Sales Director

About Medallion

Medallion builds a provider operations platform for healthcare organizations, helping teams spend less time on administration and more time on patient care. The platform is designed to reduce workflow bottlenecks across licensing, credentialing, payer enrollment, and compliance monitoring, so provider operations teams can work more efficiently, strengthen provider satisfaction, and support revenue growth while keeping patient outcomes at the center.

The company is among the fastest-growing healthcare technology businesses, with recognition that includes #3 on Inc. Magazine’s 2024 Fastest-Growing Private Companies in the Pacific Region, #5 on LinkedIn’s 2024 Top US Startups, a Glassdoor Best Place to Work award for 2024 and 2025, and a feature on The Today Show. Its CEO, Derek Lo, was named one of The Healthcare Technology Report’s Top 50 Healthcare Technology CEOs of 2024. Medallion has raised $130M from investors such as Sequoia Capital, Google Ventures, Optum Ventures, Salesforce Ventures, Acrew Capital, Washington Harbour, and NFDG.

Role Overview

In this leadership role, you will help expand Medallion’s Enterprise business by guiding a team of high-performing Account Executives. Your team will focus on winning new business, growing strategic accounts, and building lasting relationships with some of the largest healthcare organizations in the country.

The position is well suited to a strategic, data-focused sales leader who performs well in fast-moving environments and enjoys coaching teams through complex enterprise sales cycles. You will work closely with leaders across Marketing, Account Management, Product, and Finance to shape and deliver the company’s go-to-market direction.

This role reports to the Head of Enterprise. The expected base pay is approximately $165,000 to $200,000, with a 50/50 variable component. Medallion also provides competitive equity and benefits as part of the overall package. Compensation decisions are based on factors such as market data, location, skills, qualifications, experience, and seniority.

Responsibilities

• Lead and grow a team of Enterprise Account Executives who own quota, while building a culture that is high-performing, collaborative, and inclusive.
• Establish and strengthen a sales approach built on MEDDPICC and Command of the Message.
• Work with reps on account strategy, pipeline building, deal execution, and territory planning.
• Own forecasting, territory plans, and performance metrics to improve predictability and support steady growth.
• Partner with Sales Enablement to onboard new hires and continuously coach and develop the team.
• Collaborate with executive leadership on the Enterprise go-to-market strategy and ongoing improvements.
• Work with Revenue Operations to review pipeline health, improve efficiency, and sharpen forecast accuracy.
• Coordinate with Marketing to guide campaign focus and generate strong pipeline opportunities.
• Serve as an internal customer advocate by sharing structured insights with Product and GTM teams to influence product direction and messaging.
• Represent the company with key prospects and customers in an executive sponsor and strategic advisor capacity.
• Create repeatable sales processes that can scale with growth.
• Assess and improve sales tools and CRM workflows to boost productivity and visibility.
• Run thorough deal reviews and use mutual action plans to reduce slippage and improve close rates.
• Use data to test, learn, and adjust tactics in a competitive market.

Qualifications

• At least 8 years of experience selling Enterprise B2B SaaS solutions.
• At least 4 years of direct experience managing quota-carrying sales teams.
• Proven ability to handle complex enterprise sales cycles involving multiple stakeholders.
• Strong record of surpassing revenue targets and building sales teams in high-growth settings.
• Working knowledge of MEDDPICC, Command of the Message, and modern sales tools such as Salesforce and Gong.
• Experience creating strategic account plans and closing enterprise-level deals.
• Solid understanding of SaaS unit economics, including how to accelerate deal velocity while protecting margins.
• Excellent communication, executive presence, and negotiation ability, including confidence with C-suite buyers.
• A hands-on, player-coach mindset with the flexibility to step in where needed.

Safety Notice

For candidate safety, official communication for this role will only come from email addresses ending in @medallion.co.