Ovatient · 3 weeks ago
Director, Head of Sales and Partnerships
United States
Full-time
Remote
Director/Executive
8+ years expOvatient is a virtual-first healthcare services company focused on delivering connected care. They are seeking a sales leader to build and own their health system and enterprise partnership engine, leading the full sales cycle and shaping the commercial strategy for growth.
Health CareMedicalPrimary and Urgent CareTelehealth
Hiring Manager
Rebecca McIlwaine
Responsibilities
Own the full sales cycle for new health system and enterprise partnerships—from prospecting and qualification through proposal, contracting, and handoff
Develop and maintain a robust pipeline of Epic-based and other health systems, IDNs, and health-system-aligned partners (e.g., clinically integrated networks, narrow networks, and employer-focused solutions)
Develop individualized outreach strategies by region and segment, leveraging your personal network and targeted research to gain access to C-suite and senior executive decision-makers
Lead high-stakes sales conversations, including virtual presentations, in-person executive sessions, board-level updates, and strategy workshops—often in partnership with the CEO and senior leadership
Navigate complex, multi-stakeholder sales cycles involving strategy, clinical, operations, IT, digital, finance, and legal stakeholders
Represent Ovatient at key industry conferences and events, converting visibility and thought leadership into qualified opportunities
Identify, cultivate, and close partnerships with: Health systems and IDNs, Health plans and managed care organizations, Employer-focused partnerships
Deepen relationships within existing customers, working with internal leaders to identify and shape cross-sell, expansion, and co-branded growth opportunities
Partner closely with Operations, Care Delivery, Digital, and Product Development to ensure proposed solutions are operationally feasible, clinically sound, and financially sustainable
Establish clear expectations and success metrics during the sales process to support clean handoffs into implementation and long-term account management
Act as a senior executive point of contact for select strategic accounts, supporting QBRs, executive check-ins, and renewal/expansion discussions
Refine and continuously improve Ovatient’s commercial playbook: segmentation, ideal customer profiles, territory plans, and account strategies
Own revenue and new-logo targets for our portfolio; provide accurate, timely forecasts and deal-level visibility to the CEO and leadership team
Maintain disciplined pipeline management, activity tracking, and data hygiene ensuring leadership has a clear view of progress, risks, and next actions
Reporting to the VP of Integration & Operations, and working with the Director of Marketing & Communications, you’ll partner to develop compelling sales collateral, executive-level narratives, and case studies that resonate with strategy, clinical, and finance leaders
Help define pricing and deal structures that align with health system budgeting, value-based arrangements, and multi-year partnership constructs
Identify opportunities to streamline the sales process (RFP/RFI response templates, ROI models, pro formas, value stories, implementation overviews) to shorten cycle times and improve win rates
Serve as the “voice of the market” internally—bringing back structured insights on buyer priorities, competitive positioning, procurement dynamics, and barriers to adoption
Collaborate with Executive Leadership, Product and Digital teams to shape roadmap priorities informed by health system and payer/employer feedback
Qualification
Required
8+ years of direct B2B sales or strategic partnerships experience in healthcare, with at least 5 years selling into health systems, IDNs, or large provider organizations
Consistent history of meeting or exceeding annual revenue and new-logo targets, with examples of closing large, complex, multi-stakeholder deals
Established network of senior and executive-level relationships in the health system segment, with the ability to quickly open doors and accelerate sales cycles
Deep understanding of digital health, virtual care, and/or digital patient engagement, including domains such as virtual primary care, urgent care, behavioral health, wellness, or disease management
Demonstrated success navigating health system budgeting, capital vs. operating spend, and governance/committee approval processes
Proven experience selling technology-enabled healthcare solutions and services (not just pure SaaS), ideally in an environment integrating with Epic and MyChart
Prior experience in a startup or emerging-growth company
Exceptional consultative selling, presentation, and negotiation skills; able to tailor executive narratives for CEOs, Chief Strategy Officers, Chief Clinical Officers, and other C-suite leaders
Strong commercial acumen: able to build business cases, interpret financial models, and connect clinical and operational outcomes to revenue and margin
High energy, results-oriented, self-directed, and resilient—comfortable with ambiguity, competing priorities, and a fast-moving environment
Collaborative leadership style: you bring a partnership mindset internally and externally to every interaction
Excellent project management and organizational skills, with the ability to coordinate multiple complex opportunities simultaneously across emerging-growth and established organizations
Proficiency with CRM tools, virtual meeting platforms, and modern sales enablement tools
Preferred
Master's degree in business, healthcare administration, or a related clinical field
Experience building or leading a small sales/BDR team, with interest in evolving into a broader revenue leadership role as Ovatient grows
Benefits
Competitive compensation - base + performance-based incentive - and benefits.
401(k) with company match starting Day 1.
Flexible, fully remote work environment with purposeful in-person collaboration opportunities.
Company
Ovatient
Ovatient provides virtual-first urgent, primary, and behavioral healthcare integrated with health systems using the Epic platform.
11-50 employees
Funding
Current Stage
Early StageLeadership Team
Michael Dalton
Chief Executive Officer
Recent News
HealthCareIT News
2025-12-17
Company data provided by crunchbase