Job Description
Role Summary The Director of Enterprise SaaS Sales is a senior sales leader responsible for driving new enterprise revenue, expanding strategic healthcare accounts, and building a high‑performing sales organization. This role combines deep enterprise SaaS sales expertise with working knowledge of healthcare provider, payer, and regulated healthcare markets. The Director will own complex, multi‑stakeholder sales cycles and serve as a trusted advisor to C‑suite healthcare executives. Key Responsibilities Revenue & Growth Leadership Own and deliver enterprise ARR targets across new logo acquisition and strategic account expansion within healthcare markets (e.g., providers, payers, HME/DME, pharmacy, health systems). Drive predictable pipeline generation, accurate forecasting, and disciplined deal execution. Lead large, complex sales cycles (6–18 months) involving multiple decision-makers, clinical, IT, finance, and compliance stakeholders. Team Leadership & Development Recruit, coach, and lead a team of high‑performing Enterprise Account Executives and sales managers. Establish repeatable enterprise selling motions aligned with proven SaaS methodologies (e.g., Challenger, Korn Ferry Sell, MEDDICC). Set clear performance expectations, conduct regular deal reviews, and develop next‑generation sales leadership talent. Healthcare‑Informed Selling Translate healthcare industry challenges—regulatory, reimbursement, interoperability, outcomes, and cost pressures—into compelling SaaS value propositions. Demonstrate fluency in healthcare workflows, data privacy (HIPAA), and buyer personas across clinical, operational, and IT functions. Partner with Product, Marketing, and Customer Success to refine healthcare‑specific messaging, use cases, and ROI narratives. Strategic Account & Executive Engagement Build and maintain executive‑level relationships with enterprise healthcare customers and prospects. Personally engage in high‑value opportunities, executive presentations, and contract negotiations. Act as the voice of the customer internally, influencing roadmap priorities and go‑to‑market strategies. Cross‑Functional Leadership Collaborate closely with Sales Operations, Marketing, Implementation, and Customer Success to ensure seamless handoffs and long‑term customer value. Partner with Finance and Legal on enterprise pricing, contracting, and revenue recognition considerations. Support industry events, conferences, and executive forums as a senior commercial leader. Qualifications & Experience Bachelor’s degree, MBA or Equivalent Experience Required 10+ years of progressive SaaS sales experience, with at least 5 years in enterprise or strategic account leadership roles. 3–5 years of hands-on people leadership experience, with demonstrated ability to inspire, mentor, and guide teams while cultivating a positive, inclusive, and results-driven culture. Demonstrated success selling complex, mission‑critical SaaS solutions into healthcare or adjacent regulated industries. Proven ability to build, scale, and lead enterprise sales teams with consistent quota attainment. Strong executive presence with the ability to influence C‑suite and board‑level stakeholders. Deep understanding of value‑based selling, ROI modeling, and long‑term account strategy. Experience navigating healthcare buying committees, compliance considerations, and extended sales cycles. Success Profile The ideal candidate is a data‑driven, customer‑centric SaaS leader who blends strategic thinking with hands‑on execution. They bring the credibility to engage healthcare executives, the rigor to run an enterprise sales operation, and the leadership maturity to scale teams while driving sustained growth. We are shaping the future at ResMed, and we recognize the need to build on and broaden our existing skills and continue to attract and retain the world’s best talent. We work hard to offer holistic benefits packages, provide flexible work arrangements, cultivate a workforce culture that allows employees to grow personally and professionally, and deliver competitive salaries to our team members. Employees scheduled to work 30 or more hours per week are eligible for benefits. This position qualifies for the following benefits package: comprehensive medical, vision, dental, and life, AD&D, short-term and long-term disability insurance, sleep care management, Health Savings Account (HSA), Flexible Spending Account (FSA), commuter benefits, 401(k), Employee Stock Purchase Plan (ESPP), Employee Assistance Program (EAP), and tuition assistance. Employees accrue fifteen days Paid Time Off (PTO) in their first year of employment, receive 11 paid holidays plus 3 floating days and are eligible for 14 weeks of primary caregiver or two weeks of secondary caregiver leave when welcoming new family members. Individual pay decisions are based on a variety of factors, such as the candidate’s geographic work location, relevant qualifications, work experience, an
