Strategic Account Director, Healthcare

Responsibilities

• Define and execute the go-to-market strategy for Decagon's healthcare vertical across Payer, Provider, and Life Sciences.
• Break into and close the largest healthcare logos in the US — landing flagship, multi-year, 7-figure-plus deals that anchor the vertical.
• Build deep, trusted relationships with C-suite stakeholders across the healthcare buying committee — CIO, CXO, CMO, COO, Chief AI Officer, Chief Digital Officer, and line-of-business owners.
• Author and iterate the healthcare sales playbook — ICP, account plans, qualification rubric, deal-shape templates, champion-enablement, and competitive narratives.
• Translate healthcare buyer pain into ROI cases your champions can defend internally and to their CFO.
• Forecast and accurately report on pipeline and revenue, and bring the voice of the healthcare buyer into product and leadership decisions.
• Maintain expert-level knowledge of healthcare regulation, payer and provider economics, and the competitive AI landscape.
• Expect moderate travel.

Requirements

• 8+ years of enterprise SaaS sales, with at least 4 years selling into healthcare.
• Demonstrated track record of building business inside named Payer, Provider, and/or Life Sciences accounts — the largest US health plans, integrated delivery networks, academic medical centers, or top 20 pharma.
• Proven wins in complex, multi-stakeholder, security- and compliance-gated procurement environments, including 7-figure, multi-year deals.
• Comfort owning C-suite relationships across long cycles.
• Playbook builder: authored account plans, qualification frameworks, and deal-shape templates that prior teams inherited and ran.
• Comfortable in an early-stage environment where the playbook isn't written, the pricing isn't fixed, and the product is still being shaped by the deals you close.
• Excellent communication, presentation, and negotiation skills, with the business acumen to speak the language of the C-suite.
• Bachelor's degree or equivalent work experience.

Nice-to-Haves

• Previous experience selling AI, conversational AI, contact-center AI, or customer experience software into healthcare buyers.
• Existing rolodex inside one or more of: the top 10 US Payers, the top 30 US health systems / academic medical centers, or the top 20 Life Sciences companies.
• Founding-seller or first-vertical-hire experience at a prior startup.
• Trained in MEDDPICC, Command of the Message, or a similar value-selling framework.
• Direct experience navigating highly regulated buyers.
• Point of view on where conversational and agentic AI breaks the current member, patient, or HCP experience and how to sell into it.

Compensation & Benefits

• OTE $340,000 – $380,000 + equity.
• Take-what-you-need vacation policy.
• Medical, Dental, and Vision benefits.
• Life Insurance and Disability Benefits.
• Retirement Plan (e.g., 401K).
• Parental Leave.
• Fertility and family building benefits through Carrot.
• Daily lunches and snacks in the office.