Regional Director – ASC Healthcare SaaS Sales

Position Overview

A leading healthcare technology organization is seeking a Regional Director to drive net-new revenue growth across the ambulatory surgery center and physician-group market.

This individual will manage the complete sales cycle—from territory development and prospecting through discovery, solution presentation, negotiation, and close. The role requires a consultative salesperson who can uncover clinical and operational challenges, articulate the value of complex SaaS solutions, and influence stakeholders across clinical, administrative, financial, and IT functions.

The ideal candidate combines disciplined hunting and pipeline generation with strategic account planning, technical fluency, executive presence, and a strong understanding of healthcare workflows.

Key Responsibilities

Net-New Business Development

• Identify, engage, and close new business opportunities within ambulatory surgery centers and physician groups.


• Build and execute a territory plan focused on account prioritization, pipeline development, and sustainable revenue growth.


• Generate qualified opportunities through targeted prospecting, referrals, industry relationships, and market intelligence.


• Consistently achieve or exceed quarterly and annual sales objectives.


• Maintain momentum throughout complex, multi-stage sales cycles.

Consultative Selling and Account Strategy

• Conduct discovery to uncover clinical, operational, financial, and technical needs.


• Connect solution capabilities to measurable outcomes such as workflow efficiency, regulatory compliance, staff productivity, and financial return.


• Develop multi-quarter account strategies that address stakeholder priorities, competitive positioning, and organizational buying processes.


• Identify and influence clinical champions, economic buyers, IT stakeholders, administrators, and executive decision-makers.


• Build compelling business cases supported by customer data, success metrics, and relevant industry examples.

Solution and Technical Expertise

• Develop a strong understanding of healthcare SaaS, clinical workflow technology, and related interoperability requirements.


• Confidently present and demonstrate software solutions to clinical, operational, technical, and executive audiences.


• Navigate questions involving EHR connectivity, healthcare data exchange, information security, implementation, and regulatory compliance.


• Anticipate and address concerns related to onboarding, workflow change, user adoption, integration, and data migration.


• Translate technical functionality into clear clinical and business value.

Relationship Development

• Establish credibility as a consultative partner to prospective customers.


• Build relationships across multiple levels and functions within each account.


• Tailor communication to the priorities of clinicians, administrators, IT leaders, finance teams, and C-suite executives.


• Navigate complex negotiations with professionalism, integrity, and alignment to organizational objectives.


• Represent the voice of the customer internally to support ongoing product and process improvement.

Cross-Functional Collaboration

• Partner with product, marketing, implementation, customer success, legal, and technical teams throughout the sales process.


• Coordinate internal resources to deliver effective discovery sessions, demonstrations, technical evaluations, and executive presentations.


• Ensure a clear transition from contract execution to implementation and customer success.


• Share market feedback, competitive intelligence, and customer needs with internal stakeholders.

Pipeline and Forecast Management

• Maintain accurate and timely CRM documentation.


• Apply consistent qualification criteria across the sales pipeline.


• Provide reliable forecasts and clear visibility into opportunity status, risk, and next steps.


• Use activity, engagement, and pipeline data to prioritize accounts and guide territory strategy.


• Develop mutual action plans that clarify stakeholders, milestones, responsibilities, and purchasing timelines.

Required Qualifications

• Bachelor’s degree in business, marketing, healthcare administration, or a related discipline.


• Five or more years of successful B2B SaaS sales experience.


• Demonstrated success in quota-carrying, net-new business development roles.


• Experience managing complex, multi-stakeholder sales cycles.


• Proven ability to prospect, develop pipeline, and close new accounts.


• Experience selling into ambulatory surgery centers, physician groups, or other healthcare organizations.


• Ability to build relationships with physicians, administrators, IT leaders, financial stakeholders, and executives.


• Experience selling or implementing complex enterprise software within healthcare.


• Understanding of healthcare procurement, contracting, compliance, and implementation processes.


• Strong presentation, negotiation, discovery, and executive-communication skills.


• Disciplined CRM, pipeline-management, and forecasting practices.

Preferred Qualifications

• Knowledge of healthcare IT ecosystems and clinical workflows.


• Familiarity with EHR integrations and healthcare interoperability standards such as HL7 and FHIR.


• Experience selling workflow, documentation, revenue-cycle, or clinical productivity solutions.


• Experience replacing paper-based or fragmented processes with SaaS technology.


• Training or certification in MEDDIC, Miller Heiman, Challenger, SPIN, or another recognized sales methodology.


• Technical or platform certifications related to CRM, cloud technology, or healthcare IT.


• Strong business analytics and data-literacy skills.

Success Profile

The successful candidate will demonstrate:

• A genuine hunter mentality supported by a repeatable prospecting process.


• Accountability for both results and accurate forecasting.


• Curiosity and the ability to conduct meaningful business discovery.


• Confidence navigating clinical, technical, and executive conversations.


• Resilience throughout long and complex sales cycles.


• Emotional intelligence and strong relationship-building skills.


• The ability to simplify complex technology and connect it to measurable outcomes.


• A collaborative approach to working with internal and external stakeholders.

Equal Opportunity

The organization is committed to providing equal employment opportunities and building a diverse, inclusive workplace. Qualified applicants will be considered without regard to race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, marital status, or any other characteristic protected by applicable law. Reasonable accommodations are available throughout the application and interview process.