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Vice President of Sales

5 months ago

New York, United States Particle Health Full time

At Particle Health, our mission is to unlock the power of medical records in an intelligent platform that focuses healthcare back on the patient. Our energy is spent connecting to people’s diverse sets of medical data, making that data useful in different settings, and designing an effortless way to share that information with any organization a person chooses. Our customers range from digital healthcare providers, EHR, & condition-specific platforms. 

Together, we can #destroythefaxmachine


About the Role

As the Vice President of Sales at Particle, you will play a pivotal role in building and developing a high performing sales organization setting the stage for how we serve our customers, drive the greatest revenue impact organizationally, grow our market share across primary/secondary  patient use cases, and build upon our existing success of 3x growth in 2023.

In short, this position will be fully accountable for all sales, pre-sales and revenue-execution across Particle. In partnership with the executive team, they will be a core leader in strengthening Particle’s core business and will act on the best opportunities for market and product expansion to support an aggressive growth agenda.

With a small and mighty AE team of two and two additional hires in the coming months, as well as oversight to our Customer Success team comprised of a Director level report managing 2 CSMs (with 1 more to come shortly) - this role will be player/coach in nature - balancing strategic thinking with hands on ownership, execution, and leadership across deals. 

This senior leadership role is cross-functional by design and will partner closely with our product, marketing, and operations departments to ensure we deliver high-quality products that ultimately help our customers, communities, and patients address critical gaps in treatment. 

This position reports to the CEO and is an integral part of Particle’s executive team. 


What You’ll Do 

  • Provide strategic direction and leadership to the sales and customer success teams and oversee deal process, ensuring they meet and exceed revenue targets. Foster a high-performance sales culture, emphasizing accountability, motivation, and continuous improvement.
    • Lead deal flow across key accounts acting as a primary revenue driver across the org. 
      • Deliver compelling sales and product presentations in small and large group settings to key decision makers.
      • Own overall strategy (in partnership with Product team) on how to win in key accounts, spearheading a land and expand strategy that gains significant revenue over time.
      • Improve customer lifetime value by increasing the value from our products.
    • Be a change agent who shepherds their teams through the shift from being reactive to proactive in its management of results, and guiding them on how to use data and transparency to create accountability.
    • Set performance metrics, track progress, and provide regular feedback to enhance team performance.
      • Work in tandem with the operations team to ensure appropriate processes and frameworks exist to provide appropriate oversight and visibility to all stakeholders.
  • Devise and execute sales strategies and tactics that result in achieving revenue objectives. 
    • Assist Particle in establishing PMF across primary/secondary treatment uses cases. 
    • Grow market penetration across key VBC, payvider, digital health segments.
  • Drive accountability and high engagement in key systems/process/partnership workflows across the sales team (e.g. GTM, Scoping POCs, Deal Desk & Review, and Contracting).
  • Collaborate closely with GTM team to align sales strategies with overall business goals.
    • Partner with the marketing, finance, and delivery teams on messaging, pricing strategies, and business models for achieving revenue goals.
  • Leverage knowledge of customer, market, and larger industry dynamics to proactively identify opportunities for new logo and expansion opportunities.
    • Lead the Customer Success team in designing and deploying account planning/expansion strategies.
    • Develop and maintain a deep knowledge of the core business, scale and scope of the total market opportunity, customer profiles, market ownership, competitive landscape, and market trends, to effectively evaluate prospects for increasing market share, share of wallet and expansion into logical adjacencies. Utilize customer insights/analyses in the planning for optimizing market positions.
    • Utilize data & analytics to gain insights into market trends, customer behavior, and competitive landscapes.
  • Own sales pipeline organizationally. Establish and reinforce pipeline opportunity management, QOQ growth, prioritization, data accuracy & hygiene, and data enrichment throughout the sales process from lead-scoring and lead-routing to close won/lost.
    • Sales forecasting - partner with revenue operations on  the development of continuously-evolving forecast models and methodologies that are outcome driven and align with product roadmap.
  • Be a change agent who shepherds their teams through the shift from being reactive to proactive in its management of results, and guiding them on how to use data and transparency to create accountability.


What We Look For

  • 10+ years proven leadership in selling B2B HC data products, 3+ years leading sales teams 
  • Track record of success in leading sales and CS organizations and growing a significant market in early stage businesses. 
    • Well versed in consultative sales methodologies
  • Has sold complex B2B software/data products to VBC, payvider and digital health innovators,  CSOs, COOs, CIOs, CEOs directly.
  • Deep understanding of value based care, healthcare provider strategy, market forces and technology trends
  • Existing relationships with digital health companies at an executive level
  • Progressive GTM leadership experience in enterprise software sales 
  • Track record of consistently exceeding sales targets 
  • Demonstrated ability to drive and motivate a high-performance sales team. 
  • Strong leadership and team-building capabilities


Benefits

  • Unlimited PTO
  • 100% Paid Health Benefits
  • Employer Funded 401(k) Match
  • 14 Week Parental Leave
  • Mental Health Benefits


#LI-Hybrid

Particle Health is an equal opportunities employer, and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

#LI-Remote

#LI-Hybrid

Particle Health is an equal opportunities employer, and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.