National Account Director

Position Overview

The National Accounts Director owns the enterprise growth strategy for assigned national health systems, converting contract access into system-wide adoption of Tablo across acute-care settings. This role serves as the quarterback for complex accounts: building executive alignment, establishing clear expansion priorities, removing barriers to facility-level engagement, and coordinating execution across regions and sites.

Success requires equal strength in strategy and follow-through. You'll create top-down and bottom-up account plans, lead C-suite and system-level relationships, and partner with Area Sales Managers and cross-functional teams to translate enterprise opportunity into measurable penetration, predictable revenue, and long-term customer value.

Own the Enterprise Account Strategy

National account growth begins with a clear view of how Outset creates the greatest system-wide value.

• Develop and own strategic account plans for assigned national health systems, including facility targets, sequencing, growth milestones, and executive engagement priorities.
• Assess system-level opportunity, installed-base performance, treatment pull-through, whitespace, competitive dynamics, and barriers to adoption.
• Translate enterprise priorities into coordinated action plans for regions, facilities, and internal partners.
• Maintain a clear view of account progress, risks, forecast, and next-best actions.

Create Access and Drive System-Wide Penetration

The opportunity is not simply to secure a contract; it is to convert enterprise access into sustained adoption across the system.

• Build trusted relationships with C-suite, clinical, financial, operational, supply chain, and other system-level stakeholders.
• Establish and maintain national agreements and remove procurement, contracting, and access barriers that prevent facility-level engagement.
• Identify opportunities to expand Tablo into additional hospitals, service lines, and acute-care applications within assigned accounts.
• Lead regular executive business reviews to assess performance, unlock new opportunities, and advance the relationship.
• Track system-level penetration, treatment pull-through, expansion milestones, and progress against the account plan.

Quarterback Cross-Functional Execution

National accounts require one enterprise strategy and coordinated execution across many teams and geographies.

• Align ASMs and field leadership on account priorities, facility sequencing, stakeholder engagement, and ownership.
• Partner with Clinical Sales, Marketing, Finance, Legal, and Operations to support product launches, pricing, demonstrations, implementation, and expansion.
• Provide field teams with clear account context, tools, resources, and executive air cover while maintaining ownership of the enterprise relationship and strategy.
• Create scalable practices, references, and expansion approaches that apply across systems.

Build the Value Case and Negotiate

Complex health-system decisions require a compelling case for change and agreements that support durable growth.

• Lead consultative discovery to understand system priorities, economics, decision dynamics, and adoption requirements.
• Develop and present business cases, ROI models, and executive recommendations that demonstrate the value of Tablo.
• Lead complex negotiations involving capital equipment, pricing, software, IT, cybersecurity, compliance, and long-term commercial terms.
• Secure agreements and annual commitments that support predictable, mutually valuable growth.

Deliver Results

Strong national-account leadership is measured by both enterprise outcomes and disciplined execution.

• Meet or exceed quarterly and annual sales objectives for assigned accounts.
• Provide leadership with clear, actionable account plans, forecasts, risks, and progress updates.
• Represent Outset with executive presence, integrity, sound judgment, and strong follow-through.
• Comply with all company quality and commercial policies.

Required Qualifications

• Bachelor's degree or equivalent experience.
• Ten or more years of successful MedTech or complex healthcare sales experience, including at least five years in capital sales.
• Demonstrated success growing large health-system or integrated delivery network accounts across multiple sites or regions.
• Strong consultative-selling, contracting, negotiation, and executive-presentation capability.
• Experience building alignment across C-suite, clinical, operational, financial, and procurement stakeholders while leading cross-functional work without direct authority.
• Ability to travel up to 75%.

Preferred Qualifications

• Experience leading national or enterprise account strategy in hospitals, health systems, or integrated delivery networks.
• Experience introducing disruptive technology and scaling adoption across multiple facilities.
• Experience with software, analytics, EMR integration, or healthcare IT solutions.
• Experience in dialysis, kidney care, or another complex capital-equipment market.