Vice President of Sales

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.

Responsibilities

• Optimize the go‑to‑market engine.
• Define the ideal customer profile (independent FSEDs, hospital‑affiliated FSEDs, emergency medicine groups) and target it.
• Design and run the outbound motion end‑to‑end — target lists, sequencing, messaging, discovery, ROI analysis, proposal, and close — and document a repeatable playbook.
• Own the pipeline as a system: stage definitions, conversion metrics, cycle times, and reliable forecasting.
• Partner with Operations to identify expansion opportunities within the existing book.
• Carry a personal quota in year one and close the most important new relationships yourself.
• Hire, coach, and scale a sales team (SDRs, account executives, sales operations) with clear roles, compensation plans, and performance standards.
• Establish sales infrastructure: CRM discipline, reporting, enablement materials, and a weekly operating rhythm aligning sales, operations, and leadership.
• Provide market feedback — win/loss insight, pricing signals