Principal, Health Systems

Company Description

Today, when you go to your doctor and get referred to a specialist, your doctor sends out a referral and tells you, “They’ll be in touch soon.” So you wait. And wait. Sometimes days, weeks, or even months. Why? Because too often providers are overwhelmed with the painstakingly tedious work required to get paid by insurance companies. Powered by proprietary models, Tennr handles the complex paperwork that gets patients through the door and providers paid, helping operators get patients the right care, at the right time, in the right setting.

Role Description

As a Principal, Health Systems you will own the enterprise sales process end-to-end from net-new account prospecting through close, across complex, multi-threaded sales cycles (6–12+ months).

You will break into large health systems and academic medical centers, mapping complex stakeholder environments and orchestrating buying groups across operational, financial, and clinical priorities. You will shape decision criteria, construct compelling ROI narratives, and navigate enterprise politics to drive aligned buying decisions.

This is a senior, high-autonomy role. We are looking for a disciplined value architect who can personally drive complex, seven-figure enterprise deals to a close.

Responsibilities

• Own Complex Enterprise Cycles: Lead multi-threaded sales motions from initial outreach through negotiation and close, breaking into net-new health systems and building executive relationships that cultivate a durable pipeline.
• Drive Value-Based Selling: Conduct deep discovery into clinical, operational, and financial workflows, and translate insights into executive and board-level business cases.
• Navigate Stakeholder Complexity: Map buying committees, manage competing incentives, and shape evaluation frameworks to align diverse stakeholders toward a unified decision.
• Structure & Close Strategic Deals: Negotiate high-value, multi-year enterprise agreements while maintaining disciplined forecasting, documented win plans, and clear expansion pathways.

Candidate Qualifications

• 10+ years of enterprise software sales experience, including selling into large integrated delivery networks and academic medical centers.
• Proven track record of personally closing seven-figure deals with 6–12+ month sales cycles and high stakeholder complexity.
• Demonstrated ability to break into net-new enterprise accounts without heavy reliance on inbound leads.
• Strong gravitas and fluency with operational, financial, and clinical audiences, adapting messaging without losing credibility.
• Experience building and defending complex ROI models tied to enterprise-wide operational and revenue impacts.
• Builder mindset with experience operating in startup or high-growth environments, combining autonomy with disciplined pipeline management.

Why Tennr?

• Drive Impact: one of our company values is Cowboy, meaning you set the pace. You won’t just talk about things, you’ll get them done. And feel the impact.
• Develop Operational Expertise: learn the inner workings of scaling systems, tools, and infrastructure
• Innovate with Purpose: we’re not just doing this for fun (although we do have a lot of fun). At Tennr, you’ll join a high-caliber team maniacally focused on reducing patient delays across the U.S. healthcare system.
• Build Relationships: collaborate and connect with like-minded, driven individuals in our Hudson Square office 4 days/week
• Free lunch! Plus a pantry full of snacks.

Benefits

• Beautiful new office at 345 Hudson Street
• Unlimited PTO
• 100% paid employee health benefit options
• Employer funded 401(k) match
• Competitive parental leave