Northern Virginia Sales Leadership

About the role

We are building a new kind of home health company — one that uses technology to remove the administrative burden that holds this industry back. Home health is a $140B market, but agencies lose nearly half their revenue to back-office overhead: scheduling, documentation, billing, prior authorizations. That waste drives up costs, burns out clinicians, and leaves millions of patients without care. We automate that work so our teams can focus on what matters — getting patients seen. The result: we operate with meaningfully better margins than traditional agencies, and we pass that advantage forward. We pay clinicians more, accept patients other agencies turn away, and scale faster because our operations aren't bottlenecked by paperwork. We've paired a world-class technology team (from Stanford, Harvard, Palantir, Google) with healthcare operators and advisors from the most successful healthcare companies to build a platform that handles the back office end-to-end — from intake and eligibility through charting, QA, and collections. We're already delivering care across multiple states and growing rapidly. Our mission is "any care, any where." We're starting with home health and expanding from there. Every dollar in revenue we generate takes two dollars of waste out of the healthcare system. If we win, patients win.

We're looking for a Sales Leader to own a defined territory as a player-coach. You'll drive your own book of accounts while coaching and developing a small team of sales reps to grow the territory. This role is for someone who's ready to step into sales leadership but still wants to stay close to the field. You'll partner directly with your Regional Sales Manager (RSM) to execute market strategy, build facility relationships, and develop your team.

Responsibilities

• Owning and growing a defined territory, with a focus on high-value referral sources
• Leading as a player-coach: managing your own accounts while coaching 2–5 sales reps
• Building facility relationships with discharge planners, case managers, and facility leadership
• Developing your reps through ride-alongs, pipeline reviews, and structured coaching
• Driving quarter-over-quarter admission growth, the primary measure of success in this role
• Owning your territory and driving admission growth
• Executing a data-driven territory plan: prioritize high-value accounts, target whitespace, and win share from competitors
• Managing your own book of 20–30 key accounts while overseeing rep coverage across the broader territory
• Building relationships with discharge planners, case managers, and facility leadership to secure referrals
• Delivering measurable quarter-over-quarter admission growth
• Coaching and developing your sales team: coaching 2–5 reps through weekly 1:1s, ride-alongs, and pipeline reviews; helping reps sharpen their pitch, objection handling, relationship building, and time management; setting clear activity expectations and holding the team accountable to performance metrics; partnering with your RSM to recruit and onboard new reps
• Running a disciplined weekly operating cadence: leading weekly pipeline reviews to forecast and manage opportunities; tracking leading indicators (visits, meetings, follow-ups) and lagging indicators (referrals, admissions, episodic mix); reporting territory performance to your RSM with data-backed insights and recommendations
• Building strategic facility partnerships: earning credibility with key referral sources by understanding their needs and following through on commitments; positioning Adaptive as a differentiated partner, built on care quality and operational reliability; working closely with operations to ensure seamless handoffs and strong patient outcomes
• Executing market strategy with your RSM: implementing the RSM's market penetration plan at the territory level; sharing field feedback and market intelligence to inform strategy; identifying competitive threats and expansion opportunities

Requirements

• 5+ years of