Sales Director – Healthcare Mid-Market & Enterprise

About the role

We are looking for a senior sales leader in the US with a proven track record of selling IT services into mid-market and enterprise healthcare customers.

You will focus on winning and growing customers across key healthcare segments:

• Providers: IDNs, health systems, hospitals, ambulatory networks
• Payers: national and regional health plans
• MedTech: medical device and diagnostics companies
• HealthTech: digital health, virtual care, health SaaS/platform companies
• Biotech / Life Sciences: research, clinical trials, and related organizations

Key Responsibilities

New Business Development (Mid-Market & Enterprise Healthcare)

• Own and build a go-to-market strategy for a new logo acquisition strategy for mid-market and enterprise healthcare organizations across providers, payers, MedTech, HealthTech, and biotech.
• Build and manage a strategic territory / account plan focused on high-potential mid-market and enterprise healthcare accounts.
• Drive full-cycle enterprise sales: prospecting, discovery, solution positioning, demos/POCs, navigating legal/procurement, and closing.
• Leverage and expand relationships with CXO and VP-level stakeholders (CIO, CDO, CMO, COO, CMIO, CNIO, VP Revenue Cycle, VP Product, etc.).

Selling IT Services & AI-Led Accelerators

• Position and sell our IT services offerings, including:
• Product engineering and platform development
• Systems integration and interoperability
• Data platforms, analytics, and reporting
• Digital transformation and managed services
• Lead with business problems and outcomes, not just staff augmentation—focus on solutions, accelerators, and generative AI use cases.
• Collaborate with internal teams to shape AI-powered proposals, such as:
• LLM-based assistants and copilots for clinicians, ops teams, and revenue cycle
• RAG (Retrieval-Augmented Generation) solutions on clinical, operational, or payer data
• Workflow automation around documentation, prior auth, coding, denials, care coordination, and patient engagement
• Work closely with the Healthcare & Generative AI Solutions Lead (India) and delivery leaders to align offerings to real client needs and craft compelling SOWs.

Account Growth & Relationship Management

• Become a trusted advisor across your accounts—understand their multi-year roadmap, regulatory pressures, and digital priorities.
• Grow accounts via multi-threaded relationships and cross-sell/up-sell across providers, payers, MedTech, HealthTech, and biotech buying centers.
• Run structured account governance: QBRs, roadmap sessions, executive check-ins, and ongoing relationship development.

Pipeline, Forecasting & Collaboration

• Build and maintain a robust, qualified pipeline in CRM with clear next steps and stakeholder maps.
• Deliver accurate forecasts on pipeline, bookings, and revenue.
• Partner with Marketing on campaigns, events, and content aimed at mid-market and enterprise healthcare buyers.
• Collaborate with Pre-Sales and AI/Solutions teams to design relevant demos, PoCs, and tailored proposals.

Market & Customer Insight

• Gather and share market intelligence on trends, competitors, and customer priorities across provider, payer, MedTech, HealthTech, and biotech segments.
• Help refine our positioning, pricing, and offerings based on real-world feedback from enterprise buyers.
• Represent the company at industry conferences, regional events, and associations to build brand and pipeline.

Required Experience & Qualifications

• 8–15 years of B2B sales experience, with at least 5+ years selling IT services into US mid-market and/or enterprise healthcare customers.
• Proven track record of closing 6- and 7-figure deals with healthcare organizations such as:
• Large provider/IDN health systems
• Regional/national payers
• MedTech and diagnostics firms
• Digital health / HealthTech / virtual care platforms
• Biotech / life sciences organizations
• Strong understanding of enterprise healthcare buyer needs, including:
• Clinical and operational workflows
• Revenue cycle and financial pressures
• Interoperability (EHR integrations, FHIR/HL7), data platforms, and analytics
• Security, compliance (HIPAA, PHI), and risk in IT and AI solutions
• Experience selling IT services and/or managed services (not just pure SaaS) is essential.
• Demonstrated experience selling or positioning AI, data, or analytics solutions; familiarity with generative AI (LLMs, copilots, RAG, automation) in a business context is strongly preferred.
• Comfortable working with distributed global teams (India-based delivery and solutions teams).
• Excellent communication, negotiation, and executive-level presentation skills.
• Located in the US with ability to travel to clients and events as required.

Key Skills & Competencies

• Hunter mentality – energized by opening new mid-market and enterprise healthcare accounts.
• Healthcare enterprise fluency – understands how providers, payers, MedTech, HealthTech, and biotech organizations buy and operate.
• Consultative selling – able to lead outcome-focused conversations vs. commodity rate discussions.
• AI-aware and forward-looking – comfortable discussing generative AI opportunities, risks, and value with non-technical executives.
• Deal orchestration – strong at coordinating legal, procurement, security, IT, clinical, and business stakeholders across long sales cycles.
• Relationship builder – able to develop and sustain multi-level, multi-year relationships.
• Ownership & accountability – comfortable carrying a bookings target and being measured on revenue and margin.

What Success Looks Like in 12–18 Months

• A strong pipeline of qualified mid-market and enterprise healthcare opportunities across providers, payers, MedTech, HealthTech, and biotech.
• New logos closed and at least a few strategic accounts progressing from first project to multi-year partnerships.
• Clear revenue contribution from AI-led solutions and accelerators, not just traditional staff augmentation.
• Tight internal alignment with delivery, solutions/AI, and marketing around who we serve, what we sell, and how we win in healthcare.