Director of Sales

Direct Recruiters Inc.; Berkeley (CA); On-site; USD 175,000 - 200,000; Full time

Benefits offered by this job

Medical

Dental

Vision

Life Insurance

401(k)

Unlimited PTO

Job summary

Direct Recruiters Inc. seeks a senior business development leader to own the health system pipeline, prospect new logos, and close enterprise deals.

You will build executive relationships with CEOs, CFOs, CIOs, and value‑based care stakeholders, navigate RFPs, and coordinate with Marketing, Product and Customer Success to accelerate ARR growth in a fast-paced startup setting. Bachelor's degree is required; MBA or advanced healthcare degree is preferred, with 6–10 years in health IT or healthcare

Qualifications

• 6–10 years in business development, enterprise sales, or strategic partnerships.

Responsibilities

• Own the pipeline from prospecting through close as the primary executive contact.
• Drive new logo growth via prospecting, RFPs, and contract negotiations.
• Lead strategic partnerships with health system executives and IDN leaders.
• Stay informed on CMS programs and market trends to shape go‑to‑market strategy.
• Collaborate cross‑functionally with Marketing, Product and Customer Success.
• Report forecasting and pipeline metrics in HubSpot.

Skills

Enterprise sales

Health systems experience

SAAS / recurring revenue

Forecasting & metrics

Salesforce CRM

Education

Bachelor's degree

MBA or advanced healthcare degree

Tools

Salesforce

Job description

Client Summary

• Healthcare technology company purpose-built to help health systems navigate value-based care programs and close care gaps
• Provides an AI-powered platform that supports hospitals in managing costs, patient experience, and quality within high-cost episode windows
• Helps provider organizations meet compliance and performance requirements tied to mandatory federal value-based care programs
• Early-stage company with strong institutional backing and an active pilot with a marquee health system
• Positioned as a first-mover in a large and growing market driven by federal mandates and the shift toward value-based care accountability

Position Responsibilities

• Own the pipeline — Build and manage a robust pipeline of health system, hospital, and provider group opportunities from prospecting through close, serving as the primary executive contact throughout the sales cycle.
• Drive new logo growth — Develop and execute prospecting strategies, manage RFP processes, and lead contract negotiations to consistently meet or exceed quarterly ARR targets.
• Lead strategic partnerships — Identify and develop relationships with health system executives, IDN leadership, and key clinical and operational stakeholders to build a strong foundation for long‑term, enterprise‑wide partnerships.
• Be the market expert — Stay current on health system trends, competitive dynamics, CMS programs, and regulatory shifts to inform go‑to‑market strategy and product positioning.
• Navigate complex stakeholders — Build and maintain executive‑level relationships with CEOs, CFOs, CIOs, and revenue cycle leaders, effectively translating the clinical and financial value proposition.
• Collaborate cross‑functionally — Partner with Marketing on campaigns and events, with Product on market feedback and roadmap input, and with Customer Success to ensure smooth handoffs and expansion opportunities.
• Report on performance — Maintain accurate forecasting in HubSpot, deliver pipeline and performance reporting to leadership, and track key BD metrics including win rates, cycle times, and revenue contribution.

Required Experience and Qualifications

• 6–10 years of progressive business development, enterprise sales, or strategic partnerships experience, with at least 3 years selling into or partnering with health systems, IDNs, or large provider organizations
• Proven track record closing complex, multi‑stakeholder enterprise deals in the $500K–$2M+ ACV range
• Deep fluency in health system dynamics — you understand Epic, Cerner, value‑based care models, care coordination workflows, and the financial pressures facing today's health systems
• Experience navigating long enterprise sales cycles and procurement processes, including RFPs, legal review, and executive sign‑off
• Excellent communicator and executive presence — equally comfortable in a C‑suite boardroom and a clinical workflow demo
• Data‑driven mindset with command of Salesforce CRM, pipeline forecasting, and BD performance metrics
• Strategic thinker who can also execute — comfortable operating with limited structure in a Series A environment
• Bachelor's degree required; MBA or advanced degree in healthcare administration, public health, or business preferred
• At least 6 years of enterprise business development or sales experience, preferably in health IT or digital health
• Strong understanding of value drivers in SaaS and recurring revenue business models
• Demonstrated ability to manage and grow a complex book of strategic opportunities
• Excellent communication and interpersonal skills, both written and verbal
• Goal‑and results‑oriented with strong organizational and prioritization skills
• Comfortable working autonomously and cross‑functionally in a fast‑paced startup environment

Preferred Experience and Qualifications

• Experience with value‑based care models and population health platforms
• Background in health IT implementation or clinical informatics
• Prior startup (Seed–Series B) experience
• Familiarity with CMS quality programs (HEDIS, Stars, MIPS) and their operational implications for health systems
• Existing network of health system executives or health IT decision‑makers
• Experience structuring and managing channel or reseller partnership

Compensation

$175k–$200k

• Medical
• Dental
• Vision
• Life Insurance
• 401(k)
• Unlimited PTO