Job Function: Director of Strategic Accounts

Job Family: Direct Sales (IC)

Job Overview

The Director of Strategic Accounts is responsible for developing, managing, and expanding executive-level relationships with US Integrated Delivery Networks (IDNs), health systems, and specialty provider networks across the United States. Representing both Natus Sensory Businesses, Otometrics and Newborn Care, this individual will partner with healthcare organizations seeking to improve clinical outcomes, operational efficiency, and standardization across their care environments.

This role focuses on identifying and executing enterprise-wide opportunities that align organizational priorities with innovative diagnostic, screening, and workflow solutions. The Sales Executive will engage key stakeholders across executive leadership, procurement, clinical operations, physician groups, and service line leadership to drive strategic partnerships, standardization initiatives, and long-term growth.

Reporting to the Senior Director of Sales, Otometrics North America, this highly collaborative position works closely with Product Management, Research & Development, Operations, Marketing, Clinical Affairs, and regional sales teams to ensure customer needs are translated into meaningful solutions and future product innovations.

Key Responsibilities

• Develop and manage strategic relationships with large IDNs, health systems, and regional or national provider networks.
• Identify opportunities to drive standardization, operational efficiencies, and improved clinical outcomes through Otometrics and Natus Sensory Newborn Care solutions.
• Engage executive, clinical, procurement, and operational stakeholders to understand organizational priorities and align solutions to customer needs.
• Lead complex enterprise sales opportunities, including strategic planning, value proposition development, and contract negotiations.
• Serve as a trusted advisor to customers and a voice of the customer internally, providing market insights and feedback to Product Management, R&D, and Operations.
• Collaborate with cross-functional teams to develop and execute strategic account plans that support long-term growth and customer success.
• Partner with regional sales teams to ensure effective execution of national and enterprise initiatives.
• Maintain a strong understanding of healthcare market trends, consolidation activity, and competitive dynamics.

Qualifications

• Bachelor's degree or equivalent experience.
• 7+ years of experience in healthcare, medical device, or strategic account sales.
• Demonstrated success selling to IDNs, health systems, physician networks, or other complex healthcare organizations.
• Experience managing executive-level relationships and navigating multi-stakeholder sales processes.
• Strong business acumen, communication, negotiation, and presentation skills.
• Proven ability to work effectively across sales, product, operations, and leadership teams.
• Experience in audiology, hearing healthcare, newborn care, diagnostics, or related healthcare markets preferred.
• Willingness to travel as needed to support customer and business objectives.

Success Measures

• Growth of strategic IDN and provider network partnerships.
• Achievement of revenue and strategic account objectives.
• Expansion of enterprise standardization initiatives.
• Executive stakeholder engagement and customer satisfaction.
• Contribution to product innovation through customer and market insights.

Pay Transparency Details: The actual base pay offered will vary depending on multiple factors including job-related knowledge/skills, experience, business needs, geographical location, and internal equity. At Natus, it is not typical for an individual to be hired at or near the top end of the range.

What We Offer!
• Medical Plans
• Wellness Program
• Dental & Vision Benefits
• EAP Services
• Legal Services
• 401(k)
• 4 weeks of PTO
• 2 Floating Holidays
• 7 Company Holidays
• HSAs (Employer HSA contribution available, dependent on plan selection.)
• Dependent Care FSA
• Disability Benefits,
• Life Insurance Benefits
• Tuition reimbursement and more!