About the RoleThe Sr. Director, Sales of Home Medical Equipment (HME) Sales is responsible for leading and scaling the company's HME-focused SaaS revenue engine. This role owns sales strategy, execution, and team leadership for a sales organization, driving lead generation, new customer acquisition, and retention across HME providers ranging from small business, mid-market to enterprise.
This leader partners closely with Marketing, Customer Success, Product, and Strategic Partnerships to deliver predictable growth, shorten sales cycles, and position the company as a trusted technology partner within the HME ecosystem.
Responsibilities- Own and execute the HME sales strategy aligned to company revenue and growth objectives
- Lead, coach, and develop sales professionals (new business, account management, or hybrid, as applicable)
- Establish clear performance expectations, KPIs, and accountability across the team
- Drive a high-performance, customer-centric sales culture
- Achieve and exceed bookings, ARR, and retention targets within the HME segment
- Oversee pipeline generation, forecasting accuracy, and deal execution
- Actively participate in strategic and enterprise-level deals
- Build trusted executive relationships with HME owners, operators, and clinical leaders
- Gather market and customer insights to inform product roadmap and go-to-market strategy
- Partner with Marketing on demand generation, messaging, and vertical-specific campaigns
- Work closely with Customer Success to ensure smooth handoffs, adoption, renewals, and upsell
- Coordinate with Strategic Partnerships (e.g., manufacturers, integrated platforms) to drive joint opportunities
- Implement and optimize sales processes, playbooks, and CRM discipline
Qualifications & ExperienceRequired Experience
- 5-10+ years of progressive sales leadership experience, preferably in SaaS
- Direct experience selling to Home Medical Equipment (HME), DME, or closely related healthcare providers
- Proven track record of leading and scaling sales teams with consistent quota attainment
- Strong understanding of SaaS metrics (ARR, CAC, churn, expansion)
- Experience managing complex, consultative sales cycles
Preferred Experience
- Experience selling workflow, revenue cycle, or operational software in healthcare
- Familiarity with HME regulatory and reimbursement environments
- Experience partnering with channel or technology integration partners
- Background working with mid-market and enterprise healthcare customers
Benefits- Medical, Dental, and Vision Coverage: Comprehensive plans with options for low-to-no-cost premiums.
- Employer HSA Contribution: Company-funded contributions to your Health Savings Account.
- 401(k) Retirement Plan
- Equity Incentive Plan
- Annual Company-Wide Bonus: Opportunity for up to 15% bonus based on company performance.
- Remote-First Culture: We are remote-first with a dedicated NYC office and reimbursement options for co-working spaces.
- Flexible Vacation Policy
- Summer Fridays: 5 additional Fridays off during the summer (separate from PTO).
- Home Office and Wellness Stipend
- Monthly Internet Stipend
- Annual Learning and Development Stipend
Base Salary Band (based on experience and level)$155,000 - $175,000
