National Account Director

About this role

Company Overview

Join us for an enriching journey with Outset, a trailblazing medical device company that is revolutionizing the field of dialysis. Our focus is to create one high performing team, obsessed with progress, in an atmosphere that is brimming with transformative opportunities. The heart of our mission is pioneering a groundbreaking technology that redefines the landscape of dialysis, streamlining complexity and cost, because patients deserve “better” now, not some day.

At Outset we’re revolutionizing an industry and changing lives. We’re impacting what the future of dialysis looks like by creating a first-of-its-kind technology in order to reduce the cost and complexity of dialysis. FDA cleared for use across care settings, from the hospital to the clinic to the home, the Tablo® Hemodialysis System harnesses modern technology for a new holistic approach to dialysis care. We’re giving providers time back to focus on patient care. And we’re giving patients the power to take control of their life and get back to enjoying the things they love.

Position Overview
The National Accounts Director owns the enterprise growth strategy for assigned national health systems, converting contract access into system-wide adoption of Tablo across acute-care settings. This role serves as the quarterback for complex accounts: building executive alignment, establishing clear expansion priorities, removing barriers to facility-level engagement, and coordinating execution across regions and sites.
Success requires equal strength in strategy and follow-through. You'll create top-down and bottom-up account plans, lead C-suite and system-level relationships, and partner with Area Sales Managers and cross-functional teams to translate enterprise opportunity into measurable penetration, predictable revenue, and long-term customer value.
Own the Enterprise Account Strategy
National account growth begins with a clear view of how Outset creates the greatest system-wide value.

• Develop and own strategic account plans for assigned national health systems, including facility targets, sequencing, growth milestones, and executive engagement priorities.

• Assess system-level opportunity, installed-base performance, treatment pull-through, whitespace, competitive dynamics, and barriers to adoption.

• Translate enterprise priorities into coordinated action plans for regions, facilities, and internal partners.

• Maintain a clear view of account progress, risks, forecast, and next-best actions.

Create Access and Drive System-Wide Penetration
The opportunity is not simply to secure a contract; it is to convert enterprise access into sustained adoption across the system.

• Build trusted relationships with C-suite, clinical, financial, operational, supply chain, and other system-level stakeholders.

• Establish and maintain national agreements and remove procurement, contracting, and access barriers that prevent facility-level engagement.

• Identify opportunities to expand Tablo into additional hospitals, service lines, and acute-care applications within assigned accounts.

• Lead regular executive business reviews to assess performance, unlock new opportunities, and advance the relationship.

• Track system-level penetration, treatment pull-through, expansion milestones, and progress against the account plan.

Quarterback Cross-Functional Execution
National accounts require one enterprise strategy and coordinated execution across many teams and geographies.

• Align ASMs and field leadership on account priorities, facility sequencing, stakeholder engagement, and ownership.

• Partner with Clinical Sales, Marketing, Finance, Legal, and Operations to support product launches, pricing, demonstrations, implementation, and expansion.

• Provide field teams with clear account context, tools, resources, and executive air cover while maintaining ownership of the enterprise relationship and strategy.

• Create scalable practices, references, and expansion approaches that apply across systems.

Build the Value Case and Negotiate
Complex health-system decisions require a compelling case for change and agreements that support durable growth.

• Lead consultative discovery to understand system priorities, economics, decision dynamics, and adoption requirements.

• Develop and present business cases, ROI models, and executive recommendations that demonstrate the value of Tablo.

• Lead complex negotiations involving capital equipment, pricing, software, IT, cybersecurity, compliance, and long-term commercial terms.

• Secure agreements and annual commitments that support predictable, mutually valuable growth.

Deliver Results
Strong national-account leadership is measured by both enterprise outcomes and disciplined execution.

• Meet or exceed quarterly and annual sales objectives for assigned accounts.

• Provide leadership with clear, actionable account plans, forecasts, risks, and progress updates.

• Represent Outset with executive presence, integrity, sound judgment, and strong follow-through.

• Comply with all company quality and commercial policies.

Required Qualifications

• Bachelor's degree or equivalent experience.

• Ten or more years of successful MedTech or complex healthcare sales experience, including at least five years in capital sales.

• Demonstrated success growing large health-system or integrated delivery network accounts across multiple sites or regions.

• Strong consultative-selling, contracting, negotiation, and executive-presentation capability.

• Experience building alignment across C-suite, clinical, operational, financial, and procurement stakeholders while leading cross-functional work without direct authority.

• Ability to travel up to 75%.

Preferred Qualifications

• Experience leading national or enterprise account strategy in hospitals, health systems, or integrated delivery networks.

• Experience introducing disruptive technology and scaling adoption across multiple…