Note: The job is a remote job and is open to candidates in USA. HealthStream is the leader in healthcare workforce solutions, dedicated to enhancing the quality of healthcare. The Director, Pre- and Post-Acute Account Sales will lead a team focused on acquiring new customers and expanding existing accounts, driving strategic initiatives to meet revenue targets.
Responsibilities
- 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
- 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
- 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
- Travel with team members to customer meetings to provide coaching, strengthen client engagement, and support strategic sales efforts
- Pursue ongoing professional development by maintaining strong product knowledge, deepening expertise in healthcare market trends, and strengthening communication, presentation, negotiation, and leadership capabilities
- Guide the sales team in response to requests for proposals and information, support high-quality response strategies, and oversee pricing alignment
- Support the negotiation and closing of new and existing business
- Monitor competitive offerings and market trends, and provide actionable feedback to support positioning, product alignment, and sales strategy
- Partner cross-functionally with Marketing, Product, Operations, and other internal stakeholders to develop customer solutions aligned with company strategy, values, and business objectives
Skills
- 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%
- Bachelor's degree in related area, BA or BS preferred
- Solid computer skills- Office Suite
- Knowledge with CRM tools such as Salesforce
- Use of online demonstration tools (I.e. Microsoft Teams)
- Excellent written and verbal communication skills
- Demonstrated accountability for personal and team performance, with the ability to lead by example and foster a culture of ownership and results
- Highly analytical, with the ability to use data to drive decisions, improve performance, and inform strategic plans across acquisition, retention, and expansion
- Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form
- Ability to mobilize teams around a clear vision and drive execution across both new business and existing customer growth motions
- Ability to lead effectively in a team-selling environment and across the full customer lifecycle, from acquisition through retention and expansion
- Ability to communicate well with all levels of personnel
Benefits
- Mission-oriented work
- Diverse and inclusive culture
- Competitive Compensation & Bonuses
- Comprehensive Insurance Plans
- Mental and Physical Health Support
- Work-from-home flexibility
- Fitness Center Reimbursements
- Streaming Good time off for volunteering
- Wellness workshops
- Buddy Program for new HealthStreamers
- Collaborative work environment
- Career growth opportunities
- Continuous learning opportunities
- Inspiring workspaces to collaborate and connect with other HealthStreamers
- Free employee parking at our Resource Centers in Nashville and San Diego
- Flexibility and paid time off to support work-life integration for all employees
- Hybrid work environment
- Streaming Good volunteer day
- Company-sponsored onsite social events for development, connection, and celebration
- Medical, Dental and Vision insurance
- Paid Time Off
- Parental Leave
- 401k and Roth
- Flexible Spending Account
- Health Savings Account
- Life Insurance
- Short- and Long-Term Disability
- Medical Bridge Insurance
- Critical Illness Insurance
- Accident Insurance
- Identity Protection
- Legal Protection
- Pet Insurance
- Employee Assistance Program
- Fitness Reimbursement
Company Overview