Regional Director, Hospital SaaS Sales

Regional Director, Healthcare SaaS Sales

Position Summary

The Regional Director is responsible for driving revenue growth by identifying, developing, and closing new business opportunities across the healthcare market. This individual will use a consultative sales approach to understand customer workflows, operational challenges, and strategic priorities, then position complex SaaS solutions that improve clinical, financial, and operational performance.

The Regional Director will manage the complete sales cycle—from prospecting and discovery through demonstrations, negotiation, and close. The role requires the ability to engage diverse stakeholders, including clinicians, healthcare administrators, IT leaders, finance teams, procurement, and executive decision-makers.

Success requires strategic account planning, healthcare technology knowledge, strong relationship-building skills, technical fluency, and disciplined pipeline management.

Key Responsibilities

Consultative Selling and Account Strategy

• Identify and develop new business opportunities within the assigned region.


• Conduct discovery to uncover customer pain points, business objectives, workflow challenges, and technology requirements.


• Align SaaS capabilities with customer-specific outcomes, including improved efficiency, financial performance, regulatory compliance, and patient care.


• Identify and influence executive sponsors, clinical champions, technical stakeholders, procurement teams, and potential blockers.


• Develop strategic, multi-quarter account plans supporting new business, expansion, renewal, and upsell opportunities.


• Manage complex sales cycles involving multiple decision-makers and organizational priorities.

Healthcare Technology and Product Expertise

• Develop a strong understanding of the company’s healthcare software portfolio and associated clinical workflows.


• Deliver compelling product demonstrations and explain technical workflows, integrations, and customer use cases.


• Discuss integrations with electronic health records, practice management platforms, and healthcare data exchange protocols, including HL7 and FHIR.


• Articulate how the solutions support healthcare privacy, security, and compliance requirements, including HIPAA and HITRUST.


• Anticipate customer concerns related to implementation, onboarding, data migration, workflow adoption, and change management.


• Partner with technical and implementation teams to develop appropriate customer solutions.

Relationship Development

• Build trusted relationships with clinical, technical, financial, operational, and executive stakeholders.


• Navigate resistance, competing priorities, and politically sensitive situations with professionalism and sound judgment.


• Maintain appropriate engagement following the sale to support customer satisfaction, retention, and account expansion.


• Collaborate with Customer Success, Product, Marketing, Sales Enablement, and Implementation teams to support customer needs.

Communication, Presentation, and Negotiation

• Tailor messaging to clinical, technical, financial, and executive audiences.


• Use business cases, customer outcomes, metrics, and relevant examples to demonstrate value.


• Create compelling proposals, presentations, and executive-level recommendations.


• Navigate pricing discussions, procurement processes, competitive threats, and contractual negotiations.


• Address objections clearly and confidently while protecting the integrity and value of the solution.

Pipeline Management and Forecasting

• Maintain an accurate, current, and well-qualified opportunity pipeline.


• Document clear next steps, realistic close dates, stakeholder alignment, and accurate stage progression.


• Deliver dependable revenue forecasts based on objective opportunity criteria.


• Consistently meet or exceed expectations related to activity, conversion rates, pipeline coverage, and revenue performance.


• Maintain complete and accurate CRM records in accordance with organizational standards.


• Use market intelligence, engagement data, and customer feedback to prioritize accounts and refine sales strategies.

Required Qualifications

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


• Five to seven years of healthcare technology, enterprise software, or B2B SaaS sales experience.


• Demonstrated success in quota-carrying roles involving complex, multi-stakeholder sales cycles.


• Experience managing executive relationships and navigating healthcare procurement processes.


• Experience selling or supporting technically complex products or solutions.


• Working knowledge of healthcare workflows, healthcare IT infrastructure, and regulatory considerations.


• Proficiency with CRM, business intelligence, and market analytics platforms.


• Ability to travel approximately 35%.

Preferred Qualifications

• Experience selling enterprise SaaS solutions to hospitals, health systems, ambulatory surgery centers, physician groups, or other healthcare organizations.


• Knowledge of EHR integrations, interoperability standards, clinical documentation, revenue-cycle workflows, or care coordination technology.


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


• Training or certification in established sales methodologies such as Miller Heiman, Challenger, MEDDIC, or SPIN.


• Business analytics or data-literacy training.

Equal Employment Opportunity

The company is an equal opportunity employer committed to maintaining an inclusive workplace. All qualified applicants will receive consideration 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.