Director of Strategic Accounts

OpenKrill; United States; À distance; USD 135 000 - 165 000; Plein temps

Résumé du poste

Outset Medical is seeking a Strategic Accounts Director to drive growth within regional health systems and IDNs. The role focuses on converting enterprise access into expansion across hospitals, service lines, and acute-care applications while coordinating cross-site engagement.

You will map stakeholders, build compelling business cases, and lead national-to-local account execution with a strong field presence. Expect extensive travel and strategic collaboration with sales leadership.

Qualifications

• Bachelor's degree or equivalent experience.
• Ten or more years of MedTech or complex healthcare sales experience, including at least five years in capital sales.
• Demonstrated success growing regional health-system or IDN accounts across multiple sites.
• Strong consultative-selling, stakeholder-engagement, contracting, negotiation, and executive-presentation capability.
• Experience coordinating complex opportunities across customer stakeholders, field teams, and cross-functional partners without direct authority.
• Ability to travel up to 75%.

Responsabilités

• Own the growth strategy for assigned regional health systems and priority IDNs.
• Convert enterprise access into expansion across hospitals and care settings.
• Build relationships with regional, system, and site-level stakeholders to expand Tablo adoption.
• Lead account and business reviews, manage forecasts, risks, and momentum.

Connaissances

Consultative selling

Executive engagement

Negotiation

Cross-functional collaboration

Travel up to 75%

Formation

Bachelor's degree or equivalent

Outils

CRM software

Sales forecasting tools

Description du poste

Company Overview

Join us for an enriching journey with Outset, a trailblazing medical device company that is revolutionizing the field of dialysis. Our focus is to create one high performing team, obsessed with progress, in an atmosphere that is brimming with transformative opportunities. The heart of our mission is pioneering a groundbreaking technology that redefines the landscape of dialysis, streamlining complexity and cost, because patients deserve “better” now, not some day.

At Outset we’re revolutionizing an industry and changing lives. We’re impacting what the future of dialysis looks like by creating a first-of-its-kind technology in order to reduce the cost and complexity of dialysis. FDA cleared for use across care settings, from the hospital to the clinic to the home, the Tablo® Hemodialysis System harnesses modern technology for a new holistic approach to dialysis care. We’re giving providers time back to focus on patient care. And we’re giving patients the power to take control of their life and get back to enjoying the things they love.

Position Overview

The Strategic Accounts Director owns the growth strategy and coordinated execution for assigned regional health systems and priority IDNs. This advanced individual-contributor role converts enterprise access into measurable expansion across hospitals, service lines, and acute-care applications while creating continuity across system- and site-level engagement.

Success requires strong field presence, consultative selling, and disciplined account leadership. You'll work alongside ASMs and field leaders to map stakeholders, align priorities, build compelling business cases, and move complex opportunities forward. You will serve as the bridge between enterprise strategy and local execution while maintaining clear ownership of the account plan, cross-site coordination, and growth momentum.

Own the Regional Account Strategy

• 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.

Turn Enterprise Access into Account Growth

• Interpret national and system-level agreements for the field and identify the facilities and applications with the strongest 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 that assess performance, resolve barriers, unlock new opportunities, and strengthen the relationship.
• Track system penetration, treatment pull-through, expansion milestones, and progress against the account plan.

Lead Stakeholder Engagement and Field Execution

• Map the customer decision system and build the clinical, operational, financial, technical, and executive coalition required 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 the expertise, tools, resources, and follow-through each account requires.
• Create clear handoffs and decision rights while maintaining accountability for cross-site coordination and overall account momentum.

Build the Value Case and Navigate Complex Decisions

• Lead discovery to understand customer priorities, economics, decision dynamics, operational requirements, and adoption barriers.
• Develop and present business cases, ROI models, and recommendations that demonstrate the clinical, operational, financial, and strategic value of Tablo.
• 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 the decision to adopt into sustained use and expansion.

Deliver Results

• Meet or exceed quarterly and annual sales objectives for assigned accounts.
• Provide leadership with clear, actionable account plans, forecasts, risks, resource needs, and progress updates.
• Represent Outset with executive presence, integrity, sound judgment, and strong follow-through.
• Comply with all company quality and commercial policies.

Required Qualifications

• 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 capability.
• Experience coordinating complex opportunities across customer stakeholders, field teams, and cross-functional partners without direct authority.
• Ability to travel up to 75%.

Preferred Qualifications

• 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.

National Salary RangeNational Salary Range (Remote)$150,000-$150,000 USD

Company Culture

At Outset, we believe every person matters. Every Outsetter, every patient, every caregiver. Because we are here to create a revolution, and we believe in doing that by innovating everywhere with intelligent speed. Our team expects nothing less than our best display of strengths and skills, and we find joy in working together for a common goal. At Outset, we believe that curiosity, ingenuity and conviction in the power of technology will transform the lives of dialysis patients and providers.

We are fueled by the opportunity to give people their lives back. And we believe that it begins with YOU, our future Outsetter. At Outset, we’ve designed a professional world that our employees are honored and impassioned to belong to, one that offers challenge, the ability to collaborate with great people, and opportunities to build skill and expertise in a fulfilling career.

An opportunity at Outset Medical won’t just be about finding a job. Our culture revolves around the principles of moving farther, faster, together, so working here feels like a masterclass in peak performance, for individuals and teams.

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