Vice President, Sales

ABOUT THE ROLE

Position Summary

The Vice President (VP), Sales is a strategic sales leader responsible for scaling revenue, expanding market share, and leading all commercial operations. This role drives growth by building high-performing sales teams and securing long-term partnerships across the healthcare ecosystem, including health systems, hospitals, provider organizations, health plans, employers, benefits consultants, brokers, PBMs, and other strategic healthcare partners.

Essential Functions

Strategic Leadership

• Lead and execute the overarching sales and growth strategy to meet and exceed revenue targets in alignment with company goals.
• Partner closely with the CEO, CFO, and senior leadership to establish long-range sales plans, pricing models, and target market expansions.
• Continually assess market dynamics, competitive positioning, and evolving client needs to refine sales playbooks and maintain high win rates.

Sales & Revenue Generation

• Take ultimate accountability for achieving annual revenue, bookings, and growth metrics across new and existing accounts.
• Direct sales forecasting, pipeline management, and performance metrics to deliver predictable, recurring revenue.
• Build strategic partnerships and directly lead negotiations for high-value enterprise sales opportunities.

Sales & Account Management Alignment

• Partner with the Account Management Leader on strategic account planning to identify and close expansion, upsell, and cross-sell opportunities within existing enterprise accounts.
• Collaborate with the Account Management Leader during high-value or complex renewal cycles, providing commercial deal-structuring support for MSAs, SOWs, and contract optimizations in coordination with Legal and Finance.
• Support the structuring and commercial terms of SOW Addendums and scope extensions to capture new client requirements accurately and profitably.
• Establish and refine sales-to-account management handoff processes, ensuring seamless post-sale alignment across Implementation, Account Management, Clinical & Digital Solutions, Compliance, and Legal.

Team Management & Operational Excellence

• Recruit, mentor, and retain a high-performing sales team.
• Enforce rigorous sales discipline and adoption of company systems, CRM tools, and pipeline management methodologies.
• Establish clear KPIs, performance expectations, and incentive structures that motivate high achievement and accountability.
• Foster a collaborative, high-energy environment aligned with company values and sales goals.

Financial Management & Reporting

• Manage the sales department budget, ensuring efficient resource allocation and strong ROI on sales expenditures.
• Provide accurate, data-driven forecasts, pipeline updates, and strategic growth analyses directly to the CEO and executive board.