This is a direct sales, individual contributor position focused on winning new strategic partnerships with the top 125 Integrated Delivery Networks (IDNs) in an assigned regional territory. You can be based anywhere within the United States. Who You Are You are a dynamic, high-energy enterprise seller who has built your career selling technology-enabled services, software or platforms into large health systems. You have closed complex, multi-stakeholder deals at the C-suite level, and you are comfortable selling a solution that combines clinical services with the technology that makes them work.
Your expertise spans the entire patient journey, which equips you to have deep, insightful conversations with health system executives about access, throughput and outcomes. Behavioral health experience is a plus. A proactive self-starter, you research each system's needs and build tailored solutions with internal and external partners, and you thrive in a role where you can pave the path for innovative solutions.
Because you have sold this kind of solution before, you ramp quickly. You expect to be in front of executives in your first month and closing business within your first four months.
Why This Role Matters Health systems are under pressure to expand access to behavioral health care, and many do not have the psychiatrists to do it. Even where capacity exists, half of behavioral health referrals still never reach care. Iris closes that gap two ways: Iris Medical Group delivers clinically sound and financially sustainable care embedded in partner workflows, and Iris Labs adds the intelligence and routing that carry each patient to a completed visit.
Capacity is how we enter. Completion is what we sell. As Strategic Partnerships Director, you bring that full story to the largest health systems in the country. Each new strategic partnership means more patients get timely, high-quality care in their own communities, and it sets the foundation for Iris's growth.
What You'll Be Doing As Strategic Partnerships Director, you will win new strategic partnerships with the top 125 IDNs in your territory. You will be an individual contributor with a personal quota, and you should be prepared to travel up to 25% of the time to meet prospective partners, attend conferences, and participate in leadership meetings.
You own each new logo for its first 12 months after signature and can sell any additional Iris product into it during that time. At month 13, the account and all future opportunities move to our Partner Success team. Our 2027 portfolio: Scheduled Services, On-Demand Services and Virtual Care; the Women's Health and Oncology service lines; Advisory Services and 340B; and Iris Labs solutions including Iris Insights, Network Intelligence and Referral Management.
In this role, you will:
- Win new strategic partnerships across the top 125 IDNs in your territory, leading with Iris capacity and attaching service lines, Advisory Services and Iris Labs solutions
- Establish and deepen trust-based relationships with health system executives (CEOs, CFOs, CMOs, CDOs/CTOs and behavioral health leaders), drawing on your strong existing connections
- Apply your understanding of the patient journey and health system workflow to diagnose access gaps and shape system-wide solutions that combine clinical services and technology
- Use Iris Insights and Network Intelligence data to build a fact-based case for change with each prospect
- Partner with Solutions, Clinical, Iris Labs and BDR teams to craft, price and sell large-scale, system-wide deployments
- Lead sales meetings and deliver persuasive presentations to key stakeholders and decision makers
- Identify, develop, qualify, and close business opportunities to achieve revenue targets, using Salesforce to maintain accurate forecasts and essential sales data
What Success Looks Like Within 30 days:
You are fluent in Iris's services, Iris Labs solutions, value story and sales process. You have built a territory plan with a prioritized list of target health systems in Salesforce, activated your existing executive relationships, and booked your first executive meetings.
Within 60 days:
You are leading executive meetings at your highest-priority targets with internal partners alongside you. You have a qualified pipeline across services and Iris Labs solutions, and your first proposals are in development.
Within 120 days:
You are closing new business and are halfway to your annual plan, with healthy pipeline coverage for the rest of the year. You are a trusted voice in shaping how Iris sells to large health systems.
What You'll BringYou might be a great fit for this role if you:
- Have 7+ years of full-time, quota-carrying enterprise sales experience into health systems with a record of top-tier performance; demonstrated skills, behaviors, and readiness to take ownership matter more to us than a specific number of years
- Have sold technology-enabled services, SaaS, health IT, telehealth or population health platforms, ideally where software and services are sold together
- Have a history of negotiating and closing complex, multimillion-dollar deals (ideally $5M+) with large IDNs and many stakeholders
- Can leverage and expand an established network of executive-level contacts in health systems, and bring executive presence to presentations, calls, emails, and face-to-face conversations
- Take a strategic, consultative approach to long sales cycles, with the judgment to lead negotiations, resolve conflicts, and make quick decisions in ambiguous situations, and use Salesforce to manage your opportunities
- Bring behavioral health experience, which would set you apart
- Care deeply about healthcare transformation, bring a contagious enthusiasm grounded in pragmatism, and want a role where culture fit and mission matter
A bachelor's degree in business, marketing, or a related field is helpful, but we're most interested in your skills, capabilities, and ability to learn and grow in the role.
What's In It For You? We care about our employees and want to make sure they have everything they need to do their job well. To us, that means having the resources live their best life (both at work and at home):
- Highly competitive compensation (base salary + bonus + stock options)
- Generous PTO policy + colleagues who insist on covering for you so you can truly unplug
- 100% of the premium cost of healthcare for you and 75% for your dependents
- $50/month for a gym membership
- $50/month for your cell phone bill
- 100% employer-paid life insurance coverage
- 401k Plan with company match
- Optional: Short-term and long-term disability insurance
- Coworkers who create Slack channels like "sometimesiwetmyplants"
Compensation - Base Salary: $160,000 - $180,000 annually, depending on experience and qualifications
- Variable Compensation: Annual target commission of $150,000; actual commission earned is uncapped and based on individual performance against quota
- Equity: Eligible for Incentive Stock Options (ISOs) upon hire, subject to standard vesting schedule
Who You'll Work With These awesome individuals are the leaders of our Enterprise team. A hire joining this team would report directly to Kim Thomas.
- Kim Thomas, Vice President of Strategic Solutions
- Donna Robinson, Chief Growth Officer
