ABOUT THE ROLE (Remote)Lead Visante's Sales Enablement function by developing the commercial strategy, market intelligence, and enablement capabilities that drive pipeline creation, improve opportunity quality, and maximize Sales VP effectiveness. The Senior Director will also lead the Inside Sales team responsible for qualifying opportunities, accelerating executive engagement, and creating a disciplined top-of-funnel growth engine. This individual will report to the Chief Growth Officer.
Principal Duties and Responsibilities- Lead, coach, and develop the Inside Sales team; establish performance expectations and KPIs; conduct regular pipeline and opportunity coaching; oversee lead qualification and opportunity progression; and standardize outreach messaging and best practices.
- Lead territory planning with each Sales VP; develop enterprise account prioritization strategies; identify white-space growth opportunities; recommend annual account investment priorities; drive executive engagement planning; and identify expansion opportunities within existing clients.
- Monitor executive leadership changes, buying signals, strategic plans, M&A activity, reimbursement and policy changes, financial distress signals, capital projects, executive recruiting, and strategic affiliations; research specialty pharmacy, infusion, ambulatory pharmacy, and 340B initiatives; and deliver weekly territory intelligence reports.
- Develop playbooks, battle cards, account briefs, executive meeting briefs, executive messaging, value propositions, sales playbooks, competitive positioning, AI enablement approaches, and sales technology optimization practices; maintain competitive intelligence and support proposal strategy.
- Develop territory investment strategies; build annual and quarterly account prioritization plans; evaluate market opportunities and white-space potential; identify existing client expansion opportunities; recommend executive engagement strategies; guide resource allocation across territories; lead territory reviews with Sales VPs; and translate market intelligence into commercial action plans.
- Partner effectively with Marketing, Sales Operations, Product SMEs, Sales VPs, and the Chief Growth Officer to align enablement work with commercial priorities.
- Drive qualified pipeline creation, existing client expansion identification, executive meetings generated, pipeline coverage, territory quality, and white-space penetration.
- Improve Inside Sales productivity, lead response time, lead qualification rate, Sales VP satisfaction, and employee development.
- Maintain forecast accuracy, CRM quality, reporting timeliness, and territory plan completion.
Requirements
Education Required: Bachelor's degree in business, healthcare administration, marketing, or a related field, or equivalent relevant experience.
Preferred: Advanced degree or additional training in healthcare strategy, commercial leadership, or sales enablement.
Experience Required: 7-10 years of experience in healthcare consulting, commercial strategy, sales enablement, business development, or healthcare sales; strong understanding of health systems and healthcare provider organizations; experience developing territory strategy, market intelligence, and account prioritization.
Preferred: Experience leading, coaching, or developing inside sales, business development, or sales development professionals; familiarity with specialty pharmacy, infusion, ambulatory pharmacy, or 340B.
Credentials Preferred: Relevant certifications in sales enablement, revenue operations, healthcare leadership, CRM, analytics, or AI-enabled sales tools.
Skills and Abilities - Proven ability to influence senior sales leaders through insight, data, and collaboration.
- Strong coach and developer of high-performing commercial talent.
- Exceptional communication, organization, and project management skills.
- Comfortable working cross-functionally with Sales, Marketing, Sales Operations, Product SMEs, and Executive Leadership.
Compensation and Benefits: We offer competitive salary and benefits for this full-time salaried role. 
