Director of Sales

About Medallion

At Medallion, we believe healthcare teams should focus on what truly matters—delivering exceptional patient care. That’s why we’ve built a leading provider operations platform to eliminate the administrative bottlenecks that slow healthcare organizations down. By automating licensing, credentialing, payer enrollment, and compliance monitoring, Medallion empowers healthcare operations teams to streamline their workflows, improve provider satisfaction, and accelerate revenue generation, all while ensuring superior patient outcomes.

As one of the fastest-growing healthcare technology companies—ranked No. 3 on Inc. Magazine’s 2024 Fastest-Growing Private Companies in the Pacific Region, No. 5 on LinkedIn's 2024 Top Startups in the US, a Glassdoor Best Place to Work in 2024 & 2025, and featured on The Today Show—Medallion is revolutionizing provider network management. Our CEO, Derek Lo, has been named one of the Top 50 Healthcare Technology CEOs of 2024 by The Healthcare Technology Report. Backed by $130M in funding from world-class investors like Sequoia Capital, Google Ventures, Optum Ventures, Salesforce Ventures, Acrew Capital, Washington Harbour, and NFDG, we’re on a mission to transform healthcare at scale.

We prioritize candidate safety. Please be aware that official communication will only come from @medallion.co email addresses.

About the role

As a Director of Sales at Medallion, you’ll play a pivotal role in scaling our Enterprise business. You will lead a team of high-performing Account Executives who are responsible for driving new business, expanding strategic accounts, and building long-term relationships with the nation’s largest healthcare organizations.

This is a highly visible leadership position ideal for a strategic, metrics-driven sales leader who thrives in fast-paced environments and excels at coaching teams through complex sales cycles. You’ll partner closely with cross-functional leaders across Marketing, Customer Success, Product, and Finance to shape and execute our go-to-market strategy.

This role reports to the Chief Revenue Officer, and base compensation may range from $165,000-$200,000. In addition to base salary, Medallion offers variable compensation, equity, and a comprehensive benefits package. Final compensation will be determined based on a variety of factors including skills, experience, and location.

What you'll do

• Sales Leadership & Execution
• • Lead and scale a team of quota-carrying Enterprise Account Executives, fostering a performance-driven, collaborative, and inclusive culture
  • Build and reinforce best-in-class sales methodology grounded in MEDDPICC and Command of the Message
  • Set strategic account plans and partner with reps on pipeline development, deal execution, and territory optimization
  • Develop and manage sales forecasts, territory plans, and KPIs to ensure predictability and consistent growth
  • Partner with Sales Enablement to onboard, coach, and up-level team performance with ongoing training and development
• Strategy & Cross-Functional Collaboration
• • Partner with executive leadership to define and iterate on the go-to-market strategy for the Enterprise segment
  • Work closely with Revenue Operations to assess pipeline health, improve sales efficiency, and enhance forecasting accuracy
  • Collaborate with Marketing to inform campaign targeting and generate high-quality pipeline
  • Act as a voice of the customer internally, bringing structured feedback to Product and GTM teams to influence roadmap and messaging
  • Engage with high-priority prospects and customers as an executive sponsor and strategic partner
• Process Optimization & Scale
• • Design and implement scalable, repeatable sales processes to support rapid growth
  • Evaluate and refine sales tools and CRM workflows to increase team productivity and visibility
  • Drive rigorous deal reviews and implement mutual action plans to reduce deal slippage and increase conversion
  • Leverage data to experiment, learn, and adapt tactics to win in a competitive and evolving market

Qualifications

• 8+ years of experience in Enterprise B2B SaaS sales, with 4+ years directly managing quota-carrying sales teams
• Demonstrated success navigating complex, multi-threaded sales cycles within enterprise accounts
• Track record of exceeding revenue goals and scaling sales teams in high-growth environments
• Fluency in MEDDPICC, Command of the Message, and modern sales tech stacks (e.g., Salesforce, Gong, etc.)
• Demonstrated ability to build strategic account plans and close enterprise deals
• Deep understanding of SaaS economics and how to drive deal velocity while protecting margin
• Exceptional communication, executive presence, and negotiation skills — confident in engaging at the C-Suite level
• A player-coach mentality with willingness to get in the trenches when needed