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Director of Strategic Accounts
Outset Medical
10h ago
ExecutiveCommercial
↑11 30dH-1B · 4 FY23
Description
Company Overview
Join us for an enriching journey with Outset, a trailblazing medical device company that is revolutionizing the field of dialysis. Our focus is to create one high performing team, obsessed with progress, in an atmosphere that is brimming with transformative opportunities. The heart of our mission is pioneering a groundbreaking technology that redefines the landscape of dialysis, streamlining complexity and cost, because patients deserve “better” now, not some day.
At Outset we’re revolutionizing an industry and changing lives. We’re impacting what the future of dialysis looks like by creating a first-of-its-kind technology in order to reduce the cost and complexity of dialysis. FDA cleared for use across care settings, from the hospital to the clinic to the home, the Tablo® Hemodialysis System harnesses modern technology for a new holistic approach to dialysis care. We’re giving providers time back to focus on patient care. And we’re giving patients the power to take control of their life and get back to enjoying the things they love.
Position Overview
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.
Success requires strong field presence, consultative selling, and disciplined account leadership. You'll work alongside ASMs and field leaders to map stakeholders, align priorities, build compelling business cases, and move complex opportunities forward. You will serve as the bridge between enterprise strategy and local execution while maintaining clear ownership of the account plan, cross-site coordination, and growth momentum.
Own the Regional Account Strategy
Strategic account growth begins with a clear view of the system, its decision dynamics, and where focused effort can create the greatest value.
- 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
The opportunity is to translate system-level access and relationships into tangible deals, sustained adoption, and deeper penetration across the IDN.
- 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
Regional IDN decisions require sustained engagement across many stakeholders, facilities, and field teams.
- 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
Complex health-system decisions require consultative discovery, a compelling case for change, and the ability to guide stakeholders through a new way of working.
- 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
Strong strategic-account performance is measured by growth outcomes, customer progress, and disciplined execution across the account.
- 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.
Required 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.
National Salary Range
National Salary Range (Remote)
$150,000—$150,000 USD
Company Culture
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. At Outset, we believe that curiosity, ingenuity and conviction in the power of technology will transform the lives of dialysis patients and providers.
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.
Privacy is important to us. Please review our Applicant Privacy Notice.
Important Notice
We have been made aware of fraudulent activities where individuals are impersonating our company and offering fake job opportunities. Please note, Outset Medical will never request payment or gift cards during the hiring process, nor will we ask you to purchase your own equipment. Anyone reaching out to you with an email address ending in @outsetmedical.cc, is not a legitimate Outset representative. For legitimate opportunities, always apply directly through our official careers page. If you are unsure about the authenticity of a communication, contact us immediately at peopleops@outsetmedical.com.
EQUAL EMPLOYMENT OPPORTUNITY STATEMENT
Outset Medical is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind on the basis of race, color, national origin, religion, gender, gender identity, sexual orientation, disability, genetic information, pregnancy, age, or any other protected status set forth in federal, state, or local laws. This policy applies to all employment practices within our organization.
Outset Medical
BIOTECHNOLOGY
Dialysis Device
LocationSAN JOSE, CA
Open Jobs32
This listing was originally posted on Outset Medical's careers page. Formulate is an equal opportunity job aggregator and is not involved in the hiring process. Where salary information is estimated, it is derived from BLS industry benchmarks and may differ from actual compensation.