Director of Sales - MDLive - Remote

Position Description

As the Director of Sales, you will play a pivotal role in MD Live's virtual care expansion efforts.

In this role, you will lead strategic initiatives aimed at increasing our pipeline and market presence, driving revenue growth, and initiating lasting client relationships.

This is a unique opportunity to help shape the future of virtual care in a dynamic and innovative organization.

This position is responsible for leading a complex sales cycle with health plans, employers and health systems in a defined territory.

The Director, Sales will have one direct report, an Inside Sales representative that works collaboratively with the Director, Sales to build pipeline and close deals in territory.

This role is designed for a driven sales professional with a strong track record of achieving sales targets and driving revenue growth through strategic client acquisition and relationship management.

This includes working internally with key departments including Product, Clinical, IT, Marketing, Implementation, Client Success, and others, to support sales efforts and to structure solutions that align to clients' virtual care strategy.

Essential Functions


* Create and manage a pipeline to meet or exceed a specific revenue quota for the fiscal year.

Develop, execute and manage territory prospecting strategy for the territory team and manage sales cycle through lead acquisition through to contracting and close.


* Create and maintain a strategic sales plan for a defined territory.

Execute deal-specific selling strategies and buyer engagement plans to define a path to close.


* Develop prospect-specific strategies based on a broad knowledge of virtual care and digital health solutions and an understanding of the market landscape.


* Manage a continuous, accurate forecast through Salesforce using the MD Live Salesforce procedures and forecasting process.

Monitor Salesforce tracking for Inside Sales rep and territory to ensure adequate pipeline growth and to analyze deal trends.


* Develop strong relationships with C-suite, SVP, Vice President, Product and Total Rewards leaders across targeted clients, including CEOs, CFOs, and other top medical and product leaders.


* Develop strong relationships with consultants and other stakeholders including cross-enterprise partners.


* Work collaboratively within MD LIVE to provide feedback and input for future products, pricing and positioning.


* Forecast in a complex sales process for contract signature and set appropriate expectations on install requirements and timeframes both internally and with the customer.


* Demonstrate an effective understanding of competitive actions in the assigned territory and develop plans to address problem areas.


* Partner with finance team to develop financial proposals and provide competitive offerings at the right price to market to achieve sales goals.


* Communicate directly with prospects, brokers, consultants,...