Senior Director, Strategic IDN Accounts

Viz.ai is the leader in building and deploying AI-powered Care Pathways and helping doctors do their work. The Viz Platform is deployed in 2,000 hospitals across the United States and trusted by many of the leading life sciences companies. The platform uniquely combines real-time, multimodal clinical data with deep clinician engagement to detect disease earlier, coordinate care teams, and help ensure patients receive the right treatment faster. Viz.ai was the first company to be awarded CMS reimbursement for AI and is ranked the #1 Healthcare AI Platform by hospitals and health systems in the Black Book Research survey. For more information, visit Viz.ai.

THE ROLE

We are looking for an exceptional enterprise sales leader to own our most strategic Integrated Delivery Networks. This is not a traditional strategic account role. You will own a significant ARR base with a mandate to increase it. You will lead a cross-functional IDN pod, coordinating RSMs, CSMs, EHR/technical specialists, and Life Science counterparts, and serve as the primary executive relationship owner at each IDN. You will sell full enterprise suites, manage a complex renewal portfolio, and close new logo engagements across a named set of the largest health systems in the country. You will report directly to the CRO and operate as a true commercial peer to Sales and CS leadership.

YOU WILL:

Own the IDN portfolio

• Be accountable for ARR growth, expansion, and retention across named IDNs.

• Drive near-term ARR expansion targets within existing accounts while simultaneously closing new logo engagements within the IDN portfolio.

• Manage a complex annual renewal calendar across the IDN portfolio, proactively engaging months ahead of each renewal to protect ARR and capture FY expansion upside.

Drive the Suite selling motion

• Lead the transition from module-level to suite-level selling across the IDN portfolio, converting existing point-solution customers to full Viz One platform accounts.

• Execute enterprise SaaS agreements at the IDN, GPO, and C-suite level, leveraging MEDDPICC methodology throughout the sales process.

• Identify expansion opportunities across Viz's full suite portfolio and develop account-specific strategies to grow platform penetration at each IDN.

Lead the IDN pod

• Lead the IDN pod structure, coordinating RSMs (C-suite/strategy/ARR), CSMs (adoption/QBRs/ROI), EHR/technical specialists, and Life Science counterparts across each account.

• Collaborate with sales and CS leadership to align IDN strategy within Viz.ai's account Pod Offense Model.

• Partner with the Life Science team to identify and activate LS-monetizable opportunities within the six IDN accounts, maintaining clear ownership accountability across the go-to-market team

Engage at the executive level

• Build and maintain C-suite relationships across all of your IDN accounts at both corporate and divisional levels.

• Facilitate multi-stakeholder selling across clinical, operational, financial, and IT buying centers within complex IDN governance structures.

• Convert C-suite executives into strategic partners through a consultative, ROI-driven approach anchored in the Viz.ai enterprise suite value proposition.

Drive forecasting and account planning discipline

• Develop a business plan for each IDN account aligned with Viz.ai's annual revenue targets and the Pod Offense Model

• Maintain 90%+ forecast accuracy through rigorous monthly and quarterly pipeline management in Salesforce

• Provide monthly and quarterly IDN progress reports in Salesforce covering engagement activity, pipeline status, renewal positioning, and competitive intelligence

YOU WILL LOVE THIS JOB IF

• You are energized by building, not just running, you create structure where there isn’t any and bring others along

• You thrive in a pod model — you are as comfortable coordinating internal cross-functional teams as you are leading a C-suite conversation

• You understand that enterprise suite selling is fundamentally different from module selling and have done the former at scale

• You operate with forecasting and pipeline discipline — 90% accuracy is not a stretch goal for you, it is baseline

• You are driven by Viz.ai's mission to improve lives by ensuring patients reach life-saving treatments faster

REQUIREMENTS

• BS/BA degree required

• Minimum 7+ years of enterprise healthcare sales experience, including 3+ years managing strategic IDN or GPO-level accounts at the C-suite level.

• Demonstrated track record closing large IDN enterprise deals with organizations such as HCA, Bon Secours Mercy Health, CommonSpirit, Tenet, Ascension, Trinity Health, UHS, or CHS.

• Experience selling AI-enabled SaaS, care coordination technology, clinical decision support, or enterprise healthcare platform solutions strongly preferred.

• Familiarity with EHR platforms (Epic, Cerner) and healthcare IT integration selling preferred

• MEDDPICC or equivalent enterprise sales methodology proficiency strongly preferred

• Ability to travel up to 75% nationally.

• If you are looking to make an impact, we are mission-driven and are making a difference in peoples’ lives every day.

• If you want to be a part of an amazing team , our people are the heart of everything we do.

• If you are a self-starter and naturally motivated, our work is driven by curiosity, innovation and team collaboration which allows us to leverage our skills immeasurably.

We are a remote-first company across the U.S. and EU, with a team in Tel Aviv operating in a flexible hybrid model, conveniently located near a train line.
Viz.ai is committed to providing highly competitive cash compensation, equity, and benefits. The compensation offered for this role will be based on multiple factors such as location, the role’s scope and complexity, and the candidate’s experience and expertise, and may vary from the range provided.
In the U.S., Viz offers competitive benefits, including medical, dental, vision, 401(k), generous vacation, and additional benefits to full-time employees. Viz.ai is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis prohibited by federal, state, or local law.
Employees in Israel are offered a comprehensive benefits package, including, among others: dental insurance, performance-based bonuses, a Cibus meal allowance, meals at the office, and more.
If you’re applying for a position in San Francisco, please review the San Francisco Fair Chance Ordinance guidelines applicable in your area.

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