Sales Director, New Business & Customer Growth

Job Description
Title: Sales Director, New Business & Customer Growth

Team: Sales

Location: Hybrid preferred; remote considered with strong proximity to one of our hubs (Burlington, Houston, Waterloo)

About the Role

As we introduce new products, we are looking for an experienced sales leader who can turn that opportunity into customer value and sustained growth. Someone who loves selling, knows how to lead, and takes real satisfaction in helping others succeed.You will lead a team of 3-6 sales and customer success professionals (we call them ACEs), combining new customer acquisition with commercially focused customer success. This is a true player-coach position: you will personally lead selected strategic opportunities and customer relationships while coaching, developing, and holding the team accountable for its performance. For now, our team blends hunting and farming. We need to win new customers, retain and grow existing relationships, and earn the kind of customer advocacy that opens doors. You will make that combination work today and help shape how the team develops as we grow.Central to your role is the Mach7 Loop: Great customer outcomes 10 positive references 10 stronger marketing and sales 10 new customers and growth 10 further investment in our products and customer experience. You will help make this a repeatable way of working, not just an aspiration.

What You'll Do

Lead, inspire, and develop the team. Set clear expectations, priorities, and goals. Coach through real customer conversations, account planning, deal strategy, and negotiations, not just pipeline reviews. Recognize progress, address performance gaps early, and help people build the skills and confidence to succeed. Create an environment where people raise concerns openly, take ownership, and work together to solve problems. Your job is to make the team more capable, not to become the person every decision depends on.

Win new business and lead by example. Carry a focused personal portfolio of strategic opportunities alongside accountability for team results. Help the team identify the right prospects, understand their needs, qualify them well, build relationships across clinical, technical, and executive stakeholders, and develop compelling business cases. Bring discipline and momentum to complex healthcare buying processes, from first conversation through signed contract.

Retain and grow our customers. Own the commercial side of customer success: account strategy, executive relationships, renewals, retention, and expansion. Stay close enough to customers to understand whether they are receiving the value they expected, where risks are emerging, and where Mach7 can help them do more. Partner closely with technical support and implementation colleagues, who lead technical delivery and issue resolution, to provide coordinated communication and follow-through.

Earn references that support growth. Work with customers and our technical teams to turn successful outcomes into trusted advocacy. Build a growing network of customers willing to participate in reference calls, peer introductions, case studies, events, and other agreed activities. Partner with marketing to bring those stories to the market and with sales to connect prospects with relevant customer experiences. References are earned through delivery, trust, and a strong relationship.

Turn new products into commercial results. Partner with product, technical, and marketing leaders to translate new capabilities into clear customer value, focused sales plays, and effective launches. Help the team sell the problem we solve, not simply the features we offer. Bring customer insight back into the business, align customer commitments with delivery plans, and equip the team to sell confidently and accurately.

Build a disciplined, AI-enabled sales operation. Maintain clear account ownership, useful CRM information, credible forecasts, and practical deal plans. Know the difference between an encouraging conversation and a qualified opportunity. Use AI thoughtfully to improve research, preparation, account insight, and execution while protecting customer information and applying sound judgment. Build processes that help people sell rather than burying them in administration.

What We're Looking For

Required

• Proven sales and leadership experience. You have personally won complex enterprise healthcare technology deals and led salespeople to stronger performance.

• Both hunter and farmer instincts. You can create opportunities and close new business, while also building long-term relationships that lead to retention, expansion, and advocacy.

• Strong coaching and commercial judgment. You know how to diagnose a stalled deal, develop a salesperson, negotiate responsibly, and make an honest forecast. You balance growth with pricing discipline and commitments the business can deliver.

• A constructive, collaborative leadership style. You bring energy, resilience, and solutions without ignoring difficult facts. You challenge respectfully, work well with technical colleagues, and follow through. You are curious about AI and willing to improve how you and your team work.

Preferred

• Direct experience in medical imaging or enterprise imaging.
• Experience leading commercially focused customer success, including retention, expansion, and customer advocacy.
• Experience translating new products or capabilities into focused sales plays and commercial results.

We recognize that candidates bring diverse experiences and backgrounds. If you don't meet every requirement, we still encourage you to apply! Many strong candidates don't check every box. We value potential, growth, and impact as much as experience.

Who You Are

• An experienced player-coach who enjoys selling, developing others, and sharing accountability for results.

• A disciplined commercial leader who can distinguish an encouraging conversation from a qualified opportunity and forecast honestly.

• A collaborative partner who builds trust across customer, clinical, technical, product, marketing, and executive stakeholders.

• A constructive, resilient leader who raises difficult facts, solves problems, follows through, and helps others succeed.

• Curious about AI and motivated to use it thoughtfully to improve research, preparation, account insight, and execution.

What Success Looks Like

You deliver against personal and team sales goals, with a consistent cadence of signed new-customer and expansion contracts. Customers renew, grow, and increasingly recommend Mach7 to their peers. Marketing and sales have a stronger base of credible customer stories and references. Your pipeline is well qualified, your forecasts are dependable, and risks surface early enough to address. Your team becomes more skilled, confident, and accountable, with success shared across the group rather than dependent on one individual. Above all, growth comes from delivering value customers recognize and trust.