West - Sales Director (Individual Contributor)

Director, Sales – West

Location: This is a remote position, preference for someone living in the Western US

Reports to: SVP, Sales

Who We Are

At Aptarro, we believe the best work happens when people feel valued, supported, and empowered to thrive! Our culture is grounded in our A.R.R.O.W core values, which guide everything we do and keep us moving forward – together.

✔Agile Mindset – We adapt and pivot with purpose.

✔ Relentless Resourcefulness – We find solutions, no matter the challenge.

✔ Raise Your Hand – We step up, own it, and contribute.

✔ Only What Matters – We simplify and focus on what drives impact.

✔ We Do Hard Things Together – We solve tough problems as a team.

We help healthcare providers get paid accurately and on time—without getting stuck in the complexity of billing, coding, and compliance. Our Revenue Cycle Management (RCM) solutions reduce denials, ensure compliance, and integrate seamlessly with EHRs, practice management, and hospital information systems—so providers can focus on what matters most: patient care.

We help our customers make right easy—every day.

What You’ll Do

We are seeking a dynamic, driven sales executive in the West region to join our growing team. This Individual Contributor role requires relevant Ambulatory Revenue Cycle Management (RCM) experience, a proven track record in SaaS, and a competitive mindset. The ideal candidate will have successfully sold best in class SaaS solutions to large medical groups (50+ MDs). This role requires a deep understanding of the ambulatory RCM market, including the EHR/PM vendor competitive landscape as well as technical and integration considerations. In this role, you will:

• Lead defined sales process from lead generation to close
• Exceed quota by maintaining a 5x pipeline and winning 30%+ of qualified deals
• Build one third of pipeline via outbound activities such as prospecting, networking, and referrals
• Uncover customer challenges that map to our solutions’ benefits through thoughtful discovery
• Create customer-specific value stories that highlight Aptarro’s value proposition
• Coordinate with implementation teams to ensure seamless customer onboarding and success.
• Provide weekly updates and reports on sales activities, pipeline status, and revenue forecasts to sales leadership.

What You Bring

• Bachelor's degree.
• Reside in MST or PST time zones
• 7+ years of enterprise SaaS sales experience in HIT.
• Formal sales training by Miller Heiman, Sandler, Challenger, or equivalent sales methodology.
• Comprehensive understanding of the with ambulatory EHR/PM vendor space, including vendor strengths/weaknesses, integration options, and specialty-specific considerations.
• Proven success selling an HIT best in class, EHR/PM complementary solution.
• Deep understanding of billing, coding, and the revenue cycle management market (HCC coding knowledge preferred).
• Track record of exceeding quota.
• Exceptional communication and presentation skills, with the ability to influence and persuade key stakeholders.
• Dynamic thinker with a proactive and entrepreneurial mindset, capable of identifying and capitalizing on new market opportunities.
• Ability to travel up to 50%

Equal Employment Opportunity

Aptarro is an Equal Opportunity Employer and does not discriminate against any employee or applicant for employment because of race, color, religion, sex, age, national origin, disability, military status, genetic information, sexual orientation, marital status, domestic violence victim status or status as a protected veteran or any other federal, state or local protected class.