Director of Sales - Healthcare

Company Overview

IDMe is the next-generation digital identity wallet that simplifies how individuals securely prove their identity online. Consumers can verify their identity with IDMe once and seamlessly login across websites without having to create a new login and verify their identity again. Over 175 million users experience streamlined login and identity verification with IDMe at 22 federal agencies, 50 state government agencies, and more than 100 healthcare organizations. Over 600 consumer brands use IDMe to verify communities and user segments to honor service and build more authentic relationships. IDMe’s technology meets the federal standards for consumer authentication set by the Commerce Department and is approved as a NIST 800-63-3 IAL2 / AAL2 credential service provider by the Kantara Initiative. IDMe is committed to “No Identity Left Behind” to enable all people to have a secure digital identity. To learn more, visit https://network.id.me/.

IDMe is a full-time, in-office culture. Unless a specific job description explicitly states otherwise, all roles are on-site five days per week at one of our offices in McLean, VA; Mountain View, CA; New York City, NY; or Tampa, FL. Certain roles — such as field-based sales or other remote-by-design positions — may have different work arrangements as noted in their individual postings.

At IDMe, we embrace the thoughtful use of AI tools in our daily work and there are even occasions where we leverage AI in our hiring process. However, during the interview process, we want to understand your individual skills and experiences. Therefore, we have guidelines on how AI can be appropriately used during your application and interviews which can be found here.

As the Director of Sales - Healthcare, you will lead a team of Strategic Account Executives and Managers in driving IDMe’s go-to market strategy for the country’s largest healthcare organizations. Your efforts will dovetail with the IDMe Federal team’s expanding support to HHS, CMS, and the Health Tech Ecosystem. Our current customer base includes large hospital systems, EMR’s, consumer tech platforms, and provider tech platforms. 

You will be responsible for managing and expanding an existing high-performing team with deep technical and industry expertise that is driving innovation and interoperability across the healthcare sector. In this role, you will be developing strategies to grow IDMe’s partnerships with payers, providers, health tech, EMR’s, and other channels. You will be seen as a thought leader and expert on digital identity and interoperability and will build creative access solutions alongside the industry’s largest players. You will show customers how digital identity can unlock better data quality and care outcomes. Success for IDMe partners includes increased access rates to health services through digital channels, fraud prevention, improved customer experience, and improved workflow efficiency. 

The CMS Health Tech Ecosystem initiative is a one-in-a-generation opportunity to make health information more accessible and health care more affordable. As a category-defining technology, IDMe is helping make this future healthcare vision possible. 

The Impact You Will Make

• Build a high-performing, technically-deep field sales team obsessed with improving data quality and patient outcomes for Payers, Providers, and Health Tech infrastructure
• Drive the entire sales process and solution delivery process internally and externally, running your territory as your own business and collaboration across IDMe functions.
• Understand the strategic competitive landscape and customer needs to effectively position IDMe’s industry leading solutions. This is a large, untapped market that requires solving problems for, and selling to, sophisticated buyers.
• Manage complex sales cycles from start to finish with a track record of successful revenue attainment.
• Leverage opportunities within relevant networks while establishing mutually beneficial relationships with strategic partners and alliances.
• Create cross-functional relationships while pulling together different business units to create a “fly-wheel” of benefits across IDMe partners and end users
• Leverage data to build and manage customers, pipeline, team performance, and operational forecasts

About You

• You are a proven Healthcare Sales Leader with a 10+ year track record of driving teams to consistently exceed quotas and plans.
• You have a natural curiosity and technical mind, with an eagerness to deeply understand the nuance of a novel product’s value to a highly regulated, fast-moving sector. 
• You are a coach and mentor to on-board and grow the skill sets of sales team members.
• You are highly collaborative, working across different levels and functions internally to break down sales blockers and problem-solve for partners.
• You have a network and proven track record selling stand-alone software solutions to major hospitals and health systems in the US.
• You have a reputation as an analytical problem solver, using metrics to measure the performance of your team and identify improvement opportunities.
• You are an excellent communicator that can take complex topics, distill them into easy-to-understand messages, and motivate sales professionals.
• You have a bias to act and have an entrepreneurial mindset.

Qualifications of the Sales Director - Healthcare

• 10+ years of enterprise SaaS sales experience with 5+ years of stable sales leadership showing year over year growth
• Track record exceeding quotas selling to major public and private Healthcare and Hospital Systems across numerous US states
• BA or Graduate degree in economics, engineering, or another quantitative field 
• Successful and consistent quota attainment for team over multiple years
• Expert in the operating and technical adoption cadence of enterprise healthcare systems
• Highly preferred candidates will have experience selling or consulting on digital authentication, identity, KYC (Know-Your-Customer), digital wallet, or eID/Mobile ID technology

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IDMe maintains a work environment free from discrimination, where employees are treated with dignity and respect. All IDMe employees share in the responsibility for fulfilling our commitment to equal employment opportunity. IDMe does not discriminate against any employee or applicant on the basis of age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. IDMe adheres to these principles in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, social and recreational programs, and discipline. In addition, IDMe's policy is to provide reasonable accommodation to qualified employees who have protected disabilities to the extent required by applicable laws, regulations and ordinances where a particular employee works. Upon request we will provide you with more information about such accommodations.

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