Vice President of Acute Sales – Healthcare Technology
Position Title: Vice President of Acute Sales – Healthcare Technology
Location: Remote (United States-based, with potential travel to key client sites)
Employment Type: Full-Time or Contract
Compensation Structure: Competitive base salary (commensurate with experience, targeted at a moderate level to emphasize performance incentives) plus uncapped commission based on closed deals. This role is designed for high-performers who thrive on an “eat what you kill” model, with significant upside potential through a generous percentage of revenue generated from new sales, upsells, and expansions, reflecting a structure that rewards aggressive deal-closing and relationship leverage.
About the Opportunity
We are conducting a discreet search for a seasoned sales leader to join an innovative healthcare technology firm focused on transforming acute care delivery. This role is pivotal in launching our new acute care platform, expanding our established Connect platform, and driving adoption of our advanced AI suite, including its comprehensive features for workflow optimization, predictive analytics, and seamless integration. Our solutions address critical pain points in hospital operations, point-of-care testing, and laboratory processes, enabling providers to enhance efficiency, reduce costs, and improve patient outcomes. This is an opportunity for a strategic yet action-oriented professional to spearhead growth in a high-stakes market, leveraging existing relationships to accelerate market penetration without the need for extensive lead generation from scratch.
Key Responsibilities
• Sales Strategy and Execution: Develop and implement targeted sales strategies to penetrate the top 50 acute care hospitals, Integrated Delivery Networks (IDNs), urgent care centers, and other high-potential healthcare providers. Focus on identifying opportunities for our acute platform, Connect platform, and AI components, ensuring alignment with client needs through thorough discovery processes. Incorporate strategies for navigating revenue cycle management and reimbursement processes, including those involving Medicare and government payers, to optimize deal structures and client value propositions.
• Relationship Management and Networking: Leverage extensive personal networks within the healthcare ecosystem to expedite deal cycles. Cultivate and maintain strong relationships with C-suite executives, procurement teams, and clinical leaders to facilitate introductions, pilot programs, and long-term partnerships.
• Contract Negotiation and Deal Closure: Lead complex contract negotiations, shepherding deals through multi-layered approval processes within large healthcare organizations. Demonstrate expertise in addressing regulatory, compliance, and integration challenges to close high-value agreements efficiently, including those tied to government reimbursement frameworks.
• Discovery and Solution Selling: Conduct in-depth client discovery to uncover pain points in hospital workflows, point-of-care testing systems, and laboratory processes. Articulate how our platforms resolve these issues, using data-driven insights to build compelling business cases, with a nuanced understanding of workflow variations across acute care settings, IDNs, urgent care centers, and related facilities.
• Pilot Program Development: Design, propose, and oversee pilot implementations to demonstrate platform value, converting successful pilots into full-scale deployments.
• Presentation and Demonstration: Deliver high-impact presentations and product demos tailored to audience expertise levels, speaking fluently in the language of healthcare operations (e.g., EMR integration, lab informatics, and AI-driven diagnostics).
• Upsell and Expansion: Master the premium packages of our platforms to identify and pursue upsell opportunities, driving recurring revenue growth.
• RFP Management: Strategize, prepare, and submit responses to Requests for Proposals (RFPs) from government and healthcare entities, ensuring compliance with regulatory standards and alignment with client reimbursement models.
• Performance Metrics: Achieve and exceed quarterly and annual sales targets through proactive hunting, with a focus on self-generated deals rather than relying solely on inbound leads.
• Regulatory and Inspection Oversight: Collaborate on readiness for inspections and audits by accrediting bodies such as the College of American Pathologists (CAP) and under the Clinical Laboratory Improvement Amendments (CLIA), integrating this knowledge into sales processes to assure clients of platform compliance and reliability.
• Team Leadership: Oversee and mentor a sales team, setting goals, providing guidance, and fostering a high-performance culture aligned with company objectives.
This role demands a balance of strategic foresight—analyzing market trends, competitor landscapes, and regulatory shifts from multiple angles (e.g., economic, operational, technological, and compliance perspectives)—and tactical aggression, ensuring rapid progression from prospecting to closure. Success will be measured not only by revenue but by the depth of relationships built, the speed of deal velocity, and the effective navigation of reimbursement and regulatory complexities to deliver sustainable client partnerships.
Required Qualifications
• Experience: Minimum of 15 years in healthcare technology sales, with a proven track record of closing multimillion-dollar deals in acute care settings. Demonstrated experience negotiating complex contracts in hospital environments, including familiarity with procurement cycles, compliance requirements (e.g., HIPAA, FDA), and stakeholder alignment. Must possess hands-on experience in revenue cycle management and reimbursement processes, particularly with Medicare and government payers. Proven track record in RFP strategy, preparation, and submission for healthcare and government contracts. Expertise in laboratory and point-of-care testing workflows, with a deep understanding of operational differences across acute care hospitals, IDNs, urgent care centers, and similar facilities. Experience in readiness for inspections and compliance with accrediting bodies such as CAP (College of American Pathologists) and CLIA (Clinical Laboratory Improvement Amendments). Prior leadership experience managing sales teams in a VP or equivalent role. Background may include working for a major acute care player, with verifiable history of leveraging relationships for significant business outcomes.
• Relationships: This is a non-negotiable top criterion for hiring—candidates must prove an extensive, verifiable contact list with decision-makers, including C-suite executives, at the top 50 acute care hospitals, IDNs, urgent care centers, and related entities. Provide concrete evidence of past experience negotiating, signing, and successfully implementing contracts with these contacts, including multimillion-dollar deals closed through these relationships. Without demonstrated proof of existing business deals and revenue generation via this Rolodex, candidates will not be hired. High standards are absolute; no exceptions without validation of deal-closing history tied to these contacts.
• Technical Knowledge: Deep understanding of hospital workflow systems, point-of-care testing, and laboratory processes. Ability to discuss integrations with EMRs, LIS (Laboratory Information Systems), and AI tools at an expert level to build credibility during pitches.
• Skills: Exceptional presentation, demoing, and communication skills. Proficiency in discovery techniques to identify client pain points from clinical, financial, and operational perspectives. Experience assembling and managing pilot programs that lead to scalable implementations. Strong leadership and team management abilities.
• Mindset: Strategic thinker capable of viewing opportunities through multifaceted lenses (e.g., short-term wins versus long-term ecosystem building), combined with an aggressive, results-driven approach. Must be motivated by performance-based compensation, with a history of thriving in commission-heavy environments where personal accountability drives success.
• Education: Bachelor’s degree in Business, Healthcare Administration, or a related field; advanced degrees (e.g., MBA) preferred.
Preferred Qualifications
• Prior experience selling SaaS platforms in healthcare, particularly those involving AI, connectivity, or diagnostic tools.
• Familiarity with emerging trends in acute care, such as value-based care models and AI-enabled predictive maintenance for lab equipment.
• Willingness to travel up to 50% for client meetings and industry events.
• Certifications in sales methodologies (e.g., Challenger Sale, MEDDIC) or healthcare-specific credentials.
We are committed to diversity, equity, and inclusion, and encourage applications from all qualified individuals. To apply discreetly, please submit your resume and a cover letter outlining your relevant relationships and deal-closing achievements, along with your expected salary, desired benefits package, and a list of your top 30 professional contacts (Rolodex) including their titles, organizations (companies), and how you have collaborated with them in the past—no personal names required at this initial stage. If you advance in the hiring process, we will request full contact details, including names, for validation of relationships and to obtain references. Submissions should be sent to [confidential email or application portal; suggest setting up a dedicated, non-branded email for discretion]. Only shortlisted candidates will be contacted.