Director of Strategic Sales

About the role

The will own the end-to-end strategic sales cycle for flagship AI products within designated healthcare accounts. This role is responsible for identifying, qualifying, and converting enterprise-level opportunities that align with the company's vision for transforming clinical workflows. The hire will act as the primary commercial leader, articulating the strategic value of Abridge's AI platform to executive stakeholders. They will leverage deep consultative selling techniques to uncover complex customer needs and map solutions accordingly. A core part of this position involves building and maintaining trusted relationships with key decision-makers across health systems. The Director will champion the Abridge value proposition, positioning the company as an indispensable partner in advancing clinical documentation and data integrity. Success in this role will be defined by the ability to secure and expand long-term partnerships that drive mutual growth.

Key facts

What you'll do

• Drive new customer bookings and expand pilot opportunities within existing strategic relationships.
• Articulate the value and ROI of Abridge solutions to healthcare executives and clinical stakeholders.
• Develop and manage a robust pipeline within an assigned region to penetrate new accounts.
• Define success criteria for initial Abridge usage in collaboration with health system leadership.
• Convert pilot programs into long-term, multi-year customer agreements.
• Execute recommended activities with prospective customers in alignment with the established sales process.
• Evaluate Abridge solutions against customer requirements and drive opportunities to closure.
• Build and maintain key relationships with C-Level executives and decision-makers within Integrated Delivery Networks.
• Work directly with Physicians and Physician Services leaders to influence adoption and usage.
• Develop comprehensive account plans that outline strategies for full deployment and future expansion.
• Collaborate cross-functionally with product, implementations, support, legal, and marketing teams.
• Enable customer success through proactive relationship building and opportunity generation.
• Serve as an Abridge ambassador in all healthcare forums and public interactions.
• Showcase a thoughtful, evidence-based approach to generative AI in healthcare settings.
• Identify and create new business opportunities through deep market and account understanding.
• Leverage data and insights to prioritize targets and guide strategic outreach efforts.
• Own the commercial outcomes of strategic accounts to meet and exceed growth targets.

Requirements

The candidate must bring a minimum of 10+ years of direct sales experience within Healthcare SaaS and technology solutions. A proven record of success in roles focused on new customer acquisition is a strict requirement. Experience selling to Integrated Delivery Networks and large Enterprise Health Systems is mandatory. A demonstrated track record of consultative selling at the C-suite executive level is essential. The candidate must have prior responsibility managing 7 figure contracts and multi-million dollar sales quotas. A history of consistent new business growth and relationship development is non-negotiable. Strong executive-level negotiation skills, encompassing contract structure and business terms, are required. The ability to communicate and influence effectively across all organizational levels is critical. Exceptional interpersonal, time management, and presentation skills are mandatory prerequisites. The candidate must be willing to travel within the assigned territory to support sales objectives. Experience with specific sales methodologies and CRM platforms is expected. Tech-forward experience regarding the rapid learning of new internal tools is necessary. Familiarity with compliance and regulatory considerations in healthcare sales is a standard expectation. The ability to thrive in a fast-paced, high-growth startup environment is required. Demonstrated ownership and extreme accountability for results are fundamental traits sought in this role.

Nice to have

Experience in generative AI applications for clinical documentation is a valued qualification.

Practical notes

This role requires residence in California or Texas. Travel within the territory is expected as part of the role.

Why Work at Abridge

Abridge is transforming healthcare delivery experiences using generative AI. This transformation enables clinicians and patients to connect in deeper, more meaningful ways. The company's mission is to power deeper understanding in healthcare. Abridge drives real, lasting change, processing millions of medical conversations each month.

Joining Abridge means entering a fast-paced, high-growth startup where contributions make a tangible difference. The culture demands extreme ownership, where every employee can and is expected to impact customers and the business. There is an opportunity to work with a team of curious, high-achieving people. The environment is supportive, where success is shared, growth is constant, and feedback fuels progress. At Abridge, the focus is not just on actions, but on how they are executed. Every decision is rooted in empathy, prioritizing the needs of clinicians and patients.

The company is committed to supporting professional and personal growth. This support applies whether the path involves immediate impact or long-term career development.