Strategic Account Director, Healthcare
$340k - $380k • Remote • New York City • FullTime
Posted 4mo ago
About the job
Decagon is seeking a Strategic Account Director for the Healthcare vertical to establish and lead our presence in this critical market. As the first dedicated healthcare seller, you will report to the VP of Sales and be responsible for defining Decagon's strategy to penetrate the US Payer, Provider, and Life Sciences sectors. This is a foundational role where you will build key relationships with major healthcare buyers, including top US health plans, large integrated delivery networks, academic medical centers, and leading Life Sciences companies. You will be instrumental in shaping Decagon's healthcare-specific product, trust, safety, and compliance strategies, and will create the sales playbook for future healthcare sellers. This is a builder role in an early-stage environment where you will operate with ambiguity and define new processes.
Responsibilities
- Define and execute the go-to-market strategy for Decagon's healthcare vertical across Payer, Provider, and Life Sciences.
- Secure large, multi-year, seven-figure-plus deals with major US healthcare organizations.
- Cultivate deep, trusted relationships with C-suite executives across the healthcare buying committee.
- Develop and refine the healthcare sales playbook, including ICP, account plans, qualification criteria, deal structures, and competitive strategies.
- Translate healthcare buyer challenges into compelling ROI cases.
- Accurately forecast pipeline and revenue, and provide buyer insights to product and leadership teams.
- Maintain expert knowledge of healthcare regulations, economics, and the competitive AI landscape.
- Travel moderately as required.
Requirements
- 8+ years of enterprise SaaS sales experience, with at least 4 years selling into the healthcare industry.
- Proven track record of building business within major US Payer, Provider, and/or Life Sciences accounts.
- Experience closing complex, multi-stakeholder deals in security- and compliance-regulated environments, including seven-figure, multi-year contracts.
- Proficiency in managing C-suite relationships over extended sales cycles.
- Experience as a playbook builder, having authored account plans and qualification frameworks.
- Comfort operating in an early-stage company with ambiguity and defining new processes.
- Excellent communication, presentation, and negotiation skills with strong business acumen.
- Previous experience selling AI, conversational AI, contact-center AI, or customer experience software into healthcare buyers is a plus.
- Existing network within top US Payers, health systems/academic medical centers, or Life Sciences companies is a plus.
- Founding-seller or first-vertical-hire experience at a startup is a plus.
- Training in MEDDPICC, Command of the Message, or similar value-selling frameworks is a plus.
- Direct experience navigating highly regulated buyers is a plus.
- A clear perspective on how conversational and agentic AI can improve member, patient, or HCP experiences is a plus.
- Bachelor's degree or equivalent work experience.
Benefits
- Medical, Dental, and Vision benefits for you and your family
- Life Insurance and Disability Benefits
- Retirement Plan (e.g., 401K, pension)
- Parental Leave
- Fertility and family building benefits through Carrot
- Monthly stipend for wellness, lifestyle, and work-life balance
- Daily lunches and snacks in the office
- Take what you need vacation policy
- Offers Equity