VP, Sales

Responsibilities

Lead and Develop the Enterprise Sales Team

• Lead and develop a high-performing team of Enterprise Sales Directors.
• Create a culture of ambition, accountability, preparation, and continuous improvement.
• Set clear expectations for individual and team performance and hold the organization accountable for bookings targets.
• Coach sellers on discovery, qualification, account strategy, executive engagement, value articulation, negotiation, and closing.
• Join customer meetings, pipeline reviews, and deal strategy sessions to actively improve seller performance.
• Develop Enterprise Sales Directors into exceptional enterprise sellers who can navigate complex organizations and build senior-executive relationships.
• Recruit, onboard, and develop sales talent as the organization grows.
• Build a culture of frequent, specific, actionable feedback.

Own Bookings and Enterprise Sales Execution

• Own the enterprise sales number and deliver against quarterly and annual bookings targets.
• Establish an operating cadence for pipeline generation, pipeline coverage, opportunity progression, forecasting, and closing.
• Maintain detailed knowledge of significant opportunities and identify where leadership intervention can improve close probability or speed.
• Create accountability for pipeline creation, stage conversion, sales velocity, deal size, and win rate.
• Build a rigorous, transparent, and consistently accurate forecasting process.
• Identify performance gaps early and take decisive action.
• Continuously improve sales-organization productivity and effectiveness.

Personally Drive Strategic Enterprise Deals

• Act as executive sponsor and active seller on the largest and most strategic opportunities.
• Develop account strategies, map stakeholders, build champions, navigate procurement, and create compelling business cases.
• Establish trusted relationships with C-suite and senior executives across healthcare organizations.
• Lead or participate in discovery conversations, executive presentations, commercial negotiations, and closing conversations.
• Navigate complex, multi-stakeholder enterprise sales cycles with persistence, creativity, and commercial judgment.
• Determine when to coach from the sidelines and when to directly support a deal.

Build a World-Class Sales Operating System

• Improve the enterprise sales methodology, qualification standards, pipeline management, account planning, and deal-review processes.
• Define strong execution at every stage of the sales cycle and ensure consistent application across the team.
• Use data to understand funnel performance, identify bottlenecks, and improve strategy and execution.
• Develop repeatable playbooks for high-value customer segments and use cases.

Shape Go-to-Market Strategy

• Translate company strategy and revenue goals into a focused enterprise sales strategy.
• Develop deep knowledge of the market, customers, competitive landscape, and buyer needs.
• Help define target segments, account prioritization, messaging, packaging, and commercial strategy.
• Bring market and customer insights to Product and company leadership.
• Partner with Marketing to build high-quality pipeline and sharpen enterprise positioning.
• Collaborate with Solutions, Product, and Engineering on customer business and technical challenges.
• Partner with Customer Success and Delivery on transitions through implementation, adoption, and expansion.

Requirements

• 10+ years of enterprise B2B sales experience, including significant leadership responsibility in complex, high-value sales environments.
• Track record of building and leading high-performing enterprise sales teams and delivering against ambitious bookings targets.
• Ability to coach senior sellers, improve deal execution, and help close strategic enterprise customers.
• Deep expertise in pipeline management, forecasting, qualification, executive engagement, negotiation, and closing.
• Strong operational discipline and ability to use data, metrics, and sales analytics to improve conversion, velocity, win rates, and productivity.
• Executive presence, commercial judgment, and ability to build trust with senior leaders across complex healthcare organizations.
• Hands-on leadership style and comfort moving between strategy, team development, operating rigor, and direct customer engagement.
• Experience in a fast-moving, growth-stage environment with high ownership and performance expectations.

Preferred and Differentiating Experience

• Experience selling healthcare technology, data, interoperability, infrastructure, or other complex platform solutions.
• Experience applying AI to sales productivity, account research, pipeline inspection, forecasting, coaching, or commercial workflows.
• Fluency in sales analytics and performance management, including pipeline coverage, conversion rates, sales velocity, win rates, forecast accuracy, rep productivity, and bookings attainment.
• Experience building dashboards, operating cadences, and management systems that turn sales data into clear actions.
• Familiarity with healthcare data, APIs, FHIR, EHR ecosystems, and AI-enabled healthcare workflows.
• Experience scaling an enterprise sales organization through significant growth.