Regional Director, Anesthesia Sales

Job Summary

The Regional Director, Anesthesia Sales plays a critical role in driving revenue growth by identifying, engaging, and closing new business opportunities within the healthcare sector, specifically targeting ambulatory surgery centers and physician groups for Provation's anesthesia documentation solutions. This role requires a consultative sales approach, deep understanding of healthcare workflows and regulations, and the ability to articulate the value of complex SaaS solutions to diverse stakeholders including clinicians, IT leaders, and executives. As a trusted advisor, the Regional Director, Anesthesia Sales will manage the full sales cycle—from prospecting and discovery to negotiation and close—while collaborating cross-functionally with product, marketing, and customer success teams to ensure client satisfaction and long-term account growth. Success in this role demands a blend of strategic thinking, emotional intelligence, technical fluency, and data-driven decision-making.

Key Responsibilities

• Consultative Selling & Strategic Account Planning
  • Uncover customer pain points, business goals, and operational needs.
  • Map solutions to outcomes that drive ROI, efficiency, and compliance.
  • Develop and execute multi-quarter account plans for growth and retention.
  • Engage and influence decision-makers across clinical, IT, and financial functions.
• Technical & Product Knowledge
  • Understand healthcare IT ecosystems and SaaS integrations (e.g., EHR, HL7, FHIR).
  • Confidently demo products and address technical, compliance, and workflow questions.
  • Anticipate client concerns on onboarding, change management, and data migration.
• Emotional Intelligence & Relationship Building
  • Act as a strategic partner to customers, ensuring continued satisfaction and renewal.
  • Collaborate with internal teams—Customer Success, Product, Marketing, and Legal—to deliver an exceptional customer experience.
  • Represent the voice of the customer to internal stakeholders to inform product and process improvements.
• Communication & Negotiation Skills
  • Tailor messaging to diverse audiences, from clinical champions to C-suite executives.
  • Use storytelling, success metrics, and case studies to articulate Provation’s differentiated value.
  • Navigate complex negotiations with integrity and alignment to business objectives.
• Data-Driven Decision Making & CRM Proficiency
  • Maintain disciplined pipeline management and CRM accuracy to ensure visibility and forecast reliability.
  • Leverage analytics and engagement data to prioritize opportunities and guide strategic action.
  • Consistently meet or exceed quarterly and annual sales targets.
• Forecast Accuracy
  • Forecast Discipline: Provides accurate, timely forecasts aligned with corporate expectations and visibility to leadership.

Required Qualifications

Education & Experience

• Bachelor’s degree in Business, Marketing, Healthcare Administration, or related field
• 3–5 years in B2B SaaS sales, ideally into ambulatory surgery centers and physician groups
• Proven success in quota-carrying roles with complex sales cycles
• Experience managing executive-level physician, IT and administrator relationships and navigating complex procurement process
• Experience selling and / or implementing complex enterprise software solutions into healthcare segments

Other Preferred Knowledge, Skills, Abilities Or Certifications

• Technical certifications (e.g., Salesforce, AWS, Health IT) are a plus
• Sales methodology certifications (e.g., Miller Heiman, Challenger, MEDDIC, SPIN) are advantageous
• Business analytics or data literacy training is a strong differentiator

Fortive Corporation Overview

Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare. We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to advanced technologies that help providers focus on exceptional patient care. We are a diverse team 10,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact. At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference. At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone. At Fortive, we believe in growth. We're honest about what's working and what isn't, and we never stop improving and innovating. Fortive: For you, for us, for growth.

About Provation

Provation is a leading provider of healthcare software and SaaS solutions for clinical productivity, care coordination, quality reporting, and billing. Our purpose is to empower providers to deliver quality healthcare for all. Provation’s comprehensive portfolio spans the entire patient encounter, from pre-procedure through post-procedure, with solutions for physician and nursing documentation (Provation® MD, Provation® Apex, MD-Reports, Provation® endoPRO®, and Provation® MultiCaregiver), anesthesia documentation (#1 Best in KLAS Provation® iPro), patient engagement, surgical care coordination, quality reporting, and billing capture (Provation® SurgicalValet™), order set and care plan management (Provation® Order Set Advisor™ and Provation® Care Plans), and EHR embedded clinical documentation (Provation® Clinic Note). Provation has a loyal customer base, serving more than 5,000 hospitals, surgery centers, and medical offices, and 700 physician groups globally, including 19 of the top 20 U.S. hospitals. In 2021, Provation was acquired by Fortive Corporation, a Fortune 1000 company that builds essential technology and accelerates transformation in high-impact fields like workplace safety, engineering, and healthcare. Our purpose at Provation is to empower providers to deliver quality healthcare for all. To deliver on this commitment, we’re guided by our core values – Provation has a culture of CARES: Community - We have a shared sense of improving healthcare, enriching the broader world we live in and serve. Accountability - We own it and get it done with integrity. Respect - We build diverse teams that collaborate and communicate with positive intent and trust. Excellence - We welcome new ideas as we innovate quality solutions. Service - We are passionate about putting customers first.

Key skills/competency

• B2B SaaS Sales
• Healthcare IT
• Consultative Selling
• Pipeline Management
• Strategic Account Planning
• CRM Proficiency
• EHR/HL7/FHIR Integration
• Executive Relationship Management
• Negotiation Skills
• Quota Attainment