About the Role
The Sr. Director, Sales of Home Medical Equipment (HME) Sales is responsible for leading and scaling the company’s HME-focused SaaS revenue engine. This role owns sales strategy, execution, and team leadership for a sales organization, driving lead generation, new customer acquisition, and retention across HME providers ranging from small business, mid-market to enterprise.
This leader partners closely with Marketing, Customer Success, Product, and Strategic Partnerships to deliver predictable growth, shorten sales cycles, and position the company as a trusted technology partner within the HME ecosystem.
Key Responsibilities
- Own and execute the HME sales strategy aligned to company revenue and growth objectives
- Lead, coach, and develop a sales professionals (new business, account management, or hybrid, as applicable)
- Establish clear performance expectations, KPIs, and accountability across the team
- Drive a high-performance, customer-centric sales culture
- Achieve and exceed bookings, ARR, and retention targets within the HME segment
- Oversee pipeline generation, forecasting accuracy, and deal execution
- Actively participate in strategic and enterprise-level deals
- Build trusted executive relationships with HME owners, operators, and clinical leaders
- Gather market and customer insights to inform product roadmap and go-to-market strategy
- Partner with Marketing on demand generation, messaging, and vertical-specific campaigns
- Work closely with Customer Success to ensure smooth handoffs, adoption, renewals, and upsell
- Coordinate with Strategic Partnerships (e.g., manufacturers, integrated platforms) to drive joint opportunities
- Implement and optimize sales processes, playbooks, and CRM discipline
Qualifications & Experience
Required Experience
- 5-10+ years of progressive sales leadership experience, preferably in SaaS
- Direct experience selling to Home Medical Equipment (HME), DME, or closely related healthcare providers
- Proven track record of leading and scaling sales teams with consistent quota attainment
- Strong understanding of SaaS metrics (ARR, CAC, churn, expansion)
- Experience managing complex, consultative sales cycles
Preferred Experience
- Experience selling workflow, revenue cycle, or operational software in healthcare
- Familiarity with HME regulatory and reimbursement environments
- Experience partnering with channel or technology integration partners
- Background working with mid-market and enterprise healthcare customers
Benefits
- Medical, Dental, and Vision Coverage: Comprehensive plans with options for low-to-no-cost premiums.
- Employer HSA Contribution: Company-funded contributions to your Health Savings Account.
- 401(k) Retirement Plan
- Equity Incentive Plan
- Annual Company-Wide Bonus: Opportunity for up to 15% bonus based on company performance.
- Remote-First Culture: We are remote-first with a dedicated NYC office and reimbursement options for co-working spaces.
- Flexible Vacation Policy
- Summer Fridays: 5 additional Fridays off during the summer (separate from PTO).
- Home Office and Wellness Stipend
- Monthly Internet Stipend
- Annual Learning and Development Stipend
Base Salary Bands (based on experience and level)
$155,000 - $175,000
California job applicants may access the Notice of Collection of Personal Information and Privacy Policy with information and rights required by the California Privacy Rights Act (CPRA) the link here.
We are proud to be an equal opportunity employer that does not discriminate on the basis of actual or perceived race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth related medical conditions and lactation), gender identity or gender expression (including transgender status), sexual orientation, marital status, military service and veteran status, disability, genetic information, or any other characteristic protected by applicable federal, state, or local laws and ordinances.
This role is not eligible for employer visa sponsorship. Applicants must be legally authorized to work in the United States at the time of application and for the duration of employment. The Company does not sponsor employment authorization for this position, nor will it provide assistance in obtaining temporary work authorization
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