National Account Director

Company Overview

Join us for an enriching journey with Outset, a trailblazing medical device company that is revolutionizing the field of dialysis. Our focus is to create one high performing team, obsessed with progress, in an atmosphere that is brimming with transformative opportunities. The heart of our mission is pioneering a groundbreaking technology that redefines the landscape of dialysis, streamlining complexity and cost, because patients deserve “better” now, not some day.

At Outset we’re revolutionizing an industry and changing lives. We’re impacting what the future of dialysis looks like by creating a first-of-its-kind technology in order to reduce the cost and complexity of dialysis. FDA cleared for use across care settings, from the hospital to the clinic to the home, the Tablo® Hemodialysis System harnesses modern technology for a new holistic approach to dialysis care. We’re giving providers time back to focus on patient care. And we’re giving patients the power to take control of their life and get back to enjoying the things they love.

Position Overview

The National Accounts Director owns the enterprise growth strategy for assigned national health systems, converting contract access into system-wide adoption of Tablo across acute-care settings. This role serves as the quarterback for complex accounts: building executive alignment, establishing clear expansion priorities, removing barriers to facility-level engagement, and coordinating execution across regions and sites.

Success requires equal strength in strategy and follow-through. You'll create top-down and bottom-up account plans, lead C-suite and system-level relationships, and partner with Area Sales Managers and cross-functional teams to translate enterprise opportunity into measurable penetration, predictable revenue, and long-term customer value.

Own the Enterprise Account Strategy

National account growth begins with a clear view of how Outset creates the greatest system-wide value.

• Develop and own strategic account plans for assigned national health systems, including facility targets, sequencing, growth milestones, and executive engagement priorities.
• Assess system-level opportunity, installed-base performance, treatment pull-through, whitespace, competitive dynamics, and barriers to adoption.
• Translate enterprise priorities into coordinated action plans for regions, facilities, and internal partners.
• Maintain a clear view of account progress, risks, forecast, and next-best actions.

Create Access and Drive System-Wide Penetration

The opportunity is not simply to secure a contract; it is to convert enterprise access into sustained adoption across the system.

• Build trusted relationships with C-suite, clinical, financial, operational, supply chain, and other system-level stakeholders.
• Establish and maintain national agreements and remove procurement, contracting, and access barriers that prevent facility-level engagement.
• Identify opportunities to expand Tablo into additional hospitals, service lines, and acute-care applications within assigned accounts.
• Lead regular executive business reviews to assess performance, unlock new opportunities, and advance the relationship.
• Track system-level penetration, treatment pull-through, expansion milestones, and progress against the account plan.

Quarterback Cross-Functional Execution

National accounts require one enterprise strategy and coordinated execution across many teams and geographies.

• Align ASMs and field leadership on account priorities, facility sequencing, stakeholder engagement, and ownership.
• Partner with Clinical Sales, Marketing, Finance, Legal, and Operations to support product launches, pricing, demonstrations, implementation, and expansion.
• Provide field teams with clear account context, tools, resources, and executive air cover while maintaining ownership of the enterprise relationship and strategy.
• Create scalable practices, references, and expansion approaches that apply across systems.

Build the Value Case and Negotiate