[Hiring] Director of Strategic Accounts @Outset Medical

Role Description

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.

• Own the Regional Account Strategy
  • 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
  • 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
  • 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
  • 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
  • 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.

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.

Benefits

• National Salary Range: $150,000 — $150,000 USD

Company Description

At Outset, we believe every person matters. Every Outsetter, every patient, every caregiver. Because we are here to create a revolution, and we believe in doing that by innovating everywhere with intelligent speed. Our team expects nothing less than our best display of strengths and skills, and we find joy in working together for a common goal.

We are fueled by the opportunity to give people their lives back. And we believe that it begins with YOU, our future Outsetter. At Outset, we’ve designed a professional world that our employees are honored and impassioned to belong to, one that offers challenge, the ability to collaborate with great people, and opportunities to build skill and expertise in a fulfilling career.

An opportunity at Outset Medical won’t just be about finding a job. Our culture revolves around the principles of moving farther, faster, together, so working here feels like a masterclass in peak performance, for individuals and teams.