Director of Strategic Accounts

Outset Medical, Inc.

. Develop and own growth plans for assigned regional health systems and priority IDNs, including facility targets, sequencing, milestones, and stakeholder priorities .

Posted 10/23/2026full-timeRemote • United StatesLead💰 $150,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing growth plans for regional health systems and integrated delivery networks, with a strong focus on stakeholder engagement, consultative selling, and account management. Proven ability to lead negotiations, coordinate complex opportunities, and drive adoption of innovative healthcare solutions.

Highest-signal resume keywords

MedTech Sales ExperienceStakeholder EngagementConsultative SellingNegotiation SkillsAccount Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Capital SalesBusiness Case DevelopmentROI ModelingAccount ForecastingOpportunity Pipeline Management

Soft Skills

Executive PresentationRelationship BuildingConsensus Building

Tools & Technologies

Healthcare IT SolutionsEMR IntegrationAnalytics Software

Industry Keywords

Integrated Delivery NetworksRegional Health SystemsDialysisKidney CareComplex Capital-Equipment Market

About the role

Key responsibilities & impact

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 account progress, opportunity pipeline, forecast, risks, and required support
Interpret national and system-level agreements and identify facilities and applications with expansion potential
Build relationships with clinical, operational, financial, supply chain, and executive stakeholders
Expand Tablo into additional hospitals, service lines, and acute-care applications
Lead account and business reviews
Map customer decision systems and build stakeholder coalitions
Coordinate discovery, demonstrations, executive meetings, opportunity progression, and implementation planning
Partner with Clinical Sales, Marketing, Finance, Legal, and Operations
Develop and present business cases, ROI models, and recommendations for Tablo
Lead or support negotiations for assigned accounts
Help customers build consensus, prepare for implementation, and sustain adoption and expansion
Meet or exceed quarterly and annual sales objectives
Provide account plans, forecasts, risks, resource needs, and progress updates
Comply with company quality and commercial policies

Requirements

What you’ll need

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

Comp & perks

Opportunities to build skill and expertise in a fulfilling career
Challenge and ability to collaborate with great people
Professional growth and development opportunities
Equal opportunity employer committed to diversity and inclusion