Director, Enterprise Sales

Director of Enterprise SaaS Sales

About the Role

As the Director of Enterprise SaaS Sales, you will be instrumental in driving new enterprise revenue and expanding strategic healthcare accounts. This senior leadership position requires a blend of deep enterprise SaaS sales expertise and specific knowledge of healthcare provider, payer, and regulated healthcare markets. You will be responsible for managing complex, multi-stakeholder sales cycles and acting as a trusted advisor to C-suite executives within the healthcare industry.

Key Responsibilities

• Revenue & Growth Leadership
• Own and achieve enterprise Annual Recurring Revenue (ARR) targets for both new logo acquisition and expansion within healthcare markets (providers, payers, HME/DME, pharmacy, health systems).
• Drive predictable pipeline generation, accurate forecasting, and disciplined deal execution.
• Lead large, complex sales cycles (6–18 months) involving multiple decision-makers, including clinical, IT, finance, and compliance stakeholders.
• Team Leadership & Development
• Recruit, coach, and lead a team of high-performing Enterprise Account Executives and sales managers.
• Establish repeatable enterprise selling motions aligned with proven SaaS methodologies (e.g., Challenger, Korn Ferry Sell, MEDDICC).
• Set clear performance expectations, conduct regular deal reviews, and foster the development of next-generation sales leadership talent.
• Healthcare-Informed Selling
• Translate healthcare industry challenges (regulatory, reimbursement, interoperability, outcomes, cost pressures) into compelling SaaS value propositions.
• Demonstrate fluency in healthcare workflows, data privacy (HIPAA), and buyer personas across clinical, operational, and IT functions.
• Partner with Product, Marketing, and Customer Success to refine healthcare-specific messaging, use cases, and ROI narratives.
• Strategic Account & Executive Engagement
• Build and maintain executive-level relationships with enterprise healthcare customers and prospects.
• Personally engage in high-value opportunities, executive presentations, and contract negotiations.
• Serve as the voice of the customer internally, influencing roadmap priorities and go-to-market strategies.
• Cross-Functional Leadership
• Collaborate closely with Sales Operations, Marketing, Implementation, and Customer Success to ensure seamless handoffs and long-term customer value.
• Partner with Finance and Legal on enterprise pricing, contracting, and revenue recognition.
• Support industry events, conferences, and executive forums as a senior commercial leader.

Qualifications & Experience

• Bachelor’s degree, MBA, or equivalent experience required.
• 10+ years of progressive SaaS sales experience, with at least 5 years in enterprise or strategic account leadership roles.
• 3–5 years of hands-on people leadership experience, with demonstrated ability to inspire, mentor, and guide teams while cultivating a positive, inclusive, and results-driven culture.
• Demonstrated success selling complex, mission-critical SaaS solutions into healthcare or adjacent regulated industries.
• Proven ability to build, scale, and lead enterprise sales teams with consistent quota attainment.
• Strong executive presence with the ability to influence C-suite and board-level stakeholders.
• Deep understanding of value-based selling, ROI modeling, and long-term account strategy.
• Experience navigating healthcare buying committees, compliance considerations, and extended sales cycles.

Success Profile

The ideal candidate is a data-driven, customer-centric SaaS leader who blends strategic thinking with hands-on execution. They possess the credibility to engage healthcare executives, the rigor to manage an enterprise sales operation, and the leadership maturity to scale teams while driving sustained growth.

Benefits & Compensation

ResMed is committed to employee growth and well-being, offering a comprehensive benefits package for employees working 30+ hours per week, including:

• Medical, vision, dental, and life insurance
• AD&D, short-term and long-term disability insurance
• Sleep care management
• Health Savings Account (HSA) and Flexible Spending Account (FSA)
• Commuter benefits
• 401(k) and Employee Stock Purchase Plan (ESPP)
• Employee Assistance Program (EAP)
• Tuition assistance

Time Off:

• 15 days Paid Time Off (PTO) in the first year
• 11 paid holidays plus 3 floating days
• 14 weeks of primary caregiver leave or 2 weeks of secondary caregiver leave

Compensation:

• Base Salary Range: $176,000 - $220,000 (individual pay is based on factors like location, qualifications, experience, and skills).

About ResMed

ResMed is shaping the future of health by developing connected care solutions that empower people to live healthier, more active lives. Joining ResMed means being part of a challenging, supportive, and inspiring environment where innovation and excellence drive personal and professional growth. We foster a diverse and inclusive culture, encouraging individual expression and valuing the innovative ideas that arise from it. If you're ready to make a world of difference, apply now! We commit to responding to every applicant.