We are seeking a seasoned Sales Director to lead and expand our healthcare sales engagement with public sector health services across Australia. This role is designed for a senior commercial leader with deep experience navigating complex public healthcare environments - including state health departments, Local Hospital Networks, and related government-funded service providers and private organisations. The successful candidate will combine strategic leadership, executive-level engagement, and disciplined sales execution within regulated procurement settings.
Key Responsibilities
Revenue & Strategic Growth
* Take full responsibility for pipeline, forecasting and achieving booking targets for the APAC region.
* Drive strategic account planning and execution across state and territory health departments, public hospital networks, private organisations, and allied community health services.
* Own major negotiations and complex contracting, ensuring alignment with public sector procurement, funding cycles and compliance requirements.
MEDDPICC Leadership & Sales Discipline
* Embed and sustain MEDDPICC as the core enterprise qualification and deal execution framework across the sales organisation.
* Lead the qualification and progression of opportunities with structured evidence, risk mitigation, and commercial transparency.
* Coach and mentor sales leaders and teams on Metrics, Economic Buyer engagement, Decision Criteria/Process, Paper Process, Implicated Pain, Champion development, and Competitive landscape.
Pipeline & Forecast Accountability
* Maintain a robust, well-qualified pipeline that reflects public sector sales dynamics and long-cycle opportunities.
* Produce accurate, defensible forecasts with clear articulation of stage-gating, approval dependencies, and mitigation strategies.
* Utilise forecasting discipline that supports organisational planning and executive decision-making.
Stakeholder Engagement & Sector Partnerships
* Build and sustain trusted relationships with senior public health executives, clinical leaders, procurement authorities, and multidisciplinary governing groups.
* Act as the primary strategic representative with government entities and healthcare authorities to position the organisation as a trusted partner in service improvement and value delivery.
* Understand and anticipate shifts in policy, public funding priorities, service reform agendas and healthcare outcomes frameworks.
Cross-Functional Collaboration
* Collaborate closely with Marketing, Product, Implementation and Customer Success to ensure cohesive value delivery and client satisfaction.
* Ensure alignment between commercial propositions and sector expectations around evidence, outcomes, safety and compliance.
* Provide structured, strategic feedback from market engagement into product enhancement and go-to-market strategies.
Leadership & Team Development
* Lead, coach and develop a high-performing enterprise sales team with a strong emphasis on public sector methodology and professionalism.
* Foster a collaborative, accountable and learning-oriented culture that drives high quality execution.
* Implement regular deal reviews, learning forums and structured coaching practices to elevate team performance.
Desired Experience & Skills
* Demonstrated experience as a senior sales leader (Sales Director, Head of Sales or equivalent) within healthcare services, health technology, or healthcare IT selling into public sector healthcare organisations.
* Strong track record of engaging with complex public sector stakeholders (e.g., state health services, government procurement, hospital boards).
* Deep familiarity and hands-on application of MEDDPICC or equivalent enterprise sales methodology in long procurement cycles.
* Strong commercial instincts, with experience negotiating contracts, managing public tender processes, and shaping value propositions for government buyers.
* High-level communication skills, capable of engaging with senior executives, clinicians, technical decision-makers and cross-functional teams.
* Ability to interpret policy context, address compliance requirements, and align outcomes with public value drivers.
Leadership Traits & Cultural Fit
We are seeking a leader who:
* Demonstrates professionalism, integrity and credibility in public sector engagements.
* Operates with strategic judgment, diplomacy and long-term stakeholder orientation.
* Balances disciplined sales execution with empathy for the public mission of healthcare providers.
* Leads, mentors and elevates the team performance and contributes to organisational culture.
Why Join Us
* A leadership role with high impact on public healthcare outcomes and service innovation.
* Opportunity to shape commercial strategy and sector engagement across Australia.
* A culture that values disciplined sales methodology, strategic collaboration and shared success.
* A chance to work with diverse stakeholders aligned to public health improvement.
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