VP, Sales

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

📋 Description

• Manage and personally finalize a portfolio of intricate deals, relationship and referral partnerships, as well as channel partner agreements.

• Take ownership of the overall team quota achievement and actively drive deals across the team to completion.

• Participate in SDR calls to provide real-time coaching on demo-setting and meeting-setting techniques.

• Enter Account Executive deals at any phase and personally close them when necessary.

• Assess stalled and impeded deals, addressing objections related to budget, procurement, and legal issues.

• Increase market share in physician practices, health systems, employer groups, EHR platforms, RCM companies, and billing aggregators.

• Lead intricate consultative sales processes from initial discovery through negotiation and contract signing.

• Formulate territory and vertical strategies targeting high-value accounts.

• Represent Nsight Health at industry events and cultivate executive-level relationships.

• Develop and oversee channel sales initiatives with EHR, RCM, clearinghouse, and billing aggregator partners.

• Create co-selling frameworks, enablement resources, and collaborative go-to-market strategies.

• Lead, nurture, recruit, onboard, and retain Account Executives and Senior Account Executives.

• Conduct weekly pipeline reviews, monthly performance assessments, and real-time, data-driven coaching.

• Collaborate with Marketing, Product, Clinical Operations, Revenue Operations, and Finance departments.

• Manage pipeline coverage, conversion rates, contract values, sales velocity, CAC, and LTV analytics.

• Ensure CRM discipline, data accuracy, pipeline integrity, and robust reporting infrastructure.

• Leverage AI tools and automation to create accountability systems and identify pipeline risks.

• Present performance insights and recommendations to the CEO and the leadership team.

⛳️ Requirements

• A minimum of 10 years of B2B sales experience.

• At least 5 years in a senior sales leadership position within the healthcare, healthtech, or remote care sectors.

• Experience with Remote Patient Monitoring (RPM) and/or Chronic Care Management (CCM) programs.

• Working knowledge of EMR systems and their relationship with clinical workflows and program adoption.

• Proven experience selling to outpatient physician groups and nurses.

• Background in selling to medical billing companies.

• Strong understanding of revenue cycle management (RCM) and medical billing processes.

• Documented success in scaling a revenue organization through various growth phases.

• Experience in leading and developing accomplished Account Executive and Senior Account Executive teams.

• Direct experience selling to physician practice owners, medical directors, practice administrators, or equivalent decision-makers.

• History of personally achieving and surpassing a quota while overseeing the entire team's performance.

• Experience in building or managing a channel or partner sales strategy alongside a direct sales team.

• High fluency in AI and practical knowledge of AI tools integrated into daily professional operations.

• Strong analytical skills, including the ability to diagnose pipeline funnels and develop reporting infrastructures.

• Committed to continuous learning and improvement in the sales craft.

• Familiarity with CMS reimbursement models for RPM and CCM, including CPT code structures and Medicare billing policies.

• Knowledge of HubSpot or Salesforce CRM platforms and advanced sales automation tools.

• Ability to work in alignment with US business hours.

🏝️ Benefits

• Eligibility for bonuses based on individual and team performance.

• Commission on newly closed revenue across both direct and channel sales efforts.

• Tiered accelerators for performance exceeding quota.

• Uncapped commission for above-quota achievements.

• Options for Medical, Dental, and Vision Insurance.

• 401(k) retirement plan.

• Paid Time Off.

• Equipment provided by the company.

• Fully remote work environment.

• Opportunities for travel related to practice visits, enterprise account development, industry conferences, and partner meetings.