Vice President, Growth

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the entire customer journey from initial go-live to comprehensive system adoption.

• Foster adoption, escalation, expansion, and renewal within the existing customer base.

• Develop and implement a repeatable expansion strategy.

• Create a framework for managing exceptions at all account levels, from the floor to executive teams.

• Travel to customer sites to build and nurture relationships.

• Carry commercial targets related to expansion and renewals.

• Lead the planning for expansion and the presentation of the value proposition.

• Align pro-forma ROI financial models with program designs and engage clinical and finance stakeholders.

• Manage relationships with executives and conduct executive business reviews.

• Oversee the transition from new-business sales to post-sale relationship management.

• Design customized value realization programs for customers.

• Recruit, build, and lead a commercial account management team.

• Define models for account coverage, expansion milestones, forecasting discipline, and operational rhythms.

• Create and maintain comprehensive stakeholder maps across clinical, operational, financial, and IT domains.

• Collaborate with Clinical and Product teams to address workflow challenges and enhance the product roadmap.

• Supply customer insights and data to the Product team.

• Work alongside channel and distribution partners to convert sourced opportunities into deployed and expanding accounts.

⛳️ Requirements

• Minimum of 10 years in commercial roles focused on sales and expansion within large health systems and integrated delivery networks.

• At least 5 years in customer-facing positions.

• Proven success in land-and-expand strategies for healthcare program adoption.

• Experience in scaling accounts from initial deployment to enterprise-level engagement.

• Established credibility with both clinical hospital staff and executive roles such as CNO, CMO, or CFO.

• Strong understanding of hospital economics, with the ability to develop and justify pro forma models related to nursing labor, length of stay, readmissions, rapid response, code events, and relevant reimbursements.

• Background in creating a commercial account management or customer success function from the ground up.

• Experience in recruiting, onboarding, and establishing the operational rhythm for a new team.

• Proven ability to revitalize stalled or at-risk accounts into expanding ones.

• Strong operational discipline with up-to-date, transparent, and trustworthy account plans, stakeholder maps, and forecasts.

• Willingness to travel to customer locations, with an expectation of at least 25% travel.

• Preferred clinical training or background, with experience in remote patient monitoring, continuous monitoring, clinical surveillance, virtual nursing, or hospital-at-home services.

• Deep understanding of inpatient nursing workflows.

• Experience in sales through or with large medical device channel partners.

• Familiarity with establishing a value realization or customer outcomes practice.

• Knowledge of reimbursement processes for remote monitoring, including RPM and RTM coding.

• Experience in setting up a clinical command center or centralized monitoring operation.

🏝️ Benefits

• Comprehensive Medical, Dental, and Vision Plans.

• Short-Term and Long-Term Disability Insurance Plans.

• Health Savings Accounts and Flexible Spending Accounts.

• Safe Harbor 401(k) Plan with a 3% Employer Contribution and immediate vesting.

• Flexible Vacation Time Off (FlexVTO).

• Paid Sick Leave.

• 11 Company Holidays.

• Home Office Benefits Stipend for Fully Remote Positions.