Vice President of Sales

Job Description

Job Description

Remote Vice President of Sales
AI-Enabled Revenue Cycle Management

About the Company:
Our client is an AI-enabled revenue cycle management company built for the most complex corners of healthcare billing. It serves emergency medicine and independent freestanding emergency departments, alongside dermatology, podiatry, pulmonology, and multi-specialty groups. The team is fully onshore, and the company wins on accuracy and recovery not on price. Its biggest tailwind is the No Surprises Act and the Independent Dispute Resolution (IDR) process it created. IDR is one of the most complex, least forgiving claims processes in healthcare: federal deadlines, multi-step eligibility validation, and automatic disqualification for a missed date. Very few RCM providers can run it well. This one can, and volume is compounding fast. The constraint is human capital, not demand. That is why the company builds its own software. An in-house development team ships automation directly into live claim operations, and the business only makes money when its clients collect what they have earned.

About the Role:
The company is hiring a Vice President of Sales to build a go-to-market engine that matches the strength of its product.
Nearly all growth to date has come inbound referrals, reputation, and existing clients expanding as they see what the company recovers for them. That has produced results most RCM companies would envy, but the go-to-market motion has not kept pace with the product: there is a sales presence today, but no repeatable outbound playbook, pipeline discipline, or forecast behind it. Hundreds of independent FSEDs and emergency medicine groups are leaving IDR dollars on the table today, and almost none of them have heard from this company. This role exists to change that.
The mandate: take a proven product with a demonstrable ROI the company can show a prospect, claim by claim, what they are under-collecting and turn it into a repeatable, forecastable new-logo motion. You will build the playbook, the pipeline, and the team, and personally carry the largest and most strategic deals until the machine runs without you in every room.
The deal profile is high-value, not high-volume. The average customer runs around $1 million, deals are lumpy and often multi-million, and this is long-term consultative selling: land the right accounts, then expand them over time.
The role reports to the CEO and sits on the leadership team, working closely with the COO and operations leaders to make sure what is sold is what gets delivered. You will inherit some existing sales activity and warm client references, and a CEO who sells and will keep selling alongside you, but the outbound engine and the bulk of the pipeline are yours to build. On day one that includes roughly four live RFP opportunities already in process and about 15 warm leads and relationships to pick up.

What You'll Own:
Optimize the go-to-market engine
Define the ideal customer profile and go after it: independent FSEDs, hospital-affiliated FSEDs, and emergency medicine groups where IDR and specialty RCM expertise create the most value
Design and run the outbound motion end-to-end target lists, sequencing, messaging, discovery, ROI analysis, proposal, and close and turn it into a documented, repeatable playbook
Own the pipeline as a system: stage definitions, conversion metrics, cycle times, and a forecast leadership can rely on
Partner with Operations on the existing book identify clients with untapped volume or additional sites and bring a structured expansion motion to them
Carry a personal quota in year one; close the most important new relationships yourself
Build and lead the team
Hire, coach, and scale a sales team in step with pipeline SDRs, account executives, and sales operations with clear roles, compensation plans, and performance standards
Stand up the sales infrastructure: CRM discipline, reporting, enablement materials, and a weekly operating rhythm that keeps sales, operations, and leadership aligned
Be the voice of the market inside the company: feed win/loss insight, pricing signals, and competitive intelligence back into product, operations, and strategy

What Success Looks Like at 12 Months
A documented outbound playbook and a live, forecastable pipeline with stage conversion and cycle-time metrics leadership trusts
New logos signed and onboarded from outbound not referrals with IDR as the entry product and RCM expansion in motion
Customer concentration meaningfully reduced as new clients ramp
A sales team in seat, ramped, and producing against quota

Who You Are:
A builder, not a caretaker. The sales function is early and unsophisticated relative to the product, and this is a fast-moving environment where every day brings its own adventure. If you want to rebuild a function properly and be accountable for the result, this is the place for you.

Must-haves:
6+ years in B2B healthcare sales, including 3+ years leading a team, selling services or technology to physician groups, provider organizations, or health systems
Track record of taking a company from founder-led or inbound-led sales to a repeatable outbound motion you have built the playbook, not just run someone else's
Consistent quota attainment as both an individual contributor and a leader, with multi-stakeholder deals, clinical and financial buyers, and 39 month cycles
Comfort selling on economics: you can build and defend an ROI case with a CFO, practice administrator, or physician owner
Experienced running structured RFP processes end to end
Experience building sales operations from scratch CRM, forecasting, comp plans, and pipeline reporting

Strongly preferred:
Direct experience selling RCM, medical billing, coding, or payer-facing services especially into emergency medicine, freestanding EDs, or hospitalist / anesthesia groups
Working knowledge of the No Surprises Act, IDR, and out-of-network reimbursement dynamics
Existing relationships with FSED operators, ER physician groups, or the management companies that serve them
Reps at a PE-backed healthcare services company during a period of rapid growth

How you work:
Owner mindset you are accountable for the number and do not outsource that to your team
Hands-on you run discovery calls, write proposals, and get on planes, and your team sees you do it
Data-driven you manage to conversion rates and cycle times, not activity for its own sake
Low ego you will sit with the billers, coders, and IDR specialists to understand what the company actually delivers before you sell it
Clear communicator crisp with prospects, crisp with the board
Technically fluent and quick to learn, you get on top of a complex product and a new market fast

Compensation, Benefits, and Location
Compensation: Competitive base salary, plus bonus / commission tied to new-logo and expansion revenue. Commission is uncapped.
Time off: Flexible policy most employees are expected to take at least 3 weeks of vacation per year
Benefits: Comprehensive health and dental coverage; 401(k) with employer contribution
Location: Remote (US-based), with significant travel to prospects and clients and regular travel to the company's operations center in the DallasFort Worth area. Proximity to Texas, where a large share of independent FSEDs operate, is a plus