Head of Physician & Government Sales

About Daybreak:

We help millions breathe easier at night, so they can sleep better and live healthier. Our custom-fit sleep apnea dental device empowers patients to take control of their health by allowing doctor-directed care to unfold completely at home. We are committed to making the path to better health as convenient as possible by guiding every step, from virtual doctor visits to insurance billing. With Daybreak, better sleep isn’t just a dream. It’s a reality.

Role Overview

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The Head of Physician \& Government Sales will own Daybreak's national provider and public-sector sales strategy, driving growth across physician referral networks, health systems, government healthcare programs, and strategic channel partners.

This executive leader will be responsible for expanding Daybreak's reach through sleep clinics, pulmonologists, ENTs, cardiologists, primary care providers, integrated delivery networks (IDNs), Veterans Affairs (VA) facilities, military health systems, Medicaid programs, public health agencies, and other government healthcare organizations.

The ideal candidate is a proven sales leader with deep healthcare market expertise, experience building and scaling high-performing teams, and a track record of navigating both provider and government procurement environments.

In this role, you will:

• Build and manage a national physician and government sales organization
• Develop go-to-market strategies across provider, health system, and public-sector channels
• Drive predictable revenue growth through referral partnerships and contracted government business
• Establish strategic relationships with key healthcare and government stakeholders
• Partner closely with Clinical, Marketing, Operations, Customer Experience, and Executive Leadership

This is a hands-on leadership role suited for a builder who thrives in high-growth, mission-driven healthcare environments.

Key Responsibilities:

Sales Strategy \& Execution

• Develop and execute national sales strategies across physician, health system, payer, and government channels
• Own revenue forecasting, quota setting, territory design, pipeline management, and performance tracking
• Identify and prioritize high-value referral sources, government programs, and strategic partnerships
• Build scalable sales processes, playbooks, and operating rhythms to support rapid growth
• Lead annual planning and budget development for physician and government sales functions

Physician \& Provider Growth

• Build executive-level relationships with physician groups, sleep centers, health systems, IDNs, and specialty practices
• Develop partnerships with key referral sources including pulmonologists, ENTs, cardiologists, primary care providers, and DME organizations
• Support enterprise-level negotiations and strategic account expansion
• Collaborate with Clinical and Operations teams to ensure successful onboarding, activation, and retention

Government \& Public Sector Sales

• Develop and execute Daybreak's government healthcare sales strategy
• Identify and pursue opportunities within federal, state, and local healthcare programs
• Establish relationships with decision-makers across VA, Department of Defense healthcare systems, Medicaid programs, correctional healthcare organizations, tribal health organizations, and public health agencies
• Lead responses to RFPs, RFIs, contract vehicles, and procurement opportunities
• Navigate government contracting requirements, compliance standards, and reimbursement pathways
• Partner with payer and policy stakeholders to expand access to Daybreak's sleep apnea solutions

Team Building \& Leadership

• Recruit, hire, onboard, and develop high-performing sales professionals and regional leaders
• Foster a culture of accountability, integrity, collaboration, and continuous improvement
• Conduct regular coaching sessions, field engagement, deal reviews, and performance assessments
• Design compensation and incentive programs aligned with growth objectives
• Build organizational capabilities to support national expansion

Cross-Functional Leadership

• Partner with Marketing to drive lead generation, physician engagement, and government market awareness
• Collaborate with Product and Clinical teams to incorporate customer and stakeholder feedback into product development
• Work closely with Operations and Customer Success to ensure exceptional post-sale experiences and outcomes
• Support market access and reimbursement initiatives across commercial and government channels

Data, Reporting \& Optimization

• Own CRM integrity and sales analytics across all channels
• Monitor pipeline performance, conversion rates, customer acquisition costs, and lifetime value metrics
• Use data-driven insights to improve sales productivity and forecast accuracy
• Present business performance, strategic initiatives, and growth opportunities to executive leadership and the Board

Qualifications:

Required

• 10\+ years of healthcare sales experience, including 5\+ years leading national or regional sales teams
• Proven success selling medical devices, healthcare services, or healthcare technology into provider-based healthcare settings
• Experience developing and executing government healthcare sales strategies and navigating public-sector procurement processes
• Demonstrated success scaling sales organizations in high-growth environments
• Strong understanding of healthcare reimbursement, compliance, and contracting
• Track record of consistently exceeding revenue and growth targets
• Exceptional leadership, communication, negotiation, and relationship-building skills
• Willingness to travel 30–50%

Preferred

• Experience in sleep medicine, respiratory care, durable medical equipment (DME), or digital health
• Existing relationships within VA, military health systems, Medicaid programs, or public health organizations
• Experience selling into value-based care environments
• Familiarity with government contracting vehicles and procurement frameworks
• Experience with Salesforce, Outreach, HubSpot, or similar sales technology platforms

Compensation \& Benefits

• Competitive base salary and performance-based incentive compensation
• Equity opportunity
• Comprehensive health, dental, and vision benefits
• Flexible PTO
• Mission-driven culture focused on improving patient health outcomes

Daybreak is an equal opportunity employer. We are committed to building a diverse, inclusive team and to creating a workplace where everyone can thrive. All employment decisions are based on qualifications, merit, and business needs. We do not discriminate on the basis of race, color, religion, sex, gender identity or expression, sexual orientation, national origin, age, disability, veteran status, or any other protected characteristic under applicable law.