Sr. Director, Sales

About the Role

The 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.

Key Responsibilities

• Own and execute the HME sales strategy aligned to company revenue and growth objectives
• Lead, coach, and develop a 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 & Experience

Required 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