VP of Sales Healthcare SaaS

November 1, 2020
Indianapolis, IN
Job Type


Company is seeking a VP of Sales (Healthcare SaaS) to build, lead, and personally contribute to a sales team responsible for driving strong net new revenue for our portfolio of healthcare-centric software and service solutions.  This is a leadership/player-coach role, where the ideal candidate will lead from the trenches.  Reporting to the President of Company, this is a leadership position within a PE-backed and industry-leading healthcare information technology enterprise. 


Are you an executive B2B sales team builder and leader, with experience selling mission-critical SaaS technology and building high-performance teams that do the same Can you work closely with a full-funnel digital marketing team, and set quality expectations for MQLs and SQLs Are you highly process-focused and data-driven – proficient in setting, monitoring and analyzing KPIs and metrics to gauge performance, prioritize key deals, and ensure the success of your sales team Do you exude positivity and urgency, building a sales culture that thrives on positive competition and success Our ideal candidate is a sum of these parts.


  • Lead the sales team to achieve growth and financial goals
  • Work with the President, business unit functional leadership, and Company shared services leaders to develop and execute on growth targets, strategies, and tactics
  • Work jointly with the Head of Healthcare Marketing to build an integrated sales and marketing strategy
  • Develop sales processes for achieving sales objectives and replicating a desired level of performance
  • Prepare accurate revenue forecasts (monthly, quarterly, annually)
  • Plan for and participate in industry-specific trade shows throughout the year
  • Grow and develop an industry-leading sales team
  • Drive scale and profitability by professionalizing sales execution
  • Create a Culture of Winning and Client Success
  • Recruit, coach, mentor and empower the future leaders of the company
  • Maintain and utilize deep healthcare/software industry knowledge to drive informed decisions toward profitable growth.
  • Identify, evaluate, and plan for opportunities and challenges
  • Work collaboratively with the senior leadership team to integrate best practices throughout the organization
  • Create a culture of predictable, consistent and reliable growth-driven execution by establishing and executing OKRs
  • Develop and manage sales operations budgets, consistently achieving revenue and profitability key results

Key Measures of Success:


  • Develop and implement the sales and marketing strategy to exceed revenue targets, including the demand generation plan and sales process for both our direct and partner channels
  • Cultivate and develop a winning culture through performance expectations, driving the right behavior to develop a pipeline, direction, transparency, and proactive communication
  • Liaison with product and technology to help prioritize the product roadmap based on ROI
  • Collaborate with internal stakeholders to define strategies and initiatives to grow revenue, and manage the execution and results
  • Build a high performance sales team that consistently and predictably grows revenue 20%+ YoY.

Sales Productivity and Effectiveness

  • Establish strategies for improving productivity, both in volume and overall customer lifetime value, through our land and expand sales process
  • Drive sales negotiations, craft sales positioning and presentation, assist with proposals and pilots, and help drive the pipeline for high-profile “strategic” accounts. Create, improve upon and audit sales processes and support resources (e.g., tip cards, talk tracks, FAQs) through formal training programs and management coaching
  • Develop and generate dashboard reporting to track all key sales metrics for the organization, including forecasting and pipeline management

Recruiting and Retention

  • Build and maintain a best-in-class sales team by recruiting, leading, and inspiring the right talent
  • Design compensation and incentive programs that engage and motivate the sales team while driving continual improvements in productivity

Operational Planning

  • Oversee the management of daily and weekly activities, pipeline analysis, and forecasting efforts to ensure predictable top-line growth trajectory in line with company goals
  • Work closely with product, finance and operations teams to develop key operating assumptions and growth plans for the business

Desired Experience:

  • 8+ years demonstrated success in growth leadership roles for healthcare and/or B2B SaaS enterprises; experience selling to healthcare professionals is a must.
  • Experience leading a Practice Management (PM), Electronic Medical Record (EMR) and/or Revenue Cycle Management (RCM) sales team a huge plus.
  • Experience selling into private physician practices as opposed to hospital health systems a requirement.
  • Highly developed leadership skills with exceptional EQ, adept at building, leading, and inspiring high-performance teams
  • Proven success exceeding team sales quotas
  • Experience building comprehensive sales comp plans that help drive the expected revenue outcomes, while staying within a profitable EBITDA target.
  • Ability to build vision, understand and define requirements, design practical solutions, develop supporting business cases and implement solutions for clients
  • Deep experience with Salesforce.com CRM, including a thorough understanding of best practices for CRM management to grow and lead a strategic, geographically-dispersed sales team.
  • Strong influencing skills and the ability to interface effectively with multiple levels of company employees, ranging from senior executives to functional leaders to first-line employees.
  • Intellectually disciplined with the ability to make quick, data-driven decisions
  • Self-confidence matched with a willingness to collaborate and successfully engage with colleagues
  • Ability to build vision, understand and define requirements, design practical solutions, develop supporting business cases and implement solutions for clients
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