Director, Enterprise Sales

Director Of Enterprise SaaS Sales

The Director of Enterprise SaaS Sales is a senior sales leader responsible for driving new enterprise revenue, expanding strategic healthcare accounts, and building a high-performing sales organization. This role combines deep enterprise SaaS sales expertise with working knowledge of healthcare provider, payer, and regulated healthcare markets. The Director will own complex, multi-stakeholder sales cycles and serve as a trusted advisor to C-suite healthcare executives.

Key Responsibilities

• Revenue & Growth Leadership
  • Own and deliver enterprise ARR targets across new logo acquisition and strategic account expansion within healthcare markets (e.g., providers, payers, HME/DME, pharmacy, health systems).
  • Drive predictable pipeline generation, accurate forecasting, and disciplined deal execution.
  • Lead large, complex sales cycles (6–18 months) involving multiple decision-makers, clinical, IT, finance, and compliance stakeholders.
• Team Leadership & Development
  • Recruit, coach, and lead a team of high-performing Enterprise Account Executives and sales managers.
  • Establish repeatable enterprise selling motions aligned with proven SaaS methodologies (e.g., Challenger, Korn Ferry Sell, MEDDICC).
  • Set clear performance expectations, conduct regular deal reviews, and develop next-generation sales leadership talent.
• Healthcare-Informed Selling
  • Translate healthcare industry challenges—regulatory, reimbursement, interoperability, outcomes, and cost pressures—into compelling SaaS value propositions.
  • Demonstrate fluency in healthcare workflows, data privacy (HIPAA), and buyer personas across clinical, operational, and IT functions.
  • Partner with Product, Marketing, and Customer Success to refine healthcare-specific messaging, use cases, and ROI narratives.
• Strategic Account & Executive Engagement
  • Build and maintain executive-level relationships with enterprise healthcare customers and prospects.
  • Personally engage in high-value opportunities, executive presentations, and contract negotiations.
  • Act as the voice of the customer internally, influencing roadmap priorities and go-to-market strategies.
• Cross-Functional Leadership
  • Collaborate closely with Sales Operations, Marketing, Implementation, and Customer Success to ensure seamless handoffs and long-term customer value.
  • Partner with Finance and Legal on enterprise pricing, contracting, and revenue recognition considerations.
  • Support industry events, conferences, and executive forums as a senior commercial leader.

Qualifications & Experience

• Bachelor's degree, MBA or equivalent experience required
• 10+ years of progressive SaaS sales experience, with at least 5 years in enterprise or strategic account leadership roles.
• 3–5 years of hands-on people leadership experience, with demonstrated ability to inspire, mentor, and guide teams while cultivating a positive, inclusive, and results-driven culture.
• Demonstrated success selling complex, mission-critical SaaS solutions into healthcare or adjacent regulated industries.
• Proven ability to build, scale, and lead enterprise sales teams with consistent quota attainment.
• Strong executive presence with the ability to influence C-suite and board-level stakeholders.
• Deep understanding of value-based selling, ROI modeling, and long-term account strategy.
• Experience navigating healthcare buying committees, compliance considerations, and extended sales cycles.

Success Profile

The ideal candidate is a data-driven, customer-centric SaaS leader who blends strategic thinking with hands-on execution. They bring the credibility to engage healthcare executives, the rigor to run an enterprise sales operation, and the leadership maturity to scale teams while driving sustained growth.