Vice President of Commercial Sales

Role Overview

• Own and achieve Commercial revenue targets, including pipeline, closed-won revenue, and quarterly growth
• Personally lead and close complex, multi-site healthcare deals
• Manage strategic accounts from discovery through negotiation and contract execution
• Drive predictable revenue through disciplined pipeline management and accurate forecasting
• Build executive-level relationships across Residential Providers and pharmacy channel partners
• Sell a blended hardware + SaaS solution within regulated long-term care environments
• Own the Commercial line of business with full accountability for revenue, pipeline health, and forecast accuracy
• Directly manage and develop a team of ~3 Commercial Account Executives, ~2 Business Development Representatives, and ~1 Marketing lead
• Establish clear KPIs, performance expectations, and operating rhythms across the Commercial Sales, BDR, and Marketing teams
• Drive alignment between prospecting and closing efforts to improve conversion and pipeline velocity
• Lead hiring, onboarding, and team scaling as the organization grows
• Conduct regular forecast reviews, pipeline inspections, and structured coaching sessions
• Build and maintain a high-performance culture grounded in accountability, transparency, and continuous development
• Develop a repeatable, scalable sales motion across IDD Residential, Assisted Living, and Behavioral Health markets
• Ensure strong pipeline coverage across inbound and outbound channels
• Partner closely with Marketing on:
• Lead generation strategy and campaign alignment
• Funnel performance optimization
• Sales enablement materials and messaging
• Conference strategy, planning, and execution
• Identify and implement scalable sales strategies to accelerate Commercial growth
• Drive CRM discipline, data integrity, and sales process adherence
• Ensure accurate forecasting and reporting
• Optimize tools, systems, and workflows to improve team productivity and visibility
• Establish scalable sales playbooks and performance dashboards
• Drive CRM discipline and forecasting rigor using HubSpot.
• Partner with the Enterprise Sales team on strategic accounts and coordinated market coverage
• Collaborate with the Customer Experience team to ensure seamless deal handoff and long-term customer success
• Provide structured market feedback to Product to influence roadmap priorities and strengthen product-market fit
• Serve as the voice of the Commercial customer within the organization
• Operate comfortably across multiple teams in a fast-paced, high-growth environment.

Requirements

• 8–12+ years of progressive B2B sales experience, including leadership responsibilities
• Proven track record of exceeding revenue targets as both an individual contributor and team leader
• Experience managing and developing Account Executives and outbound Business Development teams
• Experience building repeatable sales processes in high-growth environments
• Experience coaching teams into consistent quota attainment
• Strong forecasting discipline and CRM proficiency (HubSpot or similar)
• Exceptional communication, coaching, and cross-functional collaboration skills
• Builder mindset with comfort operating in ambiguity and working across many teams
• Ability to travel up to 50% as needed for customer meetings, conferences, and partner engagements
• Preferred Experience:
• Experience selling into Long-Term Care, IDD Residential Providers, Assisted Living, Behavioral Health, or other regulated healthcare environments
• Experience selling hardware + software solutions
• Experience navigating multi-stakeholder healthcare sales cycles (Director of Nursing, Executive Director, Operations, C-Suite)
• Experience building or scaling channel partnerships, particularly in healthcare or pharmacy ecosystems

Benefits

• Health, dental, and vision insurance
• Flexible PTO and paid holidays
• 401(k) retirement plan
• Flexible, remote-friendly work environment
• Professional development and learning opportunities
• A mission-driven culture where your work directly impacts lives
• Opportunity to own and grow a critical function within the company