Position Overview

The Strategic Accounts Director owns the growth strategy and coordinated execution for assigned regional health systems and priority IDNs. This advanced individual-contributor role converts enterprise access into measurable expansion across hospitals, service lines, and acute-care applications while creating continuity across system- and site-level engagement.

Success requires strong field presence, consultative selling, and disciplined account leadership. You'll work alongside ASMs and field leaders to map stakeholders, align priorities, build compelling business cases, and move complex opportunities forward. You will serve as the bridge between enterprise strategy and local execution while maintaining clear ownership of the account plan, cross-site coordination, and growth momentum.

Own the Regional Account Strategy

Strategic account growth begins with a clear view of the system, its decision dynamics, and where focused effort can create the greatest value.

• 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.

Turn Enterprise Access into Account Growth

The opportunity is to translate system-level access and relationships into tangible deals, sustained adoption, and deeper penetration across the IDN.

• Interpret national and system-level agreements for the field and identify the facilities and applications with the strongest expansion potential.
• Build trusted relationships with regional, system, and site-level clinical, operational, financial, supply chain, and executive stakeholders.
• Identify opportunities to expand Tablo into additional hospitals, service lines, and acute-care applications within assigned accounts.
• Lead account and business reviews that assess performance, resolve barriers, unlock new opportunities, and strengthen the relationship.
• Track system penetration, treatment pull-through, expansion milestones, and progress against the account plan.

Lead Stakeholder Engagement and Field Execution

Regional IDN decisions require sustained engagement across many stakeholders, facilities, and field teams.

• Map the customer decision system and build the clinical, operational, financial, technical, and executive coalition required to advance adoption.
• Work in the field with ASMs and customer teams to coordinate discovery, demonstrations, executive meetings, opportunity progression, and implementation planning.
• Partner with Clinical Sales, Marketing, Finance, Legal, and Operations to provide the expertise, tools, resources, and follow-through each account requires.
• Create clear handoffs and decision rights while maintaining accountability for cross-site coordination and overall account momentum.

Build the Value Case and Navigate Complex Decisions

Complex health-system decisions require consultative discovery, a compelling case for change, and the ability to guide stakeholders through a new way of working.

• Lead discovery to understand customer priorities, economics, decision dynamics, operational requirements, and adoption barriers.
• Develop and present business cases, ROI models, and recommendations that demonstrate the clinical, operational, financial, and strategic value of Tablo.
• Lead or support negotiations for assigned accounts, partnering with National Accounts and executive leadership when enterprise terms or broader agreements are required.
• Help customers build internal consensus, prepare for implementation, and translate the decision to adopt into sustained use and expansion.

Deliver Results

Strong strategic-account performance is measured by growth outcomes, customer progress, and disciplined execution across the account.

• Meet or exceed quarterly and annual sales objectives for assigned accounts.
• Provide leadership with clear, actionable account plans, forecasts, risks, resource needs, and progress updates.
• Represent Outset with executive presence, integrity, sound judgment, and strong follow-through.
• Comply with all company quality and commercial policies.

Required Qualifications

• 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 Qualifications

• Experience leading strategic-account growth within regional IDNs, hospitals, or complex health systems.
• Experience introducing disruptive technology and helping customers adopt new ways of working.
• Experience with software, analytics, EMR integration, or healthcare IT solutions.
• Experience in dialysis, kidney care, or another complex capital-equipment market.