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Role Description

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 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

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): $120,000 - $165,000