Director of Sales

About the role

You will own the full sales cycle for a portfolio of strategic healthcare provider relationships, translating PartsSource's commercial strategy into actionable team outcomes. You are responsible for leading, coaching, and developing a high-performing sales team that consistently delivers revenue against quota. This role requires deep ownership of pipeline health, forecast accuracy, and performance management to ensure the team operates at a high standard. You will partner closely with cross-functional stakeholders to align sales execution with operational and customer success initiatives. You will drive structured deal coaching and pipeline reviews to improve win rates and velocity across all accounts. Your leadership will foster a culture of accountability, curiosity, and ownership within the sales organization. You will ensure every team member has the tools, training, and support needed to grow accounts and reinforce the mission of Ensuring Healthcare is Always On.

Key facts

What you'll do

• Lead, coach, and develop a team of Account Managers and Business Development Executives, setting clear performance expectations and holding the team accountable to quota attainment, pipeline coverage, and activity standards.
• Conduct regular pipeline reviews and deal coaching sessions to improve win rates, deal velocity, and forecast accuracy across the team.
• Identify individual skill gaps and create targeted development plans that accelerate each Account Manager's growth toward their next level.
• Participate in performance reviews, goal-setting, and talent planning; manage performance issues with directness, empathy, and a clear path forward.
• Foster a team culture defined by ownership, continuous improvement, and a genuine commitment to customer outcomes.
• Own the team's revenue quota and pipeline targets; monitor coverage ratios, stage progression, and deal health to proactively identify and address risks.
• Submit accurate, data-driven forecasts on a monthly basis; communicate risks and opportunities to leadership with clarity and confidence.
• Drive new business acquisition alongside account expansion - ensuring the team maintains a healthy balance between protecting and growing the existing portfolio and opening new relationships.
• Personally engage on strategic, complex, or at-risk deals where senior seller involvement can change the outcome.
• Guide Account Managers in building and executing comprehensive account plans for their highest-potential relationships.
• Ensure the team is positioning PartsSource's value proposition in ways that align to each customer's operational and financial priorities.
• Support executive-level customer conversations when needed, helping the team build relationships at the VP and C-suite level within key accounts.
• Monitor account health across the portfolio and ensure proactive renewal and retention strategies are in place for at-risk relationships.
• Enforce CRM hygiene and pipeline discipline across the team; ensure Salesforce / NetSuite reflects accurate deal data that supports reliable forecasting and coaching.
• Partner with Operations on territory design, quota setting, and performance reporting to ensure team goals are aligned with enterprise objectives.
• Collaborate with Customer Success and Product teams to surface customer insights and drive improvements that support retention and expansion.
• Analyze team performance metrics and adjust strategies, playbooks, and training to close performance gaps and sustain high performance.
• Represent PartsSource in key customer forums and cross-functional initiatives that influence product direction and customer experience.
• Maintain a rigorous pipeline review rhythm to prioritize deals, allocate resources, and remove blockers that impede progression.
• Model and reinforce behaviors aligned with PartsSource values, including mutual respect, shared ownership, and a passion for solving complex customer problems.

Requirements

• Bachelor's degree in Business, Marketing, or a related field, or equivalent practical experience.
• Minimum of seven years of progressive sales experience, with at least three years in a leadership or management role.
• Demonstrated history of exceeding sales quotas and driving revenue growth in a healthcare or technology environment.
• Proven ability to build, coach, and scale a high-performing sales team.
• Strong experience with Salesforce or similar CRM platforms and data-driven sales management.
• Exceptional verbal and written communication skills, with the ability to influence at executive levels within complex organizations.
• Comfortable operating in a fast-paced, matrixed environment with ambiguous priorities and shifting deadlines.
• Willingness to travel approximately 35% as required for customer meetings, team check-ins, and strategic business development activities.
• Eligibility to work in the United States without sponsorship for this position.

Nice to have

• Experience in healthcare technology, medical device services, or clinical operations environments.
• Background in software-as-a-service (SaaS) or subscription-based revenue models.
• Experience implementing sales methodologies such as MEDDIC or Challenger Sale.
• Demonstrated success managing distributed or hybrid sales teams.

Practical notes

• Travel: Approximately 35% travel is required for this role.
• Eligibility: Must be authorized to work in the United States without sponsorship.

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Location: This position is based in Minnetonka, Minnesota.