Executive Director of Sales

Direct Recruiters, Inc.; Walnut Creek (CA); On-site; USD 150,000 - 175,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

401k match

Unlimited PTO

Long-term disability insurance

Job summary

Direct Recruiters, Inc. is seeking an accomplished sales professional to independently source and close healthcare software opportunities with payer organizations in the United States.

You will build a durable pipeline, manage deals in HubSpot, and collaborate with executive leadership to shape market strategy and growth. Strong communication, negotiation, and analytical skills are essential as you drive revenue.

Qualifications

• Experience selling healthcare software, RPA software, or healthcare IT services to payers is required.
• Strong track record of meeting quota through self-sourced pipeline.
• 7+ years quota-carrying enterprise software sales, with 3+ years selling to payers.
• Willingness to travel for client meetings.
• Excellent communication and analytical skills.
• Proficiency with PowerPoint, Excel, and Outlook.
• Work authorization in the United States.

Responsibilities

• Identify, qualify, nurture, and close new client sales opportunities with self-sourced pipeline as the primary goal.
• Maintain and update CRM (HubSpot) and analytics to track deal status and insights.
• Refine sales processes to increase deal visibility and velocity.
• Leverage market knowledge to position products/services effectively for payers.
• Collaborate with CEO, Client Success, and Marketing to sharpen strategy and execution.
• Share customer feedback with HCIM leadership to inform product direction.

Skills

Healthcare software sales

Enterprise software sales

Self-sourced pipeline

CRM analytics

Negotiation

Presentation skills

Travel willingness

US work authorization

Tools

HubSpot

Job description

Client Summary:

• Healthcare technology company delivering software solutions purpose-built for the managed care and payer market
• Automates complex administrative workflows including claims, provider management, eligibility, and authorization processing
• Improves operational efficiency by augmenting existing core systems without the cost or disruption of full platform replacement
• Over two decades of proven success serving payer organizations with a team of deep healthcare and technology domain experts
• Positioned in the healthcare payer technology market with a focus on simplifying complex administrative processes and improving turnaround times and accuracy

Position Responsibilities:

• Independently identifying, qualifying, nurturing, and closing new client sales opportunities is the number one priority and primary measure of success. Self-sourced pipeline generation is the core expectation of this role - not closing opportunities referred by leadership. You will also have opportunities to earn commission on existing client expansion deals, but these are secondary and do not count toward your new logo quota.
• Consistently update and utilize CRM (HubSpot) and analytics to track sales activities and deal status (incl. notes, competitive intelligence, etc.).
• Revise and improve existing sales processes to increase deal visibility, predictability, and velocity.
• Leverage client interactions, internal data, and market research to maintain a strong understanding of the market, competition, and customer needs to effectively position our products/services.
• Partnering with the CEO, Client Success, peer Sales Colleagues, and/or Marketing resources to refine the marketing strategy and execution.
• Share customer feedback with other HCIM leaders to help inform company and product strategy.

Experience & Skills:

Required Experience and Qualifications:

• Demonstrated experience selling healthcare software, RPA software, or healthcare IT services to health plan payers, managed care organizations, MSOs, or IPAs is required.
• Ideal candidates will have sold into or alongside core administrative processing system ("CAPS") platforms such as Trizetto FACETS, Trizetto QNXT, Epic Tapestry, HealthEdge Health Rules Payer, or MedVision QuickCap, and/or sold RPA or workflow automation software in prior roles.
• Minimum of seven (7) years of quota-carrying enterprise software sales experience, with at least three (3) years selling to healthcare payers, managed care organizations, MSOs, or IPAs (>$100K avg. annual contract value).
• Demonstrated track record of meeting or exceeding quota through self-sourced pipeline generation. Candidates should be prepared to describe, for their last three closed deals, how each opportunity was originated and developed. We are specifically looking for candidates who have built pipeline independently, without reliance on leadership referrals, a sales development rep (SDR / BDR), or inbound leads.
• Strong analytical skills to analyze deal economics, build ROI cases for prospects, and identify trends across the pipeline is a plus.
• Ambition to grow: this role has an explicit path to Managing Director of Sales (senior IC) or Head / VP of Sales (people manager) for candidates who demonstrate outstanding performance and, where applicable, the ability and desire to build and lead a team.
• Excellent communications skills, both oral and written, including presentation development.
• Excellent proficiency with Microsoft PowerPoint, Excel, and Outlook.
• Strong negotiation skills.
• Ability to thrive in a fast-paced, target-driven environment.
• Willingness to travel for internal team and prospect / client meetings.
• Work authorization in the United States.

Compensation $150k-$175

• Medical, Dental, and Vision
• 4% employer 401k match
• Flexible PTO ("unlimited")
• Employer paid LTD