Sr. Director, Sales

About this role

Parachute Health is transforming post-acute care as the leading digital ordering platform for medical equipment and supplies. We connect major health systems, health plans, and suppliers to help patients get the life-saving products they need at home. Since launching, we've connected 300,000+ clinicians and 3,000+ supplier locations across all 50 states and helped 15M+ patients. What started as a DME ePrescribing tool has become the order management platform of choice for home medical equipment.

Join our team and make a difference in patient care.

About the Role

The Sr. Director, Sales of Home Medical Equipment (HME) Sales is responsible for leading and scaling the company’s HME-focused SaaS revenue engine. This role owns sales strategy, execution, and team leadership for a sales organization, driving lead generation, new customer acquisition, and retention across HME providers ranging from small business, mid-market to enterprise.

This leader partners closely with Marketing, Customer Success, Product, and Strategic Partnerships to deliver predictable growth, shorten sales cycles, and position the company as a trusted technology partner within the HME ecosystem.

Responsibilities

• Own and execute the HME sales strategy aligned to company revenue and growth objectives

• Lead, coach, and develop sales professionals (new business, account management, or hybrid, as applicable)

• Establish clear performance expectations, KPIs, and accountability across the team

• Drive a high-performance, customer-centric sales culture

• Achieve and exceed bookings, ARR, and retention targets within the HME segment

• Oversee pipeline generation, forecasting accuracy, and deal execution

• Actively participate in strategic and enterprise-level deals

• Build trusted executive relationships with HME owners, operators, and clinical leaders

• Gather market and customer insights to inform product roadmap and go-to-market strategy

• Partner with Marketing on demand generation, messaging, and vertical-specific campaigns

• Work closely with Customer Success to ensure smooth handoffs, adoption, renewals, and upsell

• Coordinate with Strategic Partnerships (e.g., manufacturers, integrated platforms) to drive joint opportunities

• Implement and optimize sales processes, playbooks, and CRM discipline

Qualifications & Experience

Required Experience

• 5-10+ years of progressive sales leadership experience, preferably in SaaS

• Direct experience selling to Home Medical Equipment (HME), DME, or closely related healthcare providers

• Proven track record of leading and scaling sales teams with consistent quota attainment

• Strong understanding of SaaS metrics (ARR, CAC, churn, expansion)

• Experience managing complex, consultative sales cycles

Preferred Experience

• Experience selling workflow, revenue cycle, or operational software in healthcare

• Familiarity with HME regulatory and reimbursement…