We are seeking a seasoned Sales Director to lead and expand our healthcare sales engagement with public sector health services across Australia. This role is designed for a senior commercial leader with deep experience navigating complex public healthcare environments - including state health departments, Local Hospital Networks, and related government-funded service providers and private organisations. The successful candidate will combine strategic leadership, executive-level engagement, and disciplined sales execution within regulated procurement settings.
Our organisation operates with a disciplined MEDDPICC sales framework, supporting structured qualification, risk management and deal execution. You will champion this rigor while also leading collaboratively with internal teams and external stakeholders to achieve sustainable revenue growth and strong mission alignment.
Key Responsibilities
Revenue & Strategic Growth
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Take full responsibility for pipeline, forecasting and achieving booking targets for the APAC region.
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Drive strategic account planning and execution across state and territory health departments, public hospital networks, private organisations, and allied community health services.
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Own major negotiations and complex contracting, ensuring alignment with public sector procurement, funding cycles and compliance requirements.
MEDDPICC Leadership & Sales Discipline
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Embed and sustain MEDDPICC as the core enterprise qualification and deal execution framework across the sales organisation.
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Lead the qualification and progression of opportunities with structured evidence, risk mitigation, and commercial transparency.
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Coach and mentor sales leaders and teams on Metrics, Economic Buyer engagement, Decision Criteria/Process, Paper Process, Implicated Pain, Champion development, and Competitive landscape.
Pipeline & Forecast Accountability
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Maintain a robust, well-qualified pipeline that reflects public sector sales dynamics and long-cycle opportunities.
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Produce accurate, defensible forecasts with clear articulation of stage-gating, approval dependencies, and mitigation strategies.
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Utilise forecasting discipline that supports organisational planning and executive decision-making.
Stakeholder Engagement & Sector Partnerships
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Build and sustain trusted relationships with senior public health executives, clinical leaders, procurement authorities, and multidisciplinary governing groups.
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Act as the primary strategic representative with government entities and healthcare authorities to position the organisation as a trusted partner in service improvement and value delivery.
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Understand and anticipate shifts in policy, public funding priorities, service reform agendas and healthcare outcomes frameworks.
Cross-Functional Collaboration
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Collaborate closely with Marketing, Product, Implementation and Customer Success to ensure cohesive value delivery and client satisfaction.
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Ensure alignment between commercial propositions and sector expectations around evidence, outcomes, safety and compliance.
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Provide structured, strategic feedback from market engagement into product enhancement and go-to-market strategies.
Leadership & Team Development
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Lead, coach and develop a high-performing enterprise sales team with a strong emphasis on public sector methodology and professionalism.
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Foster a collaborative, accountable and learning-oriented culture that drives high quality execution.
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Implement regular deal reviews, learning forums and structured coaching practices to elevate team performance.
Desired Experience & Skills
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Demonstrated experience as a senior sales leader (Sales Director, Head of Sales or equivalent) within healthcare services, health technology, or healthcare IT selling into public sector healthcare organisations.
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Strong track record of engaging with complex public sector stakeholders (e.g., state health services, government procurement, hospital boards).
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Deep familiarity and hands-on application of MEDDPICC or equivalent enterprise sales methodology in long procurement cycles.
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Strong commercial instincts, with experience negotiating contracts, managing public tender processes, and shaping value propositions for government buyers.
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High-level communication skills, capable of engaging with senior executives, clinicians, technical decision-makers and cross-functional teams.
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Ability to interpret policy context, address compliance requirements, and align outcomes with public value drivers.
Leadership Traits & Cultural Fit
We are seeking a leader who:
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Demonstrates professionalism, integrity and credibility in public sector engagements.
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Operates with strategic judgment, diplomacy and long-term stakeholder orientation.
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Balances disciplined sales execution with empathy for the public mission of healthcare providers.
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Leads, mentors and, elevates the team performance and contributes to organisational culture.
Why Join Us
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A leadership role with high impact on public healthcare outcomes and service innovation.
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Opportunity to shape commercial strategy and sector engagement across Australia.
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A culture that values disciplined sales methodology, strategic collaboration and shared success.
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A chance to work with diverse stakeholders aligned to public health improvement.
