Enterprise Accounts Director

Position Overview

The Enterprise 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

• 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

• 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

• 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

• 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

• Meet or exceed quarterly and annual sales objectives for assigned accounts.
• Provide leadership with clear, actionable account plans, forecasts, risks, resource needs, and progress updates.
• Represent Outset with executive presence, integrity, sound judgment, and strong follow-through.
• Comply with all company quality and commercial policies.