Senior Director – Healthcare Sales
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Job Description
Senior Director driving 1Kosmos’ healthcare identity-security sales growth. Owning enterprise pipeline, executive healthcare relationships, and full-cycle SaaS deals across providers, pharma, and payers.
Responsibilities:
- Lead and accelerate commercial growth across the healthcare vertical.
- Build and own the healthcare vertical sales strategy targeting hospital systems, integrated delivery networks, pharmaceutical manufacturers and distributors, and health insurance payers.
- Generate pipeline through direct outreach, partner co-sell motions, industry events, and referral networks.
- Develop and maintain a qualified pipeline supporting quarterly and annual revenue targets.
- Identify and pursue opportunities across patient identity, workforce identity, EPCS, and clinical shared workstation authentication use cases.
- Own the full sales cycle from discovery through contract execution for net-new and expansion opportunities.
- Lead executive engagement with CISO, CIO, CMIO, VP of Identity, and Procurement stakeholders.
- Articulate 1Kosmos’ value across identity verification, passwordless authentication, and EPCS use cases.
- Navigate security reviews, legal, procurement, and compliance approvals in health system purchasing environments.
- Work with channel partners including Optiv, VARs, and GSIs on partner-assisted and partner-sourced deals.
- Act as primary executive sponsor and relationship owner for strategic healthcare accounts.
- Translate identity security requirements into business outcomes including reduced help desk volume, HIPAA compliance support, DEA EPCS compliance, and reduced credential-breach risk.
- Partner with Solutions Engineering on proof-of-concept design and execution.
- Coordinate with Customer Success on onboarding and expansion planning.
- Collaborate with the SVP of Sales on territory planning, forecast accuracy, and executive account strategy.
- Partner with Marketing on healthcare campaigns, event strategy, collateral, case studies, use-case briefs, and competitive positioning.
- Provide Product feedback on healthcare requirements, Epic integration, EPCS workflows, and regulatory certification gaps.
- Collaborate with Partnerships to activate and co-sell with healthcare systems integrators and technology alliances.
- Maintain accurate CRM pipeline, opportunity, and forecast data.
- Report progress, risks, blockers, and competitive intelligence to the SVP of Sales.
- Track pipeline coverage, win rates, average contract value, and time to close.
- Build and maintain qualified healthcare opportunity coverage.
- Close net-new enterprise logos consistently each quarter.
- Establish relationships with health system CISO, CIO, and CMIO stakeholders.
- Develop healthcare-specific narratives, case studies, and reference customers with Marketing.
Requirements:
- 10 or more years of enterprise software sales experience.
- At least five years focused on the healthcare vertical, including hospital systems, health systems, IDNs, pharma, or payers.
- Demonstrated success closing six- and seven-figure SaaS or software deals with health system buyers.
- Deep familiarity with healthcare purchasing environments and CISO, CIO, CMIO, Procurement, and Legal stakeholders.
- Familiarity with typical 6- to 18-month enterprise deal cycles.
- Working knowledge of HIPAA, DEA EPCS requirements, and NIST identity standards.
- Experience selling into or around EHR environments, particularly Epic, is strongly preferred.
- Ability to operate in a high-growth, fast-moving environment with evolving processes and significant individual ownership.
- Excellent communication and executive presence; able to operate credibly at C-suite level with clinical and IT audiences.
- Experience with identity, access management, digital identity, or cybersecurity platforms is nice to have.
- Prior sales experience involving Imprivata, Ping Identity, Okta, Microsoft, or CyberArk in healthcare is nice to have.
- Existing health system CISO, CIO, or VP of Identity relationships are nice to have.
- Familiarity with EPCS logical access control requirements and the DEA IFR/Final Rule framework is nice to have.
- Channel or partner-assisted selling background is nice to have.
Benefits:
- Remote / flexible work model
- Medical / Dental / Vision
- 401(k)
- Unlimited PTO
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