Note: This is an individual contributor position reporting to the Vice President of Community Sales and responsible for the Central & Eastern U.S. Territory.
What You'll Be Doing

As a Clinical Partnerships Director, you will own the full sales cycle for new healthcare partnerships - from prospecting and discovery through proposal, negotiation, and close. You will be the face of Iris Telehealth for prospective partners, and a critical connector between their clinical needs and our solutions.

In this role, you will:

• Lead new business acquisition by identifying, prospecting, and qualifying healthcare organizations that would benefit from Iris's telepsychiatry services

• Drive the full sales cycle from initial outreach and discovery calls through demos, proposals, negotiations, and deal closure

• Build and maintain trusted relationships with C-level executives, clinical leaders, and operational decision-makers at prospective partner organizations

• Conduct compelling sales presentations and demos tailored to the specific clinical, operational, and financial context of each prospect

• Develop and execute territory strategies that prioritize the highest-value opportunities and move the needle on pipeline growth

• Maintain accurate and up-to-date records in the CRM, including pipeline status, activity logs, and sales forecasts

• Collaborate cross-functionally with internal teams - including clinical operations, account management, and solutions - to deliver a seamless prospect experience and set up new partners for success

• Represent Iris Telehealth at industry trade shows, conferences, and site visits (approximately 20% travel)

What Success Looks Like

Within 3 months:

You have completed onboarding and are deeply fluent in Iris's solutions, value proposition, and sales process. You have inherited and assessed any existing pipeline, established a prospecting cadence, and are actively running discovery calls with new prospects in your territory.

Within 6 months:

You have a healthy, qualified pipeline at multiple stages of the funnel and are delivering accurate forecasts. You have closed your first new partnership(s) and have demonstrated a clear command of the consultative sales approach that resonates with healthcare decision-makers.

Within 12 months:

You are consistently achieving or exceeding quota, operating with a high degree of autonomy, and have established a reputation as a trusted partner in your market. You are contributing meaningfully to the team's collective learning - sharing what's working, flagging what isn't, and helping shape how we grow.

What You'll Bring

You might be a great fit for this role if you:

• Have 5+ years of experience in a sales or business development role; demonstrated skills, behaviors, and readiness to take ownership matter more to us than a specific number of years

• Have experience with long, consultative sales cycles focused on new customer acquisition in complex or regulated industries (healthcare experience is a strong plus)

• Have a track record of consistent quota over-achievement in competitive markets

• Are a natural relationship builder who earns trust with senior decision-makers through credibility, curiosity, and follow-through

• Know how to develop and execute a territory strategy - you can identify the right targets, prioritize your pipeline, and stay disciplined about where you invest your time

• Are highly proficient with CRM tools (Salesforce or equivalent) and use data to manage your business, not just report on it

• Communicate clearly and persuasively - in writing, on calls, and in formal presentations - and can adapt your style to clinical, operational, or executive audiences

• Are based in or have deep familiarity with the Central or Eastern United States regions - this role covers the Eastern Territory, and proximity to your market is a meaningful advantage (though strong candidates from outside the region are still encouraged to apply)

A bachelor's degree in a relevant field is helpful, but we're most interested in your skills, capabilities, and ability to learn and grow in the role.

How We Work at Iris Telehealth

We evaluate team members not only on what they deliver, but how they work and the impact of their contributions over time.

Behavior (How You Work)

• Consultative by default: You invest time in deeply understanding a prospect's clinical gaps, operational realities, and strategic goals before positioning Iris's services. You lead with empathy and insight, not a script.

• Dependable and proactive: You reliably follow through on commitments - to prospects, partners, and teammates. When you see a problem, you name it and move toward a solution rather than waiting for direction.

• Communicates with clarity and intent: Whether you're navigating a complex multi-stakeholder deal or providing a pipeline update to your manager, you communicate with transparency, precision, and the other person's perspective in mind.

• Growth-oriented: You treat every lost deal, every piece of feedback, and every new market challenge as an opportunity to sharpen your approach. You are genuinely open to coaching and bring that same learning orientation to every rep you interact with.

Impact (How Your Work Scales)

• Builds pipeline that matters: You consistently generate high-quality leads through disciplined prospecting and strategic outreach - not just volume. Your pipeline reflects real opportunities, and your forecasts are accurate enough to drive meaningful business planning.

• Earns and extends trust: The partnerships you close are built on relationships - which means the accounts you win are more likely to retain, expand, and refer. Your work creates a ripple effect beyond the initial signature.

• Elevates the team's game: You bring your wins, your losses, and your market intelligence back to the team. Your contributions help Iris sharpen its go-to-market approach, improve its pitch, and better serve the communities we partner with.

What's In It For You?

We care about our employees and want to make sure they have everything they need to do their job well. To us, that means having the resources live their best life (both at work and at home):

• Highly competitive compensation (base salary + bonus + stock options)

• Generous PTO policy + colleagues who insist on covering for you so you can truly unplug

• 100% of the premium cost of healthcare for you and 75% for your dependents

• $50/month for a gym membership

• $50/month for your cell phone bill

• 100% employer-paid life insurance coverage

• 401k Plan with company match

• Paid parental leave

• Optional: Short-term and long-term disability insurance

• Coworkers who create Slack channels like "sometimesiwetmyplants"

Compensation

• Base Salary:$75,000 - $95,000 annually, depending on experience and qualifications

• Variable Compensation: Annual target commission of $57,000; actual commission earned is uncapped and based on individual performance against quota

• Equity: Eligible for Incentive Stock Options (ISOs) upon hire, subject to standard vesting schedule

Who You'll Work With

These awesome individuals are the leaders of our Community sales team. A hire joining this team would report directly to Marshall Whitt.

• Marshall Whitt, Vice President of Community Sales

• Donna Robinson, Chief Growth Officer