Director of Strategic Accounts

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🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $150k / year

⏰ Full Time

🔴 Lead

👔 Director

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Outset Medical, Inc.

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2010

🏥 Healthcare

💼 Consulting

📦 Logistics

💰 $300M Post-IPO Debt on 2022-11

Healthcare • Consulting • Logistics

Outset Medical, Inc. is a medical technology company that specializes in providing innovative dialysis solutions. Their flagship product, Tablo, is designed to simplify and enhance the dialysis process, reducing costs and complexity. Tablo offers an all-in-one device for health systems to treat dialysis patients across various settings, including hospitals and home environments. The device supports multiple dialysis modalities and features cloud-based monitoring, enabling efficient data management and improved patient outcomes. Outset Medical aims to make dialysis more accessible and efficient for patients with acute and chronic renal failure, catering to needs in both clinical and home settings.

📋 Description

• Develop and own growth plans for assigned regional health systems and priority IDNs, including facility targets, sequencing, milestones, and stakeholder priorities • Assess installed-base performance, treatment pull-through, whitespace, competitive dynamics, customer needs, and barriers to adoption • Align ASMs and field leadership on account priorities, coverage, facility ownership, and next-best actions • Maintain an accurate view of account progress, opportunity pipeline, forecast, risks, and required support • Interpret national and system-level agreements and identify facilities and applications with the strongest expansion potential • Build relationships with regional, system, and site-level clinical, operational, financial, supply chain, and executive stakeholders • Expand Tablo into additional hospitals, service lines, and acute-care applications within assigned accounts • Lead account and business reviews to assess performance, resolve barriers, unlock opportunities, and strengthen relationships • Map customer decision systems and build stakeholder coalitions to advance adoption • Coordinate discovery, demonstrations, executive meetings, opportunity progression, and implementation planning with ASMs and customer teams • Partner with Clinical Sales, Marketing, Finance, Legal, and Operations • Create clear handoffs and decision rights while maintaining accountability for cross-site coordination and account momentum • Lead discovery into customer priorities, economics, decision dynamics, operational requirements, and adoption barriers • Develop and present business cases, ROI models, and recommendations demonstrating Tablo’s clinical, operational, financial, and strategic value • Lead or support negotiations for assigned accounts with National Accounts and executive leadership • Help customers build internal consensus, prepare for implementation, and translate adoption decisions into sustained use and expansion • Meet or exceed quarterly and annual sales objectives • Provide leadership with account plans, forecasts, risks, resource needs, and progress updates • Represent Outset with executive presence, integrity, sound judgment, and follow-through • Comply with company quality and commercial policies

🎯 Requirements

• Bachelor's degree or equivalent experience • Ten or more years of successful MedTech or complex healthcare sales experience, including at least five years in capital sales • Demonstrated success growing regional health-system or integrated delivery network accounts across multiple sites • Strong consultative-selling, stakeholder-engagement, contracting, negotiation, and executive-presentation capability • Experience coordinating complex opportunities across customer stakeholders, field teams, and cross-functional partners without direct authority • Ability to travel up to 75% • Preferred: Experience leading strategic-account growth within regional IDNs, hospitals, or complex health systems • Preferred: Experience introducing disruptive technology and helping customers adopt new ways of working • Preferred: Experience with software, analytics, EMR integration, or healthcare IT solutions • Preferred: Experience in dialysis, kidney care, or another complex capital-equipment market

🏖️ Benefits

• Professional world offering challenge, collaboration with great people, and opportunities to build skill and expertise in a fulfilling career • Equal opportunity employer committed to diversity and inclusion