[Hiring] Director, Strategic Accounts @AIRS Medical Inc

Role Description

The Director, Strategic Accounts owns AIRS strategy across a portfolio of the largest and most complex healthcare and imaging organizations in the United States. This is a senior individual-contributor role for an enterprise seller who can create opportunity, engage credibly with executives, navigate complex organizations, develop economic value, and orchestrate activity across multiple regions and stakeholders. Success requires the ability to lead through influence rather than formal authority, both internally and within client organizations.

What You Will Own

• Enterprise strategy for assigned strategic accounts
• Executive relationship development
• Opportunity creation and progression
• Account planning and stakeholder strategy
• Economic and business-case development
• Corporate pricing and contracting strategy
• Coordination with General Managers and Market Executives
• Expansion across divisions, regions, facilities, and business units
• Forecast and pipeline for the strategic account portfolio

Results You Will Deliver

• Consistently meet or exceed assigned revenue quota
• Build sufficient qualified pipeline across your strategic-account portfolio
• Create new enterprise opportunities in whitespace accounts
• Expand AIRS across existing strategic clients
• Progress complex opportunities toward clear client decisions
• Maintain accurate forecasts and realistic close plans
• Develop durable executive relationships that create access and opportunity
• Convert account strategy into measurable revenue growth

What Great Looks Like

• You understand an account well enough to know where decisions are really made, who can mobilize action, and what organizational priorities may compete with the problem AIRS could solve.
• You can turn a local opportunity into an enterprise strategy when appropriate, but you do not force centralization where the client does not operate that way.
• You create credible conversations around capacity, access, capital, productivity, growth, and financial impact.
• You help clients determine whether a problem is important enough to solve and whether AIRS is the right answer.

What You Will Do

• Develop and execute account strategies for a defined portfolio of strategic accounts
• Build relationships across clinical, operational, financial, technical, procurement, and executive stakeholders
• Conduct discovery that identifies meaningful operational and economic problems
• Quantify business impact and develop credible client business cases
• Navigate complex governance and decision processes
• Create alignment across stakeholders you do not directly control
• Lead through influence across internal teams and client organizations
• Coordinate effectively with Market Executives where local execution is required
• Lead enterprise pricing, contracting, and commercial strategy
• Maintain disciplined opportunity plans and forecasts
• Develop a clear point of view about what matters to each account and why

The Athlete We Are Looking For

• A thoughtful enterprise seller who can operate without a script
• Strong at asking questions that change the quality of a conversation
• Financially fluent and comfortable with CFO, COO, operational, and clinical executives
• Skilled at organizational navigation and stakeholder strategy
• Able to lead through influence rather than positional authority
• Comfortable challenging client assumptions respectfully
• Disciplined enough to use a sophisticated operating model without becoming dependent on it
• Coachable despite significant experience
• Comfortable walking away from weakly qualified opportunities
• More interested in helping clients make good decisions than forcing predetermined outcomes
• Consistently accountable for creating and converting meaningful enterprise opportunity

What You Bring

• Required
  • Demonstrated success selling complex enterprise solutions
  • Experience managing multi-stakeholder, high-value opportunities
  • Strong executive presence and business acumen
  • Ability to develop and communicate credible economic value
  • Evidence of creating opportunity rather than relying solely on inbound demand
  • Track record of consistent quota attainment or overperformance
• Preferred
  • Experience selling to large health systems, IDNs, imaging networks, or similarly complex organizations
  • Healthcare, medical imaging, AI, medtech, or enterprise healthcare technology experience
  • Experience navigating enterprise contracting and large-scale expansion

Benefits

• The chance to help build the commercial organization, not just step into a finished one
• Real ownership and visibility, with direct access to senior leadership
• A product with clear clinical and economic value in a large, underpenetrated market
• A high-performance environment that rewards judgment, curiosity, accountability, and results
• Exposure to complex customer problems and some of the largest health systems and imaging organizations in the country
• Meaningful opportunity to grow as the company scales
• Competitive compensation, benefits, and equity