Job Description:
The Director, Sales – RCM is responsible for developing and executing a strategic sales strategy that drives growth and enables the Sales Team to meet or exceed annual revenue and quota objectives. As a key member of the Sales Leadership team, this leader will set clear expectations for high performance, mentor and develop sales talent, and foster a culture of accountability, collaboration, and customer focus while upholding the company’s mission, philosophy, and values. This role will have a specific focus on driving Revenue Cycle Management (RCM) sales across both NextGen Enterprise (NGE) and NextGen Office (NGO).
The Director will lead efforts to identify, develop, and close RCM opportunities with new clients while also expanding RCM relationships within the existing customer base. Working in close partnership with Account Executives and other cross‑functional stakeholders, the Director will help develop and execute territory and account strategies that uncover customer needs, position the value of NextGen Healthcare’s RCM solutions, and accelerate opportunities through the sales cycle. This leader will be responsible for building a strong, predictable pipeline, maintaining disciplined sales execution, and ensuring the team consistently delivers against growth and revenue expectations. The successful candidate will bring strong RCM and healthcare sales expertise, a demonstrated ability to lead high‑performing sales teams, and the ability to build trusted relationships with both customers and internal partners. This individual will serve as a hands‑on sales leader who can coach and develop talent while actively helping the team navigate complex opportunities and drive measurable business results.
Manage sales quotas, profit goals, and product expectations, for the sales function. Partner with the Sales Management, Executive Leadership, and Marketing teams to create, implement and execute strategic initiatives for Sales growth. Collaborate with marketing ON lead generation campaigns to drive bookings growth. Assist VP, Sales in broadening sales and market trend initiatives. Manage, motivate, and inspire team success by providing a deep understanding of NextGen products and services sold, including assisting field sales with objection handling and pricing strategy. Integrate and align sales plans with available processes, IT systems, reports and quota accomplishments in Salesforce to further build viable sales pipeline capabilities. Provide competitive intel and insights to the strategic direction of the business and feedback loop to product teams on client/prospect feedback. Develop strategies to outline and drive the team’s proficiencies to meet and exceed revenue target. Conduct and analyze team performance levels against market trends and corporate objectives. Coach sales representatives and direct reports to help them improve their performance and achieve their personal career aspirations. Perform other duties that support the overall objective of the position.
Education Required:
Bachelor’s degree in Marketing, Business Administration, or related field. Or, any combination of education and experience which would provide the required qualifications for the position.
Experience Required:
6+ years of experience in sales. 4+ years of experience in Ambulatory Software or Health Information Technology (HIT) sales. Management experience preferred.
Knowledge, Skills & Abilities:
Knowledge of: Healthcare technology; familiarity with strategic selling initiatives; applicable data privacy practices and laws; business concepts and issues. Skill in: Leadership, collaboration, executive level presentation and communication, critical thinking, problem solving. Ability to: Ability to coach and mentor staff, foster teamwork. Ability to build collaborative relationships Strong business acumen and the ability to quickly assess and understand a prospect or customer’s business environment and organizational needs. Move leads through the sales pipeline, meet or exceed quota.
The company has reviewed this job description to ensure that essential functions and basic duties have been included. It is intended to provide guidelines for job expectations and the employee's ability to perform the position described. It is not intended to be construed as an exhaustive list of all functions, responsibilities, skills and abilities. Additional functions and requirements may be assigned by supervisors as deemed appropriate. This document does not represent a contract of employment, and the company reserves the right to change this job description and/or assign tasks for the employee to perform, as the company may deem appropriate.
NextGen Healthcare is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
NextGen is the healthcare technology partner for diverse ambulatory practices with evolving business needs. We are uniquely equipped to make it easier when things get complex—combining performance at scale with operational flexibility. This empowers practices to become confident, capable and ready for whatever comes next.
