Head of Sales

Claim Clarity | Clinical Decision Intelligence Infrastructure for Workers’ Compensation

Location: Coral Springs, Florida — hybrid or U.S.-based remote, with travel

Employment: Full-time | Executive leadership

Reports to: Founder & CEO

Build the sales function. Shape the market position. Share in the value you create.

Claim Clarity is seeking a hands‑on Head of Sales to turn a differentiated clinical technology platform into enterprise customer relationships, recurring revenue, and a repeatable path to growth.

This is a founding commercial leadership opportunity for someone who knows the workers’ compensation market, can earn the confidence of sophisticated buyers, and wants more ownership than an established sales organization typically offers. You will work directly with the founder to win business, shape commercial strategy, develop strategic partnerships, and build the sales organization as the company grows.

About Claim Clarity Workers’ compensation treatment review brings together clinical documentation, claims information, treatment guidelines, coding systems, and jurisdiction‑specific requirements. Too often, those resources remain disconnected—leaving experienced professionals to reconcile them manually.

Claim Clarity is building clinical decision intelligence infrastructure to connect that information and make it more usable within treatment‑review workflows.

Our initial release supports clinical normalization, state‑aware guideline discovery, and reviewer‑led guideline selection. It helps professionals move from inconsistent clinical language and fragmented information toward a clearer foundation for review. Clinical judgment and authorization decisions remain within the customer’s existing processes.

Our broader vision is to make treatment‑authorization logic computable, explainable, and traceable. We distinguish that long‑term vision from what customers can use today.

Founder‑led and clinically grounded, Claim Clarity brings workers’ compensation experience together with an ontology‑centered technology approach. Our standard is straightforward: Built for Trust. Designed for Clarity.

The Opportunity You will join as Claim Clarity moves from product development and founder‑led selling into a more structured commercial growth phase.

Your mandate is to connect a substantive technical advantage to problems buyers recognize: time spent interpreting inconsistent documentation, difficulty finding relevant guidance, and fragmented clinical information across claims and medical‑management workflows.

You will sell to carriers, third‑party administrators, utilization review organizations, and other workers’ compensation service and technology organizations. You will also evaluate partnerships that can extend distribution or integrate Claim Clarity into established workflows.

This is a revenue‑owning, individual‑contributor leadership role at the outset. You will personally lead prospecting, discovery, demonstrations, negotiations, and closing while building the processes and supporting team needed to scale. It is not a role for someone who expects an established sales organization, a fully developed playbook, or a large support team on arrival.

What You Will Own

Enterprise customer acquisition. Build and execute a focused sales strategy for priority customer segments. Own the sales cycle from initial engagement through signed agreement, coordinating a clear handoff to implementation and customer‑facing teams.

Pipeline development and account strategy. Advance founder‑developed relationships while generating new opportunities through targeted outreach, industry relationships, referrals, and events. Build account plans that identify executive sponsors, clinical champions, technical stakeholders, buying requirements, and next steps.

Consultative discovery and value articulation. Understand how each organization manages treatment review, clinical evidence, and claims information. Translate Claim Clarity’s capabilities into a relevant business case without relying on generic AI claims, unsupported savings estimates, or promises beyond the available product.

Evaluations, commercial negotiations, and expansion. Structure pilots and proof‑of‑value programs with agreed success criteria, accountable sponsors, and a defined purchase decision. Lead proposals and negotiations in coordination with the CEO and appropriate specialists. Identify expansion opportunities grounded in demonstrated customer value and implementation readiness.

Strategic partnerships and commercial design. Develop referral, reseller, integration, and other distribution relationships where they support the company’s priorities. Help shape pricing, packaging, and partnership structures that balance customer needs, recurring revenue, and delivery capacity.

The sales operating model. Establish practical CRM discipline, opportunity stages, qualification standards, forecasts, and win/loss reviews. Bring actionable market feedback to product and clinical leadership. Build playbooks and recommend additional sales or support capacity as the business justifies it.

What Success Looks Like During the first 90 days, you will develop a strong command of the product and its current boundaries, prioritize target segments and accounts, assess existing opportunities, and establish a consistent pipeline and forecasting process. Qualified opportunities should have identified decision‑makers, a clear customer problem, and buyer‑agreed next steps.

Over the first year, success will mean new enterprise customers, recurring revenue, well‑qualified opportunities progressing through the sales cycle, and an increasingly repeatable approach to winning and expanding accounts. Customer evaluations should produce documented findings and clear commercial decisions—not open‑ended pilots.

Revenue and pipeline targets will be established with the CEO, taking account of enterprise sales cycles, product readiness, and implementation capacity.

What You Bring

Relevant enterprise sales experience. Approximately 10 or more years in B2B sales, business development, or strategic partnerships, including at least five years selling into workers’ compensation, payer, TPA, utilization review, or closely related healthcare operations markets. Demonstrated results and market relevance matter more than an exact tenure threshold.

A record of personally winning business. Evidence of originating opportunities, navigating complex buying groups, negotiating agreements, and closing new customers. Experience building pipeline for an emerging company or an unfamiliar product category is particularly valuable.

Workers’ compensation and clinical‑workflow fluency. An understanding of treatment authorization, utilization review, medical management, medical bill review, or claims administration. You can speak credibly with clinical, operational, technology, and executive stakeholders without treating their priorities as interchangeable.

Commercial and technical judgment. The ability to discuss software integration, data handling, workflow fit, and deployment requirements—and recognize when to involve a specialist. Familiarity with clinical terminology, coding systems, and treatment guidelines is useful; expertise in ontology engineering is not required.

A builder’s approach. You are comfortable creating structure, testing messages, documenting what works, and making progress without a large established team. You combine ambition with accurate forecasting, disciplined qualification, and a willingness to disqualify opportunities that are not a fit.

An established industry network is valuable, but relationships alone are not enough. We are looking for someone who can turn access into substantive discovery, customer commitment, and durable revenue.

A bachelor’s degree or equivalent professional experience is welcome. Relevant accomplishments, industry understanding, and execution ability carry greater weight than a particular credential.

Compensation, Ownership, and Work Model Executive base salary and uncapped commissions. A competitive base salary paired with uncapped commissions and performance accelerators creates a direct connection between commercial results and earning potential. Commission eligibility, crediting, and payment terms will be defined in a written compensation plan.

Meaningful early‑stage equity participation. The role includes an opportunity to participate in the long‑term value of the business through an equity award reflecting the position’s leadership scope, subject to approval, vesting, and definitive award terms.

Direct influence over the business. Work directly with the founder and product leadership, with substantial input into customer priorities, pricing, packaging, partnerships, and the development of the commercial organization.

Flexible location with purposeful in‑person work. Work from the Coral Springs area or an agreed U.S. remote location, with travel for customer meetings, industry events, and team collaboration. Approved business travel and conference participation are company‑supported; home‑office support is discussed during the offer process.

Specific compensation terms and the company’s currently available employee benefits, eligibility requirements, and effective dates will be provided during the hiring process.

Why This Role Is Different This is an opportunity to help build both a company and its place in the market.

You will be selling a clinically grounded infrastructure approach—not simply another interface for searching guidelines. The commercial challenge is to help buyers understand why connecting clinical language, evidence, and jurisdictional context matters within their existing operations.

You will also help determine how that value is packaged, demonstrated, purchased, and delivered. Your contribution will extend beyond an individual quota to the commercial practices the company builds on.

As revenue, customer adoption, and organizational complexity grow, the role can expand into broader revenue leadership, potentially including a Chief Revenue Officer position. Progression will depend on demonstrated results and the company’s needs, rather than a promised title or timeline.

Claim Clarity is an equal opportunity employer. We consider all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other status protected by applicable law. To request a reasonable accommodation during the application or interview process, contact View email address on click.appcast.io.

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