Vice President of Sales

Job Description

Here at HR Soul our solutions amplify the performance of people and the soul of company culture. From strategic planning with CEO’s, partnering with HR leaders on key projects, building high performing teams to coaching and recruiting the future of our client’s organization.

The Opportunity

We’re partnering with a growing organization in the healthcare technology and pharmacy space looking for a Vice President of Sales to build and drive new revenue across the U.S.

This is a hands-on, individual-contributor business development role focused on creating a market rather than managing an established sales organization. You’ll be responsible for building a pipeline from scratch, identifying and developing new opportunities, and personally driving the sales process from first conversation through close.

The focus will span SMB, mid-market, and enterprise organizations, with a particular emphasis on building relationships with senior decision-makers including CEOs, CFOs, Chief Growth Officers, and other C-suite executives. You’ll sell the organization’s core technology platform as well as individual or carve-out solutions, tailoring the offering to the needs of each prospect.

The ideal candidate will bring a strong understanding of the PBM and employee benefits ecosystem, with familiarity with PBMs being a requirement. A background in benefits consulting or brokerage could translate particularly well to this role. You’ll work directly with employers as well as TPAs and other healthcare organizations to identify opportunities and develop strategic partnerships.

This is a fully remote, U.S.-based role. Candidates can be located in the Eastern, Central, or Mountain time zones and should live within approximately 45–60 minutes of a commercial airport. Travel will be significant, realistically up to 70%, all domestic, with the majority of travel focused on client and prospect meetings, along with select industry conferences and trade shows.

What You’ll Do

Pipeline Development & New Business

• Build a new business pipeline from the ground up through proactive prospecting, relationship development, referrals, industry connections, and market outreach
• Develop and execute a territory and prospecting strategy across SMB, mid-market, and enterprise organizations throughout the U.S.
• Identify organizations where the company’s core platform or individual solutions can address a meaningful business need
• Personally own the sales cycle from initial outreach and discovery through solution development, executive presentation, negotiation, and close
• Develop relationships with senior decision-makers, including CEOs, CFOs, Chief Growth Officers, and other C-suite and executive-level stakeholders
• Maintain disciplined pipeline management and provide leadership with clear visibility into opportunity development, activity, timing, and revenue potential
• Create new opportunities rather than relying on an established book of business or inherited pipeline

Solution & Marketplace Development

• Sell the organization’s core technology platform as well as individual solutions based on prospect needs
• Understand customer challenges and connect them to the appropriate combination of technology, PBM, and marketplace capabilities
• Develop compelling business cases that demonstrate commercial, operational, and strategic value
• Identify opportunities to expand relationships beyond an initial solution or entry point
• Develop new channels, partnerships, and market opportunities that can expand the reach of the organization’s solutions
• Bring market feedback to internal leadership to help shape product, positioning, pricing, and go-to-market strategy

Healthcare & Executive Relationships

• Develop and maintain senior-level relationships across employers, PBMs, TPAs, benefits organizations, healthcare companies, and technology partners
• Engage directly with executive buyers and decision-makers throughout the sales process
• Leverage a strong understanding of the PBM and benefits landscape to establish credibility and identify relevant business opportunities
• Represent the organization at client meetings, industry conferences, trade shows, and executive forums
• Build long-term relationships that create opportunities for both new business and future expansion

Commercial & Cross-Functional Execution

• Lead complex commercial discussions and negotiations through contract execution
• Partner with product, technology, clinical, operations, finance, and executive leadership to develop solutions that can be successfully delivered
• Coordinate internal resources around opportunities without relying on a dedicated sales support organization
• Evaluate opportunity economics, commercial structure, operational requirements, and potential risks
• Communicate market intelligence, competitive activity, prospect feedback, and emerging opportunities to leadership
• Help establish repeatable business development practices as the marketplace function continues to evolve

Market & Commercial Strategy

• Identify opportunities to expand the organization’s position within the broader healthcare ecosystem
• Evaluate potential partnerships and growth opportunities based on strategic fit, commercial potential, operational requirements, and risk
• Monitor industry trends, competitive activity, regulatory developments, and changes in customer needs
• Develop insights that help leadership make informed decisions about market expansion, partnerships, and investment
• Continuously refine business development strategies based on market feedback and results
• Bring an entrepreneurial mindset to identifying opportunities that may not fit neatly into an existing sales model

What You Bring

• Bachelor’s degree in Business, Healthcare Administration, or a related field; MBA is a plus
• 7+ years of successful business development, enterprise sales, benefits consulting, strategic partnerships, or related experience within healthcare, employee benefits, PBM, pharmacy, or healthcare technology
• Direct familiarity with the PBM industry is required
• Proven success as a hunter - building pipeline from scratch, generating new relationships, and personally converting opportunities into revenue
• Experience selling to SMB, mid-market, and enterprise organizations, ideally with experience navigating different buying processes and sales cycles
• Demonstrated experience selling complex technology, healthcare, benefits, or multi-product solutions
• Experience selling directly to employers and/or working with TPAs, benefits organizations, brokers, consultants, or other healthcare ecosystem partners
• Strong executive-level selling experience, with the ability to build credibility and communicate effectively with CEOs, CFOs, Chief Growth Officers, and other senior decision-makers
• Experience negotiating complex commercial agreements and navigating multiple stakeholders through an enterprise sales process
• Strong understanding of the employee benefits and healthcare ecosystem; experience in benefits consulting or brokerage is highly relevant
• Excellent communication, presentation, negotiation, and relationship-building skills
• Strong commercial judgment and the ability to understand customer needs, business economics, and potential opportunities
• Comfortable operating independently with significant autonomy and without an established team or inherited pipeline
• Willingness and ability to travel domestically up to approximately 70%

What Sets You Apart

• You’re a hunter by nature. You don’t need an established book of business, warm leads, or a large sales organization around you to create momentum
• You know how to build a pipeline from zero and are comfortable with the prospecting, networking, follow-up, and persistence required to get there
• You’re credible with C-suite executives and can have a business conversation with a CEO, CFO, or Chief Growth Officer without turning it into a traditional sales pitch
• You’re knowledgeable about the PBM and benefits landscape and can quickly understand where a prospect’s challenges intersect with the solutions you represent
• You’re a consultative seller - you lead with curiosity, understand the problem, and build the solution around the customer
• You’re comfortable selling both a broad platform and individual solutions, depending on what makes sense for the prospect
• You’re a self-starter who can operate with a high degree of autonomy and create your own structure, priorities, and opportunities
• You’re flexible and dynamic, able to adjust your approach based on the customer, market, opportunity, or conversation in front of you
• You’re resilient and thick-skinned. Rejection, changing priorities, long sales cycles, and difficult conversations don’t knock you off course
• You bring confidence and executive presence without being overly aggressive or transactional
• You’re comfortable being the person responsible for opening the door, developing the relationship, advancing the opportunity, and ultimately getting the deal done

Why This Role

This is an opportunity to build something rather than step into an established sales machine.

You’ll have significant ownership over how the organization expands its presence in the market -identifying the right prospects, opening doors with senior decision-makers, developing the pipeline, and turning opportunities into revenue. You’ll have the backing of a broader organization and its technology and service capabilities, but you will be the person driving the marketplace development function forward.

Diversity Commitment

At HR Soul, we embrace a rich tapestry of backgrounds and experiences within our workplace. We actively encourage applications from women, individuals of color, members of the LGBTQ+ community, people with disabilities, ethnic minorities, immigrants, and veterans.

Equal Opportunity Employment Statement

HR Soul proudly upholds its status as an Equal Opportunity Employer. We prohibit discrimination against any employee or candidate based on various attributes, including but not limited to race (encompassing characteristics historically associated with race such as hair texture and style), color, gender (including pregnancy and related conditions), religion or belief, national origin, citizenship, age, disability, veteran status, union membership, ethnicity, gender identity, gender expression, sexual orientation, marital status, political affiliation, or any other protected characteristics as required by applicable laws.

Inclusivity Commitment

HR Soul and its partners are fully committed to ensuring that all qualified individuals are included. We provide reasonable accommodations for applicants and employees with disabilities. If you need assistance during the job application or interview process, or require accommodations to perform essential job functions, please reach out via our contact page: Contact HR Soul .

Your Rights

HR Soul is dedicated to ensuring that all applicants are aware of their rights concerning workplace discrimination, which is unlawful.

Application Agreement

By applying for this position, you authorize HR Soul to exclusively consider you as a candidate for the specified opportunity. You affirm that the information you provided about your qualifications is true and that you have not misrepresented yourself. Additionally, you agree to keep confidential any details regarding the position that you may learn from HR Soul, sharing such information only as necessary to support your application process. In exchange, HR Soul pledges to make reasonable efforts to represent you throughout the job screening and resume distribution stages.

Salary Transparency Statement

Compensation for this position (and others) at HR Soul is based on multiple factors, including:

• The candidate’s skill set, experience, and education
• Required licenses and certifications
• Geographic location of the office
• Additional business and organizational considerations

In line with local regulations, HR Soul provides a salary range that reflects a reasonable estimate of the base pay for this role in areas where salary disclosure is mandated.