Director, Head of Sales and Partnerships

The Connector Who Opens Doors, Closes Big Deals and Builds Strategic Relationships

Reports to: Senior Director, Head of Brand & Growth

The Opportunity

Ovatient is seeking a sales leader to build and own our health system and enterprise partnership engine. We’re looking for a high-energy, strategically minded sales leader who loves the thrill of the hunt and the satisfaction of closing complex deals with health care organizations. If you thrive on opening doors, building trusted partnerships, and converting executive interest into signed multi-year agreements, this role is for you.

As Director, Head of Sales & Partnerships, you will lead Ovatient’s go-to-market efforts with regional and national health systems and their enterprise partners. You will own the full sales cycle—from targeted outreach and relationship development through contracting and handoff into implementation—while shaping our commercial strategy and laying the groundwork for a scalable revenue organization.

This is a high-impact role where you will run deals directly while helping design the processes and partnership playbooks that will underpin Ovatient’s next stage of growth.

About Ovatient – Virtual Care That Is Entirely Human

Ovatient is a virtual-first healthcare services company that puts people—not just patients—at the center of their health journeys. In partnership with leading health systems, we deliver connected care that is comprised of:

• Virtual primary care and urgent care
• Integrated behavioral health
• Deep operational and Epic integrations
• MyCare Anywhere™, Ovatient’s Epic-integrated digital patient engagement experience

Built on Epic, we’re creating not just another “digital front door” but a Digital Health Home™ with a virtual multispecialty practice that integrates seamlessly with our partners’ existing clinical and operational infrastructure.

We launched in 2023 with The MetroHealth System and MUSC Health and we’ve built something special that is setting the standard for virtual care. We’re now scaling a model that helps health systems expand access, improve experience, strengthen loyalty, and capture a larger share of care in their markets.

What You’ll Be Doing

1. New Business & Market Expansion

• Own the full sales cycle for new health system and enterprise partnerships—from prospecting and qualification through proposal, contracting, and handoff.
• Develop and maintain a robust pipeline of Epic-based and other health systems, IDNs, and health-system-aligned partners (e.g., clinically integrated networks, narrow networks, and employer-focused solutions).
• Develop individualized outreach strategies by region and segment, leveraging your personal network and targeted research to gain access to C-suite and senior executive decision-makers.
• Lead high-stakes sales conversations, including virtual presentations, in-person executive sessions, board-level updates, and strategy workshops—often in partnership with the CEO and senior leadership.
• Navigate complex, multi-stakeholder sales cycles involving strategy, clinical, operations, IT, digital, finance, and legal stakeholders.
• Represent Ovatient at key industry conferences and events, converting visibility and thought leadership into qualified opportunities.

2. Strategic Partnerships & Account Growth

• Identify, cultivate, and close partnerships with:

-Health systems and IDNs

-Health plans and managed care organizations

-Employer-focused partnerships

• Deepen relationships within existing customers, working with internal leaders to identify and shape cross-sell, expansion, and co-branded growth opportunities.
• Partner closely with Operations, Care Delivery, Digital, and Product Development to ensure proposed solutions are operationally feasible, clinically sound, and financially sustainable.
• Establish clear expectations and success metrics during the sales process to support clean handoffs into implementation and long-term account management.
• Act as a senior executive point of contact for select strategic accounts, supporting QBRs, executive check-ins, and renewal/expansion discussions.

3. Sales Strategy, Forecasting & Process

• Refine and continuously improve Ovatient’s commercial playbook: segmentation, ideal customer profiles, territory plans, and account strategies.
• Own revenue and new-logo targets for our portfolio; provide accurate, timely forecasts and deal-level visibility to the CEO and leadership team.
• Maintain disciplined pipeline management, activity tracking, and data hygiene ensuring leadership has a clear view of progress, risks, and next actions.
• Reporting to the Head of Brand & Growth, you’ll partner to develop compelling sales collateral, executive-level narratives, and case studies that resonate with strategy, clinical, and finance leaders.
• Help define pricing and deal structures that align with health system budgeting, value-based arrangements, and multi-year partnership constructs.
• Identify opportunities to streamline the sales process (RFP/RFI response templates, ROI models, pro formas, value stories, implementation overviews) to shorten cycle times and improve win rates.

4. Market Intelligence & Thought Leadership

• Serve as the “voice of the market” internally—bringing back structured insights on buyer priorities, competitive positioning, procurement dynamics, and barriers to adoption.
• Collaborate with Executive Leadership, Product and Digital teams to shape roadmap priorities informed by health system and payer/employer feedback.

What You Bring

Experience & Track Record

• 8+ years of direct B2B sales or strategic partnerships experience in healthcare, with at least 5 years selling into health systems, IDNs, or large provider organizations.
• Consistent history of meeting or exceeding annual revenue and new-logo targets, with examples of closing large, complex, multi-stakeholder deals.
• Established network of senior and executive-level relationships in the health system segment, with the ability to quickly open doors and accelerate sales cycles.
• Deep understanding of digital health, virtual care, and/or digital patient engagement, including domains such as virtual primary care, urgent care, behavioral health, wellness, or disease management.
• Demonstrated success navigating health system budgeting, capital vs. operating spend, and governance/committee approval processes.
• Proven experience selling technology-enabled healthcare solutions and services (not just pure SaaS), ideally in an environment integrating with Epic and MyChart.
• Prior experience in a startup or emerging-growth company,

Skills & Attributes

• Exceptional consultative selling, presentation, and negotiation skills; able to tailor executive narratives for CEOs, Chief Strategy Officers, Chief Clinical Officers, and other C-suite leaders.
• Strong commercial acumen: able to build business cases, interpret financial models, and connect clinical and operational outcomes to revenue and margin.
• High energy, results-oriented, self-directed, and resilient—comfortable with ambiguity, competing priorities, and a fast-moving environment.
• Collaborative leadership style: you bring a partnership mindset internally and externally to every interaction.
• Excellent project management and organizational skills, with the ability to coordinate multiple complex opportunities simultaneously across emerging-growth and established organizations.
• Proficiency with CRM tools, virtual meeting platforms, and modern sales enablement tools.

Bonus

• Master’s degree in business, healthcare administration, or a related clinical field.
• Experience building or leading a small sales/BDR team, with interest in evolving into a broader revenue leadership role as Ovatient grows.

Why You’ll Love Working at Ovatient

• Competitive compensation - base + performance-based incentive - and benefits.
• 401(k) with company match starting Day 1.
• Flexible, fully remote work environment with purposeful in-person collaboration opportunities.
• Significant influence on the commercial and partnership strategy of a scaling, virtual-first health services company.
• A mission-driven, collaborative team that lives our values of mutual respect, empowered accountability, persistence, boldness, and connected, whole-person care.

If you’re ready to turn relationships into strategic partnerships - and partnerships into measurable impact for patients, providers, and health systems - let’s talk.

When applying please combine a cover letter with your resume. In your cover letter be sure to tell us why Ovatient is the place you want to work, why now, and why you're a fit for this role.