Strategic Partnerships Director

Iris Telehealth•Austin, TX

1d•$160,000 - $180,000

About The Position

Iris Telehealth is hiring a Strategic Partnerships Director to win new partnerships with the top 125 Integrated Delivery Networks (IDNs) in an assigned territory. This is a direct-sales, individual-contributor role with a personal quota. The director can be based anywhere in the United States and should expect to travel up to 25% of the time for prospect meetings, conferences, and leadership meetings. The role brings Iris’s clinical services and technology solutions to large health systems. The director leads with Iris capacity and may sell additional Iris products into each new account during its first 12 months after signing. After that, the account and future opportunities move to the Partner Success team. The portfolio includes scheduled, on-demand, and virtual care; Women’s Health and Oncology service lines; Advisory Services and 340B; and Iris Labs solutions, including Iris Insights, Network Intelligence, and Referral Management. The successful candidate will use knowledge of patient journeys and health system workflows to identify access gaps, build fact-based cases for change, and shape system-wide solutions with internal partners. They will develop executive relationships, lead sales presentations and negotiations, and manage opportunities and forecasts in Salesforce. Iris describes success as becoming fluent in its offerings and booking executive meetings in the first 30 days, developing qualified pipeline and proposals within 60 days, and closing new business within 120 days. Iris Telehealth provides behavioral health care to community mental health centers, community health centers, hospitals, and health systems across the United States. Iris Medical Group delivers telepsychiatry and therapy embedded in partner workflows, while Iris Labs provides intelligence, routing, and provider-network solutions to help patients move from referral to completed visit. The company describes its culture as centered on ownership, humor, mastery, and its value of People Over All Else.

Requirements

At least 7 years of full-time, quota-carrying enterprise sales experience selling into health systems, with a record of top-tier performance; demonstrated skills, behaviors, and readiness to take ownership may be considered in place of a specific number of years.
Experience selling technology-enabled services, SaaS, health IT, telehealth, or population health platforms, ideally combining software and services.
History of negotiating and closing complex, multimillion-dollar deals with large IDNs and multiple stakeholders; deals of $5 million or more are preferred.
Ability to leverage and expand an established network of executive-level health system contacts.
Executive presence in presentations, calls, emails, and face-to-face conversations.
Strategic, consultative approach to long sales cycles, with sound judgment in negotiations, conflict resolution, and ambiguous situations.
Ability to use Salesforce to manage sales opportunities.
Ability to travel up to 25% of the time.
Care about healthcare transformation and bring enthusiasm grounded in pragmatism.

Nice To Haves

Behavioral health experience.
A bachelor's degree in business, marketing, or a related field.
Experience closing deals of $5 million or more.

Responsibilities

Win new strategic partnerships across the top 125 IDNs in the assigned territory, leading with Iris capacity and attaching service lines, Advisory Services, and Iris Labs solutions.
Establish and deepen trust-based relationships with health system executives, including CEOs, CFOs, CMOs, CDOs/CTOs, and behavioral health leaders.
Use knowledge of patient journeys and health system workflows to identify access gaps and shape system-wide solutions combining clinical services and technology.
Use Iris Insights and Network Intelligence data to build a fact-based case for change with each prospect.
Partner with Solutions, Clinical, Iris Labs, and BDR teams to craft, price, and sell large-scale system-wide deployments.
Lead sales meetings and deliver persuasive presentations to stakeholders and decision makers.
Identify, develop, qualify, and close business opportunities to achieve revenue targets.
Use Salesforce to maintain accurate forecasts and essential sales data.
Own each new account for its first 12 months after signature and sell additional Iris products into it during that period.

Benefits

Highly competitive compensation consisting of base salary, bonus, and stock options.
Generous paid time off.
Employer pays 100% of the healthcare premium for the employee and 75% for dependents.
$50 per month toward a gym membership.
$50 per month toward a cell phone bill.
$50 per month toward books.
100% employer-paid life insurance coverage.
401(k) plan with company match.
Paid parental leave.
Optional short-term and long-term disability insurance.
Incentive Stock Options (ISOs) eligible upon hire, subject to the standard vesting schedule.