About Lena Health

Healthcare today is complex, confusing, and often frustrating. Appointments are hard to get, finding in-network doctors is a challenge, and understanding doctor recommendations and coverage details can be overwhelming. At Lena Health, we believe everyone deserves a trusted care coordinator to navigate this logistical maze with ease.

Lena is a telephonic AI coordinator that takes on the burden of care coordination by making calls to clinics, insurance companies, pharmacies, and other healthcare providers on behalf of patients. We empower payers and health systems to make healthcare and social navigation scalable and accessible to more patients through two transformative offerings:

1. Lena AI: Agentic voice AI that automates care coordination at scale.
2. Human+AI Service: A wrap-around model that integrates deeply with patients' primary care teams to deliver personalized support.

At Lena Health, we’re not just building technology—we’re creating a future where patients receive the care they need, when they need it, without the stress of navigating healthcare alone. Join us to help transform the way people experience healthcare, one interaction at a time.

About the Role

We’re seeking a Director of Sales to drive enterprise growth for Lena Health. In this role, you will be responsible for identifying new market opportunities, cultivating key relationships, and designing comprehensive sales and marketing strategies. You will oversee all aspects of the sales funnel—from lead generation and outreach to negotiation and contract closure—while ensuring our CRM processes, metrics, and reporting are best-in-class.

With a deep understanding of healthcare enterprise sales, you will bring expertise in areas of population health, value-based care and outcomes-driven patient engagement. You thrive in a startup environment where you can shape processes and directly influence the company’s trajectory. If you’re excited about transforming healthcare through AI-driven solutions, this role offers the opportunity to make a significant impact.

Compensation: The Director of Sales role has an On-Target Earnings (OTE) of $300k, comprised of a $150k base salary plus a $150k variable bonus package.

What You’ll Do (Key Responsibilities):

1. Sales Strategy & Leadership

• Refine Lena Health’s go-to-market strategy, targeting key industry segments such as provider organizations, payers, and care management entities.
• Forecast sales targets, set performance goals, and measure progress against short- and long-term growth objectives.

2. Demand Generation & Marketing

• Oversee demand-generation initiatives—including digital marketing, direct cold outreach, conference sponsorships, and event networking—to build a consistent pipeline of leads.
• Collaborate with internal stakeholders (Product, Marketing, Customer Success) to craft compelling value propositions and marketing campaigns that resonate with healthcare executives.

3. Pipeline & CRM Ownership

• Own the CRM system Salesforce, ensuring accurate lead tracking, data hygiene, and pipeline stage management.
• Analyze metrics (e.g., conversion rates, average contract value) to optimize the sales funnel and refine outreach strategies.

4. Relationship Building & Enterprise Sales

• Identify and nurture relationships with key decision-makers at health systems, payers, and provider groups.
• Lead contract negotiations, proposals, and enterprise deal closures, effectively showcasing ROI and clinical benefits.

5. Team Management & Cross-Functional Collaboration

• Mentor and guide junior sales staff or business development representatives to foster a high-performance, results-driven culture.
• Work closely with Product Management and Implementation teams to align product offerings with market needs, ensuring seamless handoffs post-sale.

6. Thought Leadership & Industry Presence

• Represent Lena Health at conferences, webinars, and events to showcase our vision for patient-centric care coordination.
• Stay current on industry trends, especially in care management, population health, and value-based care, to inform strategic decision-making.

Who You Are (Qualifications):

• Experience: 7+ years in healthcare enterprise sales, with a proven track record of meeting or exceeding sales targets.
• Domain Expertise: Familiarity with care management, population health, value-based care, transitional care, and/or health system outpatient programs.
• Demand Generation Skills: Demonstrated ability to run successful demand-gen initiatives, including direct outreach and digital campaigns.
• CRM Mastery: Hands-on experience with Salesforce, pipeline analytics, and forecasting capabilities.
• Startup Mindset: Comfortable in a fast-paced, entrepreneurial environment; able to adapt strategies quickly based on evolving market feedback.
• Leadership & Collaboration: Excellent communication skills, with the ability to influence internal and external stakeholders at all levels.
• Education: Bachelor’s degree required; Master’s degree (MBA or related) is a plus.

Performance Success Metrics

Short-Term (0–6 Months)

1. Pipeline Development

• Build a robust pipeline of qualified leads, focusing on key healthcare verticals (providers, payers, care management organizations).
• Implement a clear CRM process to track deal status, forecast revenue, and measure outreach activities.

2. Early Wins

• Close initial deals that validate Lena Health’s ROI and demonstrate the potential for expansion.
• Generate momentum in the market through strategic events, targeted campaigns, and partnerships.

3. Team & Process Setup

• Establish sales KPIs, reporting dashboards, and forecasting models in a CRM (i.e. Salesforce, Hubspot, etc.)
• Onboard or train any junior sales or business development reps, ensuring alignment on Lena Health’s messaging and sales approach.

4. Brand Awareness

• Elevate Lena Health’s presence via thought leadership and networking, positioning our AI solution as a game-changer for care coordination.

Long-Term (6–18 Months)

1. Revenue Growth & Market Penetration
   • Achieve or exceed annual revenue targets, demonstrating a track record of consistent quarter-over-quarter growth.
   • Expand Lena Health’s reach into new markets or customer segments within the healthcare industry.
2. Strategic Partnerships
   • Forge deep relationships with key healthcare organizations and industry influencers to accelerate pipeline opportunities.
   • Negotiate and secure larger enterprise deals that significantly contribute to ARR (Annual Recurring Revenue).
3. Scalable Sales Operations
   • Refine CRM workflows, pipeline stages, and analytics to drive predictive forecasting and efficient deal management.
   • Coach the sales team to deliver exceptional performance, building a culture of accountability and collaboration.
4. Customer Expansion & Upsell
   • Collaborate with Customer Success to identify upselling or cross-selling opportunities in existing accounts, contributing to higher contract values.
   • Influence product roadmap by providing market feedback, ensuring Lena Health stays at the forefront of care coordination solutions.
5. Team Leadership & Thought Leadership
   • Grow the sales organization, hiring and developing top talent to further expand our market presence.
   • Represent Lena Health at industry events and conferences, cementing our reputation as a leading AI care coordination partner.

Why Join Lena Health?

• Compensation: $300k OTE (On-Target Earnings), comprised of a $150k base salary plus a $150k variable bonus package.
• Generous Equity: Share ownership in Lena Health’s success and growth.
• Flexible Hybrid Work Culture: Balance remote and onsite collaboration for optimal productivity and work-life harmony.
• Generous Health Benefits: Comprehensive medical, dental, and vision coverage for you and your dependents.
• High Agency: Enjoy autonomy in decision-making with the support of an agile, entrepreneurial environment.
• Growth Opportunity: A chance to shape the future of healthcare and drive adoption of cutting-edge AI solutions.

How to Apply

If you’re passionate about revolutionizing healthcare through AI-driven care coordination, and you have the drive and experience to lead Lena Health’s sales organization to new heights, we’d love to hear from you. Join us in building a future where patients get the care they need—easily, affordably, and stress-free.