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Our client addresses one of the largest medical problems in the world – sleep disorders. The major impediment to date is that there is no integrated way to collect all the necessary data to fully diagnose the patient. That has now changed with our clients integrated platform to centralize and simplify data collection, device integration as a basis for diagnosis and proper prescribed therapy, and tracking user compliance. Monetization comes from subscription-based, per-patient/month fees.
The company wants to hire a proven executive who has demonstrated substantial success developing multiple new business relationships with decision-makers at healthcare providers and payers and has demonstrated success building, leading, and growing a small team with outstanding results. Familiarity with the purchasing hierarchy and process in the healthcare ecosystem is critical.
This is a great opportunity to work at an interesting, fast-paced startup with an excellent management team. Equity for this position will be very attractive since the company has only raised a Series A round to date.
Summary
Reporting to the CEO, the VP of Sales will have full responsibility for the entire sales organization, process, and metrics. He/she will work closely with the CEO and VP Marketing to craft appropriate messaging in support of the sales process and to achieve aggressive short- and long-term revenue goals. The executive will serve as a key member of the executive leadership team and will contribute to the overall strategic direction of the company and its product line.
Headquarters is in Santa Clara, CA. This position can be based anywhere in the US with ready access to a major airport.
Responsibilities
• Develop a sales strategy for the product line to major enterprise customers with a long- term goal of >50% market share.
• Introduce and tightly manage a rigorous sales process and funnel from lead to close. Insure full adoption and buy-in of the system from all sales and marketing staff.
• Manage a small team to deliver revenue results in healthcare accounts of all size with emphasis on large enterprise providers. Early-stage account penetration may include selling a proof of concept on the way to closing the customer.
• Understand and communicate company's positioning and value proposition to prospective customers. Establish the company as the current market leader in the data-driven diagnosis and monitoring of sleep disorders.
• Work closely with marketing to insure a supply of updated sales materials (e.g. case studies, collateral, customer endorsements, and presentations) demonstrating prior success with customers.
• Prepare sales staff for common sales objectives by providing answers in advance for sales and partner meetings.
• Insure that each new customer will become highly referenceable based on implementation success, client training, and product performance.
• Collaborate with marketing on new pricing tests and decisions to optimize customer adoption and revenue.
• In conjunction with senior management, think strategically about the company's mission, product line, and business model and help paint a vision for what the company can be in the future.
Qualifications
Sales
• 10+ years of successful enterprise software sales experience to healthcare providers and payers buying technical products or services. Familiar with the purchasing hierarchy and process in the healthcare ecosystem.
• A proven executive who has demonstrated substantial success developing multiple new business relationships with decision-makers in healthcare.
• Minimum of seven years of experience in complex, consultative sales roles involving large, multi-year on premise or SaaS software deals.
• All-in-one executive with a demonstrated ability to think broadly and strategically - but able to execute hands-on in communications, sales process and service to achieve revenue objectives with large enterprise clients.
• A strategic and confident executive with a track record of positioning an offering as transformational to C-level executives with strong differentiators.
• Prior success in a hands-on role in a limited resource start-up environment. This is not a traditional 9-5 job.
• Evidence of ability to thrive under pressure and ambiguity.
• Experience in achieving client satisfaction by exceeding client metrics.
• Experience in an enterprise SaaS-oriented company preferred.
• Experience in selling innovative new categories and product launches strongly preferred.
• Evidence of thinking strategically about customer needs and executing relentlessly on the tactics of marketing deliverables.
• Highly capable of identifying and overcoming sales objections arising in the sales process.
Management
• Prior experience building, leading, and growing a small team with outstanding results.
• Leads a sales team as a player-coach and owns/ executes on accounts directly as well.
• Strategic while delivering hands-on execution. Both are essential at this stage of the company's sales team and process.
• Analytical and intuitive – can identify what's working and what's not and make changes promptly to optimize performance.
Personal Characteristics / Cultural Fit
• Self-confident in sales and team presentations, with NO EGO!
• Quantitative and results-oriented.
• Possesses excellent interpersonal skills, facilitating results across internal functional areas and with external stakeholders and partners.
• A capable leader who commands immediate respect, but also works collaboratively with peers and other cross-functional team members.
• Demonstrates superior verbal, written, and presentation skills.
• Operates from a framework of mutual respect and trust; open and transparent communicator.
• Focused. Can sort out the critical variable issues and stay on point.
• A person of high character and ethics.
• A passion for winning!
Education
• Bachelor's degree; MBA a plus.
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