VP, SaaS Sales

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

📋 Description

• Develop and implement a nationwide go-to-market strategy to acquire new logos for the Judi platform.

• Generate a sales pipeline through strategic outreach, leveraging your network, and maintaining disciplined account planning—while quickly and honestly qualifying opportunities.

• Conduct discovery sessions that uncover the key purchasing drivers (such as configuration speed, flexibility, vendor consolidation, and total cost) and identify stakeholders, timelines, and potential risks.

• Deliver product demonstrations and narratives that effectively communicate complex platform features into clear business benefits for health plan and TPA executives and operators.

• Oversee RFI/RFP strategies and responses in collaboration with internal teams—ensuring submissions are precise, compelling, and customized for each prospect.

• Manage the commercial strategy comprehensively: from scoping and pricing approach to security/compliance considerations, contract negotiation, and closing deals.

• Collaborate closely with Implementation and Product teams to ensure prospects are set up for successful delivery and sustained growth after signing.

• Maintain accurate pipeline hygiene and forecasting in Salesforce, providing clear next steps and executive-level updates.

• Relay market feedback to the organization—highlighting what prospects are requesting, understanding competitive dynamics, and identifying areas for investment to secure more deals.

⛳️ Requirements

• 10–15+ years of enterprise sales experience, demonstrating a successful history of closing intricate software transactions.

• Direct experience selling to health plans or TPAs, with the capability to navigate buying committees that include executive, operations, and technology stakeholders.

• Preference for experience in selling core administration and claims adjudication platforms or similar products.

• Proven track record of building a pipeline from the ground up (not merely managing inbound leads) and guiding an end-to-end enterprise process through contract signing.

• Comfort with technical and operational intricacies: integrations, implementations, security/compliance reviews, and managing multiple stakeholders.

• Clear and confident communicator with exceptional discovery, presentation, and demonstration skills.

• Self-motivated and collaborative: able to take ownership of results while effectively working with cross-functional teams.

• Bachelor’s degree required; an MBA or advanced healthcare-related degree is advantageous.

• Adherence to the Capital Rx Code of Conduct is mandatory, including the obligation to report any noncompliance.

🏝️ Benefits

• Health insurance

• 401(k) matching

• Paid time off

• Flexible work arrangements