Role Summary You win new logos. As a Regional Sales Director on Clearwave's Core sales team, you own the full new-business motion across your territory, from first outreach to signed Contracts. You'll sell to practice owners, physicians, practice administrators and revenue cycle leaders at physician offices and specialty groups.
You run disciplined, value-led sales cycles and use AI-powered tools to prospect smarter and close with confidence. We give you a proven platform and a strong brand in healthcare. You turn it into revenue.
This is a sales role; this is not a leadership role.
What You'll Do - Own new-logo acquisition across a defined regional territory: build pipeline, run deals and close.
- Prospect outbound with AI-assisted tools to find high-intent physician offices and specialty groups and create net-new opportunities.
- Lead value-based sales cycles with practice owners, physicians, practice administrators, revenue cycle leaders and other operational decision-makers.
- Run strong discovery, then translate front-office, revenue cycle and patient access challenges into a clear, quantified business case and ROI.
- Partner with Solutions Engineering to deliver sharp, tailored product demos that connect Clearwave's AI Agents to each practice's workflows and outcomes.
- Build proposals and pricing, then negotiate and complete the contract.
- Keep every deal healthy: a timeline tied to an agreed-upon close date, budget confirmed with pricing and ROI shared, and Clearwave secured as the vendor of choice.
- Maintain rigorous pipeline hygiene and accurate forecasting in Salesforce, and use Gong to review calls and sharpen your deals.
- Represent Clearwave at conferences, trade shows, seminars and other field events in your region.
- Partner with Marketing and Business Development to generate leads, speed up deal velocity and improve win rates.
- Share frontline market feedback to shape product positioning and go-to-market strategy.
- Consistently meet and exceed new-logo revenue targets.
What You Bring - 5+ years of B2B SaaS sales experience closing new business, with proven success selling into healthcare.
- A track record of hitting and exceeding quota in outbound-driven, full-cycle roles.
- Comfort building your own pipeline through prospecting and lead development, not just working inbound leads.
- Familiarity with physician office and clinic environments, including patient registration, scheduling and revenue cycle workflows.
- Strong discovery, storytelling, presentation and negotiation skills, with executive presence in front of physicians and practice leaders.
- Exceptional closing skills and the ability to articulate the value of a SaaS platform in terms of revenue, efficiency and patient experience.
- Fluency with modern sales tools such as Salesforce, Gong, LinkedIn Sales Navigator and Microsoft 365 (Outlook, Teams, Word and Excel).
- Ability to use and improve AI-generated outreach, deal insights and forecasts.
- A high-ownership mindset: you run your territory like a business.
- Excellent time management, curiosity and a relentless drive to win.
- Bachelor's degree from an accredited college or university, or equivalent sales experience.
- Hold a valid driver's license and be willing to travel up to 40%.
Nice to Have - Experience selling patient engagement, patient intake, practice management, EHR or revenue cycle solutions.
- Formal sales training in a methodology such as MEDDPICC, Challenger, SPIN or Sandler.
- An existing network of practice administrators and physician leaders in your territory.
- Early adoption of agentic AI tools in your own sales workflow.
Physical demands: Sitting constantly (5.5+ hours a day), with frequent keyboarding and screen use. Standing and walking occasionally (up to 2.5 hours a day). No lifting, carrying, reaching overhead, crawling, kneeling or bending required. Must be able to travel by car and plane.
Work environment: Work is performed mainly in a home office, at customer sites and at industry events. Noise levels are usually quiet to moderate.
This job description covers the essential functions and basic duties of the role. It is not an exhaustive list of all responsibilities, skills and abilities. Management may assign or reassign duties at any time, and the Company reserves the right to change this description as needed.
