Director of New Logo Sales

The Director of New Logo Sales is responsible for leading the sales strategy, business development, and revenue growth across Physical Therapy/Rehab healthcare markets. This individual will manage a team of New Logo Account Executives (AEs) and drive overall sales performance within their defined region, ensuring the achievement of company revenue goals.

The Director of Sales will oversee the sale of Raintree’s product lines, including but not limited to EHR/PM Software, SaaS offerings, Revenue Cycle Management (RCM), and third-party partner products. This position requires strong leadership, the ability to build and execute strategic plans, and the capability to foster key relationships across new and existing customers.

Duties and Responsibilities

• Develop, implement, and manage a comprehensive sales strategy for penetrating New Logo Physical Therapy and Rehab healthcare environments.
• Lead, mentor, and coach a high-performing sales team, guiding them to achieve individual and team quotas while fostering professional growth.
• Own the responsibility for meeting or exceeding quarterly and annual revenue targets across product lines, ensuring alignment with corporate objectives.
• Identify and prioritize high-potential market segments and expand Raintree’s footprint within the healthcare IT space.
• Drive strategic initiatives to expand new business opportunities, build relationships with C-suite executives, and leverage existing partnerships to maximize sales.
• Oversee the pipeline development process, ensuring consistent prospecting, qualification, and closing of new business opportunities. Monitor and report on pipeline performance regularly.
• Provide accurate and timely sales forecasts to senior management, analyze sales performance, and recommend adjustments to strategies as needed for operational excellence.
• Act as the executive sponsor for key partnerships, maintaining strong relationships and ensuring positive relationships to assist in maturing the pipeline.
• Collaborate with Marketing, Product, and Customer Success teams to create compelling value propositions and drive go-to-market strategies.
• Stay abreast of industry trends, competitive landscape, and customer needs to ensure Raintree’s offerings remain competitive and relevant.
• Guide the sales team through the full sales cycle, from prospecting to negotiation and closing, ensuring effective contract management and customer onboarding.
• Travel: Attend industry events and customer meetings up to 50% of the time, representing Raintree in a professional and influential manner.

Position Proficiencies and Requirements

• A Bachelor’s degree or relevant work experience; MBA or equivalent business leadership experience is preferred.
• Minimum of 8-10 years of sales experience, with at least 3-5 years in a sales leadership or management role, preferably in SaaS and/or healthcare IT environments.
• Proven success in growing sales teams and scaling revenue in Healthcare IT.
• Experience in selling EMR/EHR/Practice Management software solutions.
• Strong understanding of healthcare market dynamics, including experience selling into Physical Therapy or adjacent healthcare sectors.
• Proficient in CRM systems (Salesforce preferred) and sales forecasting tools, with a deep understanding of data-driven decision-making.
• Excellent verbal and written communication skills, with the ability to influence internal and external stakeholders at all levels.
• Ability to travel as needed.

Competencies to Drive Success

• Visionary Leadership: Ability to set a strategic direction for the sales team and align resources effectively to achieve company goals.
• Relationship Building: Strong executive presence and relationship-building skills, both internally and externally, with the ability to influence decision-makers.
• Analytical Thinking: Ability to analyze market data, sales performance, and trends to make informed business decisions.
• Adaptability: Demonstrates flexibility in managing a dynamic market environment, and can pivot strategies to address new challenges.
• Team Development: A mentor and leader who fosters a collaborative, goal-oriented, and high-performance team culture.
• Results-Driven: Demonstrates a strong focus on achieving measurable results, with a track record of meeting and exceeding sales targets.