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

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Capital SalesBusiness Case DevelopmentROI ModelingAccount ForecastingOpportunity Pipeline Management

Soft Skills

Executive PresentationRelationship BuildingCross-Functional CoordinationIntegritySound Judgment

Tools & Technologies

Healthcare IT SolutionsEMR IntegrationAnalytics Software

Industry Keywords

Integrated Delivery NetworksRegional Health SystemsDialysisKidney CareDisruptive Technology

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 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

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

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