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About the role
Key responsibilities & impact- Leads strategic sales cycles with multiple stakeholders and long decision timelines across both public and private healthcare sectors in ANZ.
- Builds tailored business cases that align with healthcare organizations’ strategic goals with an initial focus on NSW health organizations.
- Applies advanced sales methodologies (e.g., MEDDIC, Challenger, SPIN) to drive alignment and urgency.
- Serve as the primary Provation contact for all opportunities in Australia and New Zealand until the regional team expands.
- Conducts rigorous executive-level discovery to uncover clinical, operational, and financial pain points – going beyond stated needs to surface latent challenges that form the foundation of compelling business cases.
- Leads and contributes to formal tender responses and RFP processes across public and private health procurement frameworks, managing the full lifecycle from expression of interest through contract execution.
- Designs and negotiates bespoke commercial constructs appropriate to deal complexity, including multi-site arrangements, enterprise licenses, and framework agreements with centralized health procurement bodies.
- Develops and executes multi-year account growth strategies.
- Identifies upsell and cross-sell opportunities based on client data and evolving needs.
- Collaborates with Customer Success and Product teams to ensure long-term client satisfaction and retention.
- Communicates with clarity and confidence across clinical, technical, and financial audiences.
- Leads executive briefings, strategic planning sessions, and QBRs.
- Influences internal and external stakeholders to accelerate deal velocity and prioritize client outcomes.
- Applies financial and operational insights to guide sales strategy and client conversations.
- Understands key SaaS metrics (ARR, churn, CAC, LTV) and uses them to manage pipeline and forecast accurately.
- Leverages CRM and analytics tools to identify trends, risks, and opportunities.
- Provide accurate monthly forecast that is aligned with corporate expectations and visibility to leadership.
Requirements
What you’ll need- Bachelor’s degree in Business, Marketing, Healthcare Administration, or a related field.
- Advanced degree (MBA, MHA) is a plus, especially for roles involving strategic enterprise sales.
- 8+ years of experience in B2B healthcare sales, with at least 5 years focused on enterprise-level clients in Australia and/or New Zealand.
- Deep understanding of the public and private healthcare markets in ANZ, including procurement processes, regulatory frameworks, and reimbursement models.
- Demonstrated relationships at the clinical, technical, and executive levels within hospitals and day surgery centers, especially in NSW.
- Proven track record of exceeding quota in complex sales environments with long sales cycles.
- Experience managing strategic accounts and navigating multi-stakeholder decision processes.
- Familiarity with healthcare IT systems, procurement processes, and compliance requirements.
- Demonstrated success in negotiating high-value contracts and renewals.
- Ability to travel is required.
Benefits
Comp & perks- Health insurance
- 401(k) matching
- Flexible work hours
- Paid time off
- Remote work options
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
B2B healthcare salesenterprise salessales methodologiesMEDDICChallengerSPINSaaS metricscontract negotiationaccount growth strategiespipeline management
Soft Skills
strategic planningcommunicationinfluencecollaborationclient satisfactionexecutive-level discoveryrelationship buildingproblem-solvingnegotiationleadership
Certifications
Bachelor’s degreeMBAMHA