Director of Enterprise Development (Ohio River Valley states)

Health care is all about conversations, with over 2B spoken conversations each year between patients and their care teams in just the United States. However, people forget up to 80% of those conversations, leading to worse patient outcomes. And doctors are burning out writing notes in their EMRs instead of focusing on their patients. That’s where Abridge comes in — our audio-based standalone and integrated solutions record and summarize medical conversations, anywhere care happens.

Health care is all about conversations, with over 2B spoken conversations each year between patients and their care teams in just the United States. However, people forget up to 80% of those conversations, leading to worse patient outcomes. And doctors are burning out writing notes in their EMRs instead of focusing on their patients. That’s where Abridge comes in — our audio-based standalone and integrated solutions record and summarize medical conversations, anywhere care happens.

About the role:

We are looking for a highly motivated Director of Enterprise Development to join our dynamic team at Abridge. In this role, you will have the unique opportunity to drive new customer bookings, expand pilot opportunities, and articulate the value of Abridge solutions to healthcare executives and clinicians. With your extensive experience in consultative selling, knowledge of large healthcare systems, and exceptional communication skills, you will play a pivotal role in our rapid growth and establish Abridge as a leading innovator in generative AI applications for healthcare.

LOCATION: This team member must reside in MI/OH/IN/KY/TN

What you'll do:

• Drive booking for net new customers and expansion of pilot opportunities

• Articulate value of Abridge solution and technology to Health Systems executives and clinicians

• Develop pipeline within an assigned region to penetrate new accounts and create opportunities for Abridge solutions

• Work with health systems to define success criteria for initial Abridge usage and convert pilots into long-term customer agreements 

• Execute recommended activities with prospective customers in alignment with the sales process to advance evaluation of Abridge solutions and drive opportunities to closure

• Build relationships with key decision makers and C-Level executives within IDNs and work directly with Physicians and Physician Services executives

• Develop account plans to fully deploy Abridge solutions by working with customers to build roadmaps for future expansion

• Work cross-functionally with relevant team members including product, implementations, support, legal, and marketing to enable customer success

• Proactively develops and expands network of relationships to generate opportunities

• Serve as an ambassador for Abridge in representing the company and our thoughtful approach to generative AI uses in healthcare environments

Who you are:

• Excellent communication and active listening skills, ability to communicate with multiple stakeholders at Integrated Delivery Networks and Enterprise Health Systems

• Prior sales experience with large, complex health systems including knowledge of stakeholders, policies, decision-making protocols, and technology evaluation norms

• Ability to navigate within large, matrixed organizations with shifting priorities

• Skilled at articulating value to prospective customers by working to understand organizational objectives and creating alignment with technology solutions

• Business and financial acumen including a proven track record of delivering results through strategic customer relationships, exceeding sales goals, and creating great outcomes for customers that are referenceable

• Ability to deal with change and thrive in ambiguity

• Comfortable executing against a responsive sales process framework with a bias for action and focus on accountability

• Command of recent trends and policies impacting key stakeholders at IDNs and Health Systems 

• Comfortable developing multi-input account strategies to roadmap technology adoption across multiple years inside large Enterprise Health Systems 

• Strong knowledge of Physician workflow and clinical documentation requirements, prior experience with documentation solutions, EHR, and speech recognition technology is strongly recommended

What you'll bring:

• 7+ years direct sales experience in Healthcare SaaS and technology solutions

• Evidence of success in roles focused on new customer acquisition

• Tech-forward experience when it comes to learning new internal