Director, Pre- and Post-Acute Account Sales

About the role

The Director, Pre- and Post-Acute Account Sales leads a team of Account Executives responsible for positioning and selling HealthStream product bundles to prospective customers, with a primary focus on net-new logo acquisition and new business development. This role also leads a team of Post-Acute Account Managers responsible for retaining existing customer revenue and expanding customer value through upsell opportunities and migration to Post-Acute product bundles.

Responsibilities

• Strategic Develop and execute strategic plans that drive net-new logo acquisition in identified Pre- and Post-Acute care settings, retention of existing revenue, and expansion across the Post-Acute customer base.
• Operational Lead forecasting activities across weekly, monthly, and quarterly cadences, and measure leading KPIs, activity metrics, and other performance indicators that support new business growth, retention, and expansion across both teams.
• Analyze individual and team performance data to identify trends, improve execution, and support achievement of acquisition, retention, and expansion targets.
• Develop and maintain a business plan with measurable goals and objectives, and present business insights, risks, and opportunities to senior sales leadership clearly and effectively.
• Collaborate with Operations, Customer Support, and cross-functional partners to ensure customer needs are met and to support successful onboarding, adoption, retention, and growth.
• Management Lead, coach, and develop team members through onboarding, training, performance management, and regular feedback to drive growth and accountability.
• Plan, schedule, and lead weekly, monthly, quarterly, and annual team meetings, while maintaining regular 1:1s that reinforce performance, development, and business priorities.
• Pursue ongoing professional development by maintaining strong product knowledge, deepening expertise in healthcare market trends, and strengthening communication, presentation, negotiation, and leadership capabilities.

Qualifications

• Bachelor’s degree in related area, BA or BS preferred
• 10+ years selling software solutions into the healthcare market, preferably with experience in Pre- and Post-Acute
• 3+ years leading teams of 7 or more Account Executives
• Proven track record of exceeding sales goals in a management capacity, with a preference for at least 1 year leading a team responsible for an existing customer base.
• Experience leading both new business sales and existing customer growth within a technology or software company.
• Deep knowledge of the healthcare industry, preferably Pre- and Post-Acute, including buying cycles, key trends, value propositions, and critical success criteria.
• Excellent customer service and communication skills (both verbal and written)
• Strong presentation skills and executive presence.
• Strategic mindset, strong business acumen, and effective negotiation skills.
• Multi-task oriented; works with a sense of urgency and a desire for excellence in performance.
• Enthusiasm and initiative, and ability to operate independently with limited oversight.
• Ability to travel 25 -40%.