Director of Sales at Rainfall Health

Job description

ABOUT RAINFALL HEALTH Rainfall Health is a fast-growing health tech company on a mission to make care delivery smarter, faster, and more equitable. Our platform helps health systems and provider groups streamline clinical workflows and close care gaps, leveraging AI to drive meaningful healthcare impact for patients. THE ROLE Rainfall Health is seeking a driven and strategic Director of Sales to lead growth initiatives across our suite of health tech products. This is a senior, high-impact role responsible for identifying, developing, and closing new business opportunities with health systems, provider groups, and strategic partners. Reporting directly to the Senior Vice President of Revenue, you will work closely with our Leadership, Product, Marketing, and Customer Success teams to accelerate revenue growth and expand Rainfall Health's market presence. WHAT YOU'LL DO - Own the pipeline — Build and manage a robust pipeline of health system, hospital, and provider group opportunities from prospecting through close, serving as the primary executive contact throughout the sales cycle. - Drive new logo growth — Develop and execute prospecting strategies, manage RFP processes, and lead contract negotiations to consistently meet or exceed quarterly ARR targets. - Lead strategic partnerships — Identify and develop relationships with health system executives, IDN leadership, and key clinical and operational stakeholders to build a strong foundation for long-term, enterprise-wide partnerships. - Be the market expert — Stay current on health system trends, competitive dynamics, CMS programs, and regulatory shifts to inform go-to-market strategy and product positioning. - Navigate complex stakeholders — Build and maintain executive-level relationships with CEOs, CFOs, CIOs, and revenue cycle leaders, effectively translating Rainfall Health's clinical and financial value proposition. - Collaborate cross-functionally — Partner with Marketing on campaigns and events, with Product on market feedback and roadmap input, and with Customer Success to ensure smooth handoffs and expansion opportunities. - Report on performance — Maintain accurate forecasting in HubSpot, deliver pipeline and performance reporting to leadership, and track key BD metrics including win rates, cycle times, and revenue contribution. WHAT WE'RE LOOKING FOR - 6–10 years of progressive business development, enterprise sales, or strategic partnerships experience, with at least 3 years selling into or partnering with health systems, IDNs, or large provider organizations - Proven track record closing complex, multi-stakeholder enterprise deals in the $500K–$2M+ ACV range - Deep fluency in health system dynamics — you understand Epic, Cerner, value-based care models, care coordination workflows, and the financial pressures facing today's health systems - Experience navigating long enterprise sales cycles and procurement processes, including RFPs, legal review, and executive sign-off - Excellent communicator and executive presence — equally comfortable in a C-suite boardroom and a clinical workflow demo - Data-driven mindset with command of Salesforce CRM, pipeline forecasting, and BD performance metrics - Strategic thinker who can also execute — comfortable operating with limited structure in a Series A environment QUALIFICATIONS - Bachelor's degree required; MBA or advanced degree in healthcare administration, public health, or business preferred - At least 6 years of enterprise business development or sales experience, preferably in health IT or digital health - Strong understanding of value drivers in SaaS and recurring revenue business models - Demonstrated ability to manage and grow a complex book of strategic opportunities - Excellent communication and interpersonal skills, both written and verbal - Goal- and results-oriented with strong organizational and prioritization skills - Comfortable working autonomously and cross-functionally in a fast-paced startup environment NICE TO HAVE - Experience with value-based care models and population health platforms - Background in health IT implementation or clinical informatics - Prior startup (Seed–Series B) experience - Familiarity with CMS quality programs (HEDIS, Stars, MIPS) and their operational implications for health systems - Existing network of health system executives or health IT decision-makers - Experience structuring and managing channel or reseller partnerships This job description is intended to convey information essential to understanding the scope of the position and is not exhaustive. Duties, responsibilities, and qualifications may be adjusted as the needs of the organization evolve. Rainfall Health is an equal opportunity employer and is committed to creating an inclusive environment for all employees. All qualified applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

Requirements

Must-haves

Own the pipeline — Build and manage a robust pipeline of health system, hospital, and provider group opportunities from prospecting through close, serving as the primary executive contact throughout the sales cycle.
Drive new logo growth — Develop and execute prospecting strategies, manage RFP processes, and lead contract negotiations to consistently meet or exceed quarterly ARR targets.
Be the market expert — Stay current on health system trends, competitive dynamics, CMS programs, and regulatory shifts to inform go-to-market strategy and product positioning.
Navigate complex stakeholders — Build and maintain executive-level relationships with CEOs, CFOs, CIOs, and revenue cycle leaders, effectively translating Rainfall Health's clinical and financial value proposition.
Collaborate cross-functionally — Partner with Marketing on campaigns and events, with Product on market feedback and roadmap input, and with Customer Success to ensure smooth handoffs and expansion opportunities.
Report on performance — Maintain accurate forecasting in HubSpot, deliver pipeline and performance reporting to leadership, and track key BD metrics including win rates, cycle times, and revenue contribution.
6–10 years of progressive business development, enterprise sales, or strategic partnerships experience, with at least 3 years selling into or partnering with health systems, IDNs, or large provider organizations
Proven track record closing complex, multi-stakeholder enterprise deals in the $500K–$2M+ ACV range
Deep fluency in health system dynamics — you understand Epic, Cerner, value-based care models, care coordination workflows, and the financial pressures facing today's health systems
Experience navigating long enterprise sales cycles and procurement processes, including RFPs, legal review, and executive sign-off
Excellent communicator and executive presence — equally comfortable in a C-suite boardroom and a clinical workflow demo
Data-driven mindset with command of Salesforce CRM, pipeline forecasting, and BD performance metrics
Strategic thinker who can also execute — comfortable operating with limited structure in a Series A environment
At least 6 years of enterprise business development or sales experience, preferably in health IT or digital health
Strong understanding of value drivers in SaaS and recurring revenue business models
Demonstrated ability to manage and grow a complex book of strategic opportunities
Excellent communication and interpersonal skills, both written and verbal

Nice-to-haves

Bachelor's degree required; MBA or advanced degree in healthcare administration, public health, or business preferred
Experience with value-based care models and population health platforms
Background in health IT implementation or clinical informatics
Prior startup (Seed–Series B) experience
Familiarity with CMS quality programs (HEDIS, Stars, MIPS) and their operational implications for health systems
Existing network of health system executives or health IT decision-makers
Experience structuring and managing channel or reseller partnerships

Application prep

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Keywords to mirror

aigo

Platform: ashby
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