Responsibilities and Capabilities:

Pulmonx is seeking a dynamic and strategically focused Strategic Accounts Director to drive adoption and expansion of our comprehensive Lung Health Programs, including our innovative LungTrax patient screening software, within key hospital systems and Integrated Delivery Networks (IDNs). This critical role will be responsible for engaging with C-suite and executive-level stakeholders to understand their strategic priorities in lung health, demonstrate the integrated value of our programs and the LungTrax software, and build long-term partnerships that improve patient care and hospital performance. The ideal candidate will possess a deep understanding of the healthcare landscape, specifically within respiratory care and the role of technology in early detection, a proven track record of selling complex solutions to hospital executives, and exceptional strategic selling and relationship-building skills.

Key Responsibilities:

• Develop and execute strategic account plans specifically focused on positioning and selling Pulmonx's Lung Health Programs and "LungTrax" patient screening software to hospital executives (e.g., CEOs, COOs, CMOs, VPs of Clinical Services).
• Serve as a trusted advisor and subject matter expert on lung health programs and patient screening technologies, demonstrating a deep understanding of clinical pathways, patient outcomes, cost-effectiveness, the role of early detection, and the evolving healthcare landscape within respiratory care.
• Identify and proactively target a focused list of key hospital systems and IDNs with high potential as determined by sales leadership
• Cultivate and maintain strong, executive-level relationships at targeted accounts, understanding their strategic goals, challenges, and priorities
• Present compelling value propositions that align Lung Health Programs and the LungTrax software with the strategic objectives of hospital executives, focusing on outcomes, efficiency, financial benefits, and the impact of early detection on patient outcomes and resource utilization.
• Lead complex sales cycles involving multiple stakeholders, including clinical leaders, IT departments, finance, and procurement, specifically addressing any technical or integration considerations for the LungTrax software.
• Negotiate, close and manage high-level agreements and contracts for Lung Health Program implementation and LungTrax.
• Track key performance metrics, identify expansion opportunities, ensure alignment across stakeholders and enable the sales team to focus on execution while maximizing long-term customer value and revenue growth.
• Collaborate closely with internal teams (e.g., Sales Leadership, Marketing, Product Management, R&D, Customer Success, Medical Affairs) to tailor program and software offerings and ensure successful integration within hospital systems.
• Develop a deep understanding of the competitive landscape for both lung health programs and patient screening software, and articulate Pulmonx's unique differentiators in both areas and their combined value, including the advantages of LungTrax and the Zephyr valve procedure.
• Monitor market trends and evolving best practices to inform strategic account planning.
• Conduct executive-level business reviews to demonstrate program and software impact, identify opportunities for expansion, and strengthen strategic partnerships.
• Maintain accurate and up-to-date records of account activities, contacts, and opportunities within CRM systems, specifically tracking progress related to both program adoption and software implementation.
• Represent Pulmonx professionally at industry events and executive-level meetings

Requirements:

• Bachelor's degree in Business Administration, Healthcare Management, Life Sciences, or a related field. An advanced degree is preferred.
• Minimum of 10 years of progressive experience in strategic sales or account management within the medical device or healthcare solutions industry, with a significant focus on selling to hospital executives.
• Proven track record of successfully selling complex, high-value solutions or programs to the C-suite in hospital settings, ideally including software or technology solutions like patient screening software.
• Deep understanding of the hospital environment, executive decision-making processes, and the strategic priorities related to lung health management and the role of technology, such as AI and workflow management, in healthcare delivery.
• Strong knowledge of respiratory care pathways, quality metrics, reimbursement models, and the challenges and opportunities in improving lung health outcomes and the application of patient screening technologies.
• Exceptional presentation, negotiation, and communication skills tailored for executive audiences, with the ability to clearly articulate the value proposition of both programs and software.
• Demonstrated ability to build and maintain strong, long-term relationships with key opinion leaders and hospital executives.
• Ability to work well in a cross-functional team without line authority over teammates to accomplish shared objectives
• Strategic thinker with the ability to develop and execute effective account plans focused on executive-level engagement and the integrated selling of programs, procedures and software.
• Strong analytical and problem-solving skills with the ability to interpret clinical, financial, and technical data to build compelling business cases.
• Proficiency in CRM systems (e.g., Salesforce) and Microsoft Office Suite. Familiarity with software sales processes and considerations (e.g., licensing, integration, data security) is a plus, especially related to patient screening software.
• Ability to travel extensively to meet with hospital executives.
• Excellent written and verbal communication skills; High level of professionalism, integrity, and executive presence.

Preferred Qualifications:

• Specific experience selling pulmonary technology and/or SaaS (Software as a Service) to C-suite executives
• Established relationships with hospital executives in key target accounts.
• Clinical background or strong understanding of respiratory physiology and disease management
• Knowledge of value-based care models and their application to lung health in achieving value-based outcomes.

Compensation: Base + Variable compensation up to $285K OTE
Travel: 70%-80% travel required

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