Sales Director – Healthcare Mid-Market & Enterprise

Sales Director – Healthcare Mid-Market & Enterprise (IT Services & Generative AI)

(US-Based)

Location

United States (Remote, with travel to clients and events)

Department

Sales

Reports to

CEO

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

Your main mission

• Open and grow mid-market and enterprise healthcare accounts
• across these subsegments.
• Sell AI-led and accelerator-based IT services
• (digital transformation, product engineering, data/analytics, and generative AI solutions).
• You should already understand
• how enterprise healthcare buyers think
• —their priorities, internal decision dynamics, procurement processes, security/compliance concerns, and what it takes to move a deal from first meeting to signed MSA/SOW.

Key Responsibilities

1. 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.).

1. 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.

1. 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.

1. 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.

1. 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.