Director of Strategic Accounts

Company Overview

Join us for an enriching journey with Outset, a trailblazing medical device company that is revolutionizing the field of dialysis. Our focus is to create one high performing team, obsessed with progress, in an atmosphere that is brimming with transformative opportunities. The heart of our mission is pioneering a groundbreaking technology that redefines the landscape of dialysis, streamlining complexity and cost, because patients deserve “better” now, not some day.

At Outset we’re revolutionizing an industry and changing lives. We’re impacting what the future of dialysis looks like by creating a first-of-its-kind technology in order to reduce the cost and complexity of dialysis. FDA cleared for use across care settings, from the hospital to the clinic to the home, the Tablo® Hemodialysis System harnesses modern technology for a new holistic approach to dialysis care. We’re giving providers time back to focus on patient care. And we’re giving patients the power to take control of their life and get back to enjoying the things they love.

Position Overview

The Strategic Accounts Director owns the growth strategy and coordinated execution for assigned regional health systems and priority IDNs. This advanced individual-contributor role converts enterprise access into measurable expansion across hospitals, service lines, and acute-care applications while creating continuity across system- and site-level engagement.

Success requires strong field presence, consultative selling, and disciplined account leadership. You'll work alongside ASMs and field leaders to map stakeholders, align priorities, build compelling business cases, and move complex opportunities forward. You will serve as the bridge between enterprise strategy and local execution while maintaining clear ownership of the account plan, cross-site coordination, and growth momentum.

Own the Regional Account Strategy

Strategic account growth begins with a clear view of the system, its decision dynamics, and where focused effort can create the greatest value.

• Develop and own growth plans for assigned regional health systems and priority IDNs, including facility targets, sequencing, milestones, and stakeholder priorities.
• Assess installed-base performance, treatment pull-through, whitespace, competitive dynamics, customer needs, and barriers to adoption.
• Align ASMs and field leadership on account priorities, coverage, facility ownership, and next-best actions.
• Maintain an accurate view of account progress, opportunity pipeline, forecast, risks, and required support.

Turn Enterprise Access into Account Growth

The opportunity is to translate system-level access and relationships into tangible deals, sustained adoption, and deeper penetration across the IDN.

• Interpret national and system-level agreements for the field and identify the facilities and applications with the strongest expansion potential.
• Build trusted relationships with regional, system, and site-level clinical, operational, financial, supply chain, and executive stakeholders.
• Identify opportunities to expand Tablo into additional hospitals, service lines, and acute-care applications within assigned accounts.
• Lead account and business reviews that assess performance, resolve barriers, unlock new opportunities, and strengthen the relationship.
• Track system penetration, treatment pull-through, expansion milestones, and progress against the account plan.

Lead Stakeholder Engagement and Field Execution

Regional IDN decisions require sustained engagement across many stakeholders, facilities, and field teams.

• Map the customer decision system and build the clinical, operational, financial, technical, and executive coalition required to advance adoption.
• Work in the field with ASMs and customer teams to coordinate discovery, demonstrations, executive meetings, opportunity progression, and implementation planning.
• Partner with Clinical Sales, Marketing, Finance, Legal, and Operations to provide the expertise, tools, resources, and follow-through each account requires.
• Create clear handoffs and decision rights while maintaining accountability for cross-site coordination and overall account momentum.

Build the Value Case and Navigate Complex Decisions

Complex health-system decisions require consultative discovery, a compelling case for change, and the ability to guide stakeholders through a new way of working.

• Lead discovery to understand customer priorities, economics, decision dynamics, operational requirements, and adoption barriers.
• Develop and present business cases, ROI models, and recommendations that demonstrate the clinical, operational, financial, and strategic value of Tablo.
• Lead or support negotiations for assigned accounts, partnering with National Accounts and executive leadership when enterprise terms or broader agreements are required.
• Help customers build internal consensus, prepare for implementation, and translate the decision to adopt into sustained use and expansion.

Deliver Results

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