National Account Director
Position Overview
The National Accounts Director owns the enterprise growth strategy for assigned national health systems, converting contract access into system-wide adoption of Tablo across acute-care settings. This role serves as the quarterback for complex accounts: building executive alignment, establishing clear expansion priorities, removing barriers to facility-level engagement, and coordinating execution across regions and sites.
Success requires equal strength in strategy and follow-through. You'll create top-down and bottom-up account plans, lead C-suite and system-level relationships, and partner with Area Sales Managers and cross-functional teams to translate enterprise opportunity into measurable penetration, predictable revenue, and long-term customer value.
Own the Enterprise Account Strategy
National account growth begins with a clear view of how Outset creates the greatest system-wide value.
Develop and own strategic account plans for assigned national health systems, including facility targets, sequencing, growth milestones, and executive engagement priorities.
Assess system-level opportunity, installed-base performance, treatment pull-through, whitespace, competitive dynamics, and barriers to adoption.
Translate enterprise priorities into coordinated action plans for regions, facilities, and internal partners.
Maintain a clear view of account progress, risks, forecast, and next-best actions.
Create Access and Drive System-Wide Penetration
The opportunity is not simply to secure a contract; it is to convert enterprise access into sustained adoption across the system.
Build trusted relationships with C-suite, clinical, financial, operational, supply chain, and other system-level stakeholders.
Establish and maintain national agreements and remove procurement, contracting, and access barriers that prevent facility-level engagement.
Identify opportunities to expand Tablo into additional hospitals, service lines, and acute-care applications within assigned accounts.
Lead regular executive business reviews to assess performance, unlock new opportunities, and advance the relationship.
Track system-level penetration, treatment pull-through, expansion milestones, and progress against the account plan.
Quarterback Cross-Functional Execution
National accounts require one enterprise strategy and coordinated execution across many teams and geographies.
Align ASMs and field leadership on account priorities, facility sequencing, stakeholder engagement, and ownership.
Partner with Clinical Sales, Marketing, Finance, Legal, and Operations to support product launches, pricing, demonstrations, implementation, and expansion.
Provide field teams with clear account context, tools, resources, and executive air cover while maintaining ownership of the enterprise relationship and strategy.
Create scalable practices, references, and expansion approaches that apply across systems.
Build the Value Case and Negotiate
Complex health-system decisions require a compelling case for change and agreements that support durable growth.
Lead consultative discovery to understand system priorities, economics, decision dynamics, and adoption requirements.
Develop and present business cases, ROI models, and executive recommendations that demonstrate the value of Tablo.
Lead complex negotiations involving capital equipment, pricing, software, IT, cybersecurity, compliance, and long-term commercial terms.
Secure agreements and annual commitments that support predictable, mutually valuable growth.
Deliver Results
Strong national-account leadership is measured by both enterprise outcomes and disciplined execution.
Meet or exceed quarterly and annual sales objectives for assigned accounts.
Provide leadership with clear, actionable account plans, forecasts, risks, 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 large health-system or integrated delivery network accounts across multiple sites or regions.
Strong consultative-selling, contracting, negotiation, and executive-presentation capability.
Experience building alignment across C-suite, clinical, operational, financial, and procurement stakeholders while leading cross-functional work without direct authority.
Ability to travel up to 75%.
Preferred Qualifications
Experience leading national or enterprise account strategy in hospitals, health systems, or integrated delivery networks.
Experience introducing disruptive technology and scaling adoption across multiple facilities.
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