Mid-Market Partnerships Director

This is a direct sales/individual contributor position focused on building strategic partnerships with mid-market Integrated Delivery Networks (IDNs) across a designated regional territory. 

Who You Are 

You are a dynamic, high-energy sales professional with a strong foundation in healthcare sales and a proven ability to build relationships and drive growth. You have experience selling to hospitals or health systems and are familiar with tech-enabled solutions or SaaS offerings in the healthcare space. You excel in consultative sales, navigating complex sales cycles, and delivering innovative solutions to meet the unique needs of healthcare organizations. 

What You’ll Be Doing 

As a Mid-Market Partnership Director at Iris Telehealth, you will play a critical role in expanding our presence within targeted mid-market IDNs across various U.S. regions. You will be responsible for driving revenue growth by developing and executing tailored strategies that address the unique needs and challenges of each territory.  

• Generate significant revenue by developing new partnerships with mid-market IDNs, achieving an annual target of $4M to $6M. 

• Champion a consultative approach to identify client needs, deliver tailored solutions, and close complex deals that make a real difference in healthcare delivery. 

• Be at the forefront of deploying brand-new Iris Telehealth products and solutions to expand our footprint, maximize client engagement, and optimize patient access and outcomes. 

• Work closely with Clinical Operations partners, Value Engineers, and the Partner Success Team to accelerate win rates and drive consistent performance. 

• Stay on top of the latest market trends, reimbursement policies, and regulatory environments, using data and insights to adapt strategies and maintain a competitive edge. 

• Leverage CRM systems and other sales tools to track progress, manage opportunities, and maintain accurate sales forecasts. 

• Travel up to 30% for site visits, presentations, and trade shows, depending on regional assignments. 

What You’ll Need 

We want to make sure all our employees are set up for success from the get-go and that everyone is a great fit for their individual role. 

You’ll definitely succeed if you have: 

• 3-5 Years of Experience in Healthcare Sales: Proven experience selling to hospitals or health systems, with a track record of meeting or exceeding sales targets. 

• Experience with Tech-Enabled Solutions or SaaS: Familiarity with tech-enabled healthcare solutions, SaaS offerings, or other innovative healthcare products. 

• Strong Consultative Sales Skills: Ability to build trust and credibility with clients through a consultative approach to selling. 

• Agility and Adaptability: Strong adaptability and agility in managing multiple priorities and adjusting strategies to changing market conditions. 

• CRM Proficiency: Experience using CRM systems (e.g., Salesforce) to manage sales pipelines and forecast accurately. 

What Would Set You Apart 

We’ll be looking for these standout qualifications as we review your resume. If you have these, you’ll be a cut above the rest and an ideal fit for this role: 

• Experience with Mid-Market IDNs: Direct experience working with mid-market Integrated Delivery Networks (IDNs) or equivalent healthcare organizations. 

• Experience with Newly Launched Healthcare Solutions: Experience selling innovative or newly launched healthcare products and solutions, particularly in virtual care or healthcare technology. 

• Proven Success with Phased Deployment Strategies: Demonstrated success in executing phased deployment strategies to introduce and expand new healthcare products or solutions. 

• Strong C-Suite Relationships: Established network of relationships with C-suite and senior executives within healthcare organizations, with proven experience in engaging and influencing key decision-makers. 

• Advanced Understanding of Healthcare Reimbursement and Regulatory Environments: Comprehensive knowledge of regional reimbursement policies, regulatory environments, and market dynamics that affect healthcare sales. 

• Experience with Behavioral Health: Direct experience in selling solutions related to behavioral health with a strong understanding of its unique challenges and opportunities. 

 What’s In It For You? 

We care about our employees and want to make sure they have everything they need to do their job well. To us, that means having the resources live their best life (both at work and at home): 

• Highly competitive compensation (base salary + bonus + stock options) 

• Generous PTO policy + colleagues who insist on covering for you so you can truly unplug 

• 100% of the premium cost of healthcare for you and 75% for your dependents 

• $50/month for a gym membership 

• $50/month for your cell phone bill 

• 100% employer-paid life insurance coverage 

• 401k Plan with company match 

• Paid parental leave 

• Optional: Short-term and long-term disability insurance 

• Coworkers who create Slack channels like “sometimesiwetmyplants” 

Who You’ll Work With 

These awesome individuals are the leaders of our Sales team. A hire joining this team would report directly to Sean Tominey.  

• Sean Tominey, Vice President of Mid-Market Sales 

• Glenn Wada, Chief Growth Officer 

Who Leads Our Mission                                              

• Andy Flanagan, Chief Executive Officer  

• Sarah Fyfe, Chief People Officer  

• Caroline Burton, Chief Financial Officer 

• Alli Fair, Chief Operating Officer 

• Dr. Tom Milam, Chief Medical Officer 

• Glenn Wada, Chief Growth Officer        

About Iris   

Iris Telehealth is a leading provider of telepsychiatry services for community mental health centers, community health centers, hospitals, and health systems across the U.S. We strive to deliver clinically sound and financially sustainable telepsychiatry in order to help our partners meet their behavioral health goals and save their communities.   

The key to our success is our people. And, our number one corporate value is People Over All Else. We try to live that value every day with everything we do. That’s why we’re looking for top talent to help us deliver high-quality and efficient clinical services all over the country.  

Iris Telehealth has a culture of ownership, humor, and mastery. Our team is small enough that you can see how your work affects the bottom line and big enough to have the urgency and excitement of a Fortune 500 company. We like to experiment. We're proud to make mistakes (but more proud of our successes). We're always trying to get better. People that work for us are expected to question the way we do things. We want all of our employees to fight for what they think is right -- because that’s how we’ll continue to grow and improve as a company.   

Additional Information  

• The Staying Power of Telehealth  

• Life at Iris  

• Iris Telehealth Certified as Most Loved Workplace  

Iris Telehealth is committed to embracing, valuing, and thriving on difference. All aspects of employment are decided on the basis of qualifications, merit, and business needs alone. Nurturing inclusion, equity, and belonging in both the workplace and our community is a nonstop and long-term commitment to one of our values, Suck Less Every Day (SLED). Iris is proud to continue to be an equal opportunity employer, and we commit to never stop doing the work in this space.