[Hiring] Sales Director @mpathic

Role Description

Healthcare organizations are building, deploying, and adopting AI faster than most of them can evaluate it. Telehealth companies and health systems need confidence that the AI systems they put in front of patients and clinicians are safe, clinically sound, and monitored over time.

mpathic is seeking a Sales Director, Healthcare to own our healthcare market. You will sell to telehealth companies and health systems that are building, deploying, or adopting AI, helping them evaluate and monitor those systems with mpathic's clinician-led approach to AI safety. This is a quota-carrying role for an experienced seller who wants to define how mpathic shows up in healthcare, and who is energized by complex, consultative sales in a fast-moving space.

What you'll do

• Win new business with telehealth companies and health systems.
• Own a quota and a book of target accounts across telehealth companies and health systems, and run the full sales cycle from first conversation to signed contract.
• Sell mpathic's platform, supported by expert-led services where customers need hands-on clinical expertise, to organizations building their own AI, deploying AI from vendors, or adopting AI into clinical and operational workflows.
• Build and execute account plans that identify the right stakeholders, such as clinical and medical leadership, AI and digital health leaders, informatics, quality and patient safety, compliance, security, legal, and executive sponsors, and multi-thread across them.
• Generate your own pipeline through outbound, networking, partnerships, and healthcare conferences and events, alongside support from marketing and sales leadership.
• Run consultative, clinically credible sales cycles.
• Lead discovery conversations that uncover each customer's AI use cases, safety and risk concerns, governance needs, and success criteria.
• Partner with mpathic Solutions Architects and Product on demos, pilots, proposals, and responses to RFPs and security, privacy, and procurement reviews.
• Navigate complex healthcare buying processes, including committee decisions, compliance and legal review, and contract negotiation through close.
• Build credibility with clinical and technical buyers by speaking clearly about AI evaluation, clinical red teaming, and monitoring of real-world AI conversations.
• Grow accounts and hand off with care.
• Work with Customer Success on a smooth handoff so customers feel continuity from the sales conversation into delivery.
• Identify and pursue expansion opportunities within your accounts as customers adopt the platform and their AI programs mature.
• Shape our healthcare go-to-market.
• Share market, competitor, and customer feedback with Sales leadership, Product Marketing, and Product, including emerging buyer needs, regulation, and governance expectations in healthcare AI.
• Help refine our healthcare messaging, sales playbook, and ideal customer profiles based on what you learn in the field.
• Maintain accurate pipeline, forecasts, and account notes in the CRM.

What you'll accomplish

• In your first 60-90 days you'll...
• Learn mpathic's platform, services, and customers in depth, and become confident telling our story to clinical, technical, and executive buyers.
• Shadow customer conversations and delivery programs to understand what great delivery looks like.
• Build an account plan and target list across telehealth companies and health systems, and begin generating qualified pipeline.
• In your first year you'll...
• Consistently meet or exceed quota with a healthy, well-qualified pipeline.
• Close new logos with telehealth companies and health systems and establish yourself as a trusted advisor to their clinical and AI leaders.
• Help build the healthcare sales playbook that the rest of the team can follow as we grow.

You'll thrive in the role if you:

• Have a track record of closing complex, multi-stakeholder deals with technical and clinical buyers, and of meeting or exceeding a quota.
• Are comfortable selling SaaS, with expert-led services alongside it.
• Can speak credibly with clinicians, technologists, compliance leaders, and executives, and are curious about AI safety, evaluation, and behavioral science.
• Have strong discovery, negotiation, and forecasting skills, and keep your pipeline and CRM disciplined.
• Are self-directed and collaborative, and comfortable with travel to meet customers and attend healthcare events. Travel expectation: up to 30%.
• Enjoy working in an early-stage, remote-first company with a mission to make AI safer for people.

Preferred experience

• 7+ years of experience selling, ideally enterprise B2B software or services.
• Experience in AI safety, AI evaluation, or selling AI-related solutions.
• Experience selling healthcare technology solutions to telehealth companies, health systems, or digital health organizations.
• Familiarity with healthcare privacy, security, and compliance expectations, including HIPAA, and with how health systems evaluate and govern new technology.

Role details

• Department: Sales
• Reports to: Head of GTM
• Location: Remote (US) Location preference, West coast
• Employment type: Full-time
• Level: Director, quota-carrying
• Focus: Quota-carrying sales to telehealth companies and health systems building, deploying, and adopting AI