Vice President of Sales

Vice President of Sales

Remote with travel (up to 30%)

Position Summary

• Careficient is seeking an accomplished, highly connected, and results-driven Vice President of Sales to accelerate our growth throughout the home health, hospice, home care, and palliative care markets.
• This is a senior-level, hunter-first sales position designed for an established healthcare technology sales professional who brings extensive industry knowledge, a proven history of exceeding revenue targets, and an existing network of relationships with key decision-makers throughout the home health and hospice industry.
• Unlike traditional Vice President positions focused primarily on managing sales teams, this is a high-impact, individual contributor role with direct responsibility for generating new business, developing strategic relationships, managing complex sales opportunities, and consistently closing revenue-producing deals.
• We are looking for an individual who does not need to build their industry network from scratch. The ideal candidate already has established credibility and meaningful relationships with home health and hospice agency owners, CEOs, Presidents, CFOs, COOs, and other influential healthcare executives.
• Success in this role requires the ability to leverage existing industry relationships while continuously identifying, prospecting, and developing new opportunities through disciplined outbound sales activity.

• The ideal candidate is a recognized industry sales professional who combines executive-level relationship-building skills with the competitive drive, accountability, and persistence of an elite hunter.

Roles and Responsibilities

Strategic Prospecting & New Business Development

• Proactively identify, pursue, and secure new business opportunities throughout the home health, hospice, home care, and palliative care markets.
• Leverage an established professional network to generate qualified introductions, executive-level meetings, and new sales opportunities.
• Build and maintain a robust sales pipeline through strategic prospecting, cold calling, referrals, industry networking, conferences, and direct executive engagement.
• Develop meaningful relationships with agency owners, C-suite executives, regional operators, and other influential decision-makers.
• Identify opportunities within independent agencies, multi-location organizations, regional providers, and larger healthcare enterprises.
• Utilize existing industry knowledge and relationships to accelerate sales cycles and create opportunities that may not be accessible through traditional prospecting.
• Continuously expand professional influence through active participation in industry associations, conferences, and strategic networking opportunities.
• Position Careficient as a trusted strategic technology partner rather than simply another EMR vendor.

Executive-Level Sales Execution

• Own and manage the entire sales process, from initial engagement and discovery through proposal development, negotiation, and contract execution.
• Lead sophisticated, consultative sales conversations with senior healthcare executives.
• Identify compelling business events, operational challenges, financial objectives, and strategic initiatives that influence technology purchasing decisions.
• Navigate complex buying committees involving executive leadership, clinical operations, finance, compliance, and information technology.
• Develop compelling, value-based business cases that demonstrate how Careficient can improve operational efficiency, strengthen compliance, support financial performance, and enable agency growth.
• Effectively position Careficient against competing EMR platforms through a strong understanding of the competitive landscape.
• Coordinate executive presentations, product demonstrations, and strategic discussions with internal subject matter experts.
• Negotiate complex agreements while maintaining deal profitability and long-term customer value.
• Consistently advance qualified opportunities toward timely purchasing decisions and successful contract execution.

Industry Expertise & Strategic Relationships

• Maintain a sophisticated understanding of the home health and hospice industries, including regulatory requirements, reimbursement models, operational challenges, and evolving market dynamics.
• Demonstrate familiarity with Medicare reimbursement, clinical documentation requirements, revenue cycle management, compliance challenges, and agency growth strategies.
• Understand the competitive EMR landscape and the primary factors influencing agencies to evaluate or replace their existing technology.
• Establish credibility as a knowledgeable industry resource capable of advising executives on technology strategy and operational improvement.
• Build relationships with industry consultants, association leaders, strategic partners, and other influential professionals who can generate qualified business opportunities.
• Identify market trends, competitive threats, and emerging opportunities that can contribute to Careficient's continued growth.
• Provide leadership with valuable market intelligence, competitive insights, and customer feedback.

Revenue Ownership & Sales Performance

• Assume direct accountability for achieving and exceeding assigned quarterly and annual sales revenue targets.
• Consistently generate self-sourced pipeline through both established relationships and proactive new business development.
• Maintain a healthy, diversified pipeline capable of supporting predictable revenue growth.
• Develop strategic account plans for high-value opportunities and priority prospect organizations.
• Accurately manage opportunities, sales activities, and revenue forecasts within Salesforce CRM.
• Demonstrate strong deal qualification, opportunity management, and disciplined follow-through.
• Maintain consistent sales momentum and accountability throughout extended enterprise sales cycles.
• Collaborate with sales leadership to identify strategic growth opportunities and improve market penetration.

What Success Looks Like

• Successful Vice Presidents of Sales at Careficient are established industry professionals who consistently convert relationships, market knowledge, and proactive sales activity into measurable revenue growth.
• They are not dependent on inbound leads, marketing-generated opportunities, or an existing book of assigned prospects.
• They possess the industry credibility to gain access to senior decision-makers, the expertise to create meaningful business conversations, and the sales discipline to consistently close new business.

Performance expectations include:

• Consistent achievement or overachievement of quarterly and annual sales quotas.
• Strong self-generated pipeline from existing industry relationships and new outbound prospecting.
• Regular executive-level discovery meetings and qualified sales opportunities.
• Successful acquisition of new home health and hospice agency customers.
• Ability to develop and close larger, more complex, multi-stakeholder opportunities.
• Strong opportunity conversion rates and effective sales cycle management.
• Accurate Salesforce CRM management and revenue forecasting.
• Continuous expansion of professional relationships and market influence.
• Demonstrated ability to produce results independently with limited oversight.

Required Qualifications

• 8+ years of successful B2B sales experience, preferably within healthcare technology, healthcare SaaS, or healthcare software.
• 5+ years of direct sales experience within the home health and/or hospice industry, with a strong preference for candidates who have sold EMR, EHR, revenue cycle management, or other mission-critical technology solutions.
• Proven history of consistently achieving or exceeding significant annual sales quotas.
• Demonstrated success managing complex, full-cycle sales opportunities involving senior executive decision-makers.
• Documented experience generating new business through self-directed prospecting, relationship development, and strategic networking.
• Proven ability to negotiate and close substantial healthcare technology agreements.
• Experience selling into multi-location agencies, regional healthcare organizations, or enterprise-level providers is highly desirable.

Established Industry Network

• An existing network of home health and hospice industry relationships is a critical requirement for this position.
• Qualified candidates should demonstrate:
  • Established professional relationships with home health and hospice agency owners, CEOs, Presidents, CFOs, COOs, and other purchasing decision-makers.
  • A history of successfully leveraging industry relationships to generate new business opportunities.
  • Strong credibility and professional recognition within the home health and/or hospice community.
  • Active relationships with industry consultants, associations, referral partners, or other professionals who influence healthcare technology purchasing decisions.
  • The ability to initiate meaningful conversations with prospective buyers through existing professional connections.
  • A demonstrated ability to expand and maintain a productive professional network over time.
  • We are particularly interested in candidates who can demonstrate how their industry relationships have directly contributed to measurable sales success.

Preferred Background

• Ideal candidates will have:
  • A successful track record selling EMR/EHR technology into home health and hospice agencies.
  • Experience competing against established home health and hospice software providers.
  • A history of securing business from existing EMR vendors through strategic competitive displacement.
  • Experience managing larger, complex sales opportunities involving multiple locations or lines of business.
  • Strong knowledge of the financial and operational challenges facing home health and hospice providers.
  • Experience selling revenue cycle management, compliance, consulting, or complementary healthcare technology solutions.
  • Established relationships with healthcare executives across multiple geographic markets.
  • A stable employment history demonstrating sustained performance, professional growth, and long-term relationship development.
  • Prior experience in a Senior Account Executive, Enterprise Account Executive, Regional Vice President, Area Vice President, or Vice President of Sales position.
  • Previous people-management experience is not required. Demonstrated individual sales production is significantly more important than management experience.

Education

• Bachelor's degree preferred or equivalent professional experience.
• Extensive, relevant industry experience and a demonstrated history of sales success will be given significant consideration.

Why Careficient?

• Careficient is a growing healthcare technology company dedicated to helping home health, hospice, home care, and palliative care agencies improve clinical care, strengthen compliance, streamline operations, and accelerate business growth.
• Our comprehensive EMR platform brings clinical documentation, scheduling, billing, revenue cycle management, and operational workflows together in one integrated environment.
• We differentiate ourselves through our commitment to customer relationships, industry expertise, innovative technology, and our philosophy of being an EMR Partner for Life.
• As a Vice President of Sales, you will have the opportunity to:
  • Represent a comprehensive EMR platform built specifically for the home-based care industry.
  • Work directly with senior healthcare executives and influential industry decision-makers.
  • Leverage your professional network to create meaningful business opportunities.
  • Sell solutions that address significant operational, clinical, compliance, and financial challenges.
  • Collaborate with experienced clinical, implementation, revenue cycle management, and technology professionals.
  • Contribute directly to Careficient's continued market expansion and revenue growth.
  • Operate with the independence and accountability expected of an experienced senior sales professional.

Ideal Candidate Profile

• We are looking for a proven revenue producer who already knows the home health and hospice industry, understands the competitive EMR landscape, and has established relationships with the executives who make technology purchasing decisions.
• This individual has spent years building credibility, developing meaningful relationships, and consistently winning business.
• They understand how to identify an agency's compelling reason for change, navigate executive-level buying decisions, and communicate the financial and operational value of transitioning to a new EMR platform.
• They are equally comfortable reaching out to an established industry contact as they are prospecting an entirely new organization.
• They do not view a Vice President title as an opportunity to step away from direct selling. Instead, they recognize it as an opportunity to leverage their experience, industry influence, and proven sales abilities to generate substantial revenue.
• Above all, we are seeking an elite individual contributor: a strategic relationship builder, an experienced industry professional, and a relentless hunter who knows how to turn opportunity into closed business.

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