multi-stakeholder deal cycles including security reviews, legal, procurement, and compliance approvals common to health system purchasing environments.
Work with channel partners including Optiv, VARs, and GSIs on partner-assisted and partner-sourced deals.
Act as the primary executive sponsor and relationship owner for strategic healthcare accounts throughout the sales cycle.
Engage clinical and operational leaders to translate identity security requirements into business outcomes, including reduced help desk volume, HIPAA compliance support, DEA EPCS compliance, and reduced risk of credential-based breaches.
Partner with Solutions Engineering on proof-of-concept design and execution, ensuring technical validation aligns with customer requirements.
Coordinate with Customer Success post-sale to support smooth onboarding and expansion planning.
Work closely with the SVP of Sales on territory planning, forecast accuracy, and executive account strategy.
Partner with Marketing on healthcare-specific campaigns, event strategy, and collateral including case studies, use case briefs, and competitive positioning.
Provide structured feedback to Product on healthcare-specific requirements including Epic integration depth, EPCS workflow needs, and regulatory certification gaps.
Collaborate with the Partnerships team to activate and co-sell with systems integrators and technology alliance partners active in healthcare.
Maintain accurate pipeline, opportunity, and forecast data in CRM.
Provide regular updates to the SVP of Sales on progress, risks, blockers, and competitive intelligence.
Track and report on key performance metrics including pipeline coverage, win rates, average contract value, and time to close.