VP of Sales, Healthcare & Life Sciences

Position Summary

The Vertical Leader is a senior sales leader responsible for driving TrendAI’s revenue and market share within a defined industry vertical. As a player-coach, this individual combines deep knowledge of the assigned vertical’s business landscape, regulatory environment, and technology priorities with proven enterprise sales leadership skills.

Key Responsibilities

• Team Leadership & Development

  • Lead, coach, and develop a team of Enterprise Account Managers focused on named accounts within the vertical.
  • Set clear performance expectations, conduct regular pipeline and deal reviews, and hold the team accountable to quota attainment and activity KPIs.
  • Recruit, onboard, and retain top sales talent; build a diverse, high-performing team culture aligned with TrendAI’s values.
  • Provide structured coaching on enterprise sales methodology (e.g., MEDDPICC/MEDDIC), executive engagement, competitive positioning, and negotiation.
  • Identify individual development needs and partner with Sales Enablement to close skills gaps and accelerate ramp time for new hires.

• Vertical Strategy & Go-to-Market

  • Define and execute the go-to-market strategy for the assigned vertical, including territory planning, account segmentation, and coverage model design.
  • Create vertical-specific value propositions, reference architectures, and sales plays in partnership with Product Marketing, Solutions Engineering, and Alliances.
  • Identify whitespace and expansion opportunities within existing accounts and net-new prospects; prioritize investment of team resources accordingly.
  • Represent the vertical’s needs internally—providing market feedback to Product, Engineering, and Marketing to influence roadmap and messaging.

• Executive Sponsorship & Strategic Selling

  • Directly engage C-suite and board-level stakeholders at named strategic accounts as an executive sponsor and trusted security advisor.
  • Lead or co-lead complex, multi-stakeholder enterprise deals from qualification through negotiation and close, applying a consultative, outcome-based selling approach.
  • Orchestrate internal resources—Solutions Engineering, Professional Services, Customer Success, and Legal—to deliver compelling proposals and ensure deal velocity.
  • Drive land-and-expand motions by partnering with Customer Success to grow platform adoption and contract value post-close.

• Revenue & Business Management

  • Own the vertical’s revenue number and forecast with accuracy; maintain rigorous pipeline discipline using Salesforce CRM.
  • Deliver consistent quarter-over-quarter growth against ARR, new logo, and pipeline coverage targets.
  • Develop and present business plans, vertical QBRs, and investment cases to senior leadership.
  • Partner with Channel, Alliances, and MSSP teams to build vertical-specific partner programs that extend TrendAI’s reach and accelerate deal cycles.

• Cross-Functional Collaboration & Thought Leadership

  • Act as the internal voice of the vertical—sharing market intelligence, win/loss patterns, and competitive dynamics with Product, Marketing, and Executive teams.
  • Represent TrendAI at industry conferences, events, and executive roundtables to build brand presence and pipeline within the vertical.
  • Collaborate with Solutions Engineering and Services to shape repeatable delivery models and vertical-specific professional services offerings.

Required Qualifications

• 10+ years of enterprise technology sales experience, with at least 3–5 years in a sales management or leadership role managing quota-carrying teams.
• Demonstrated track record of exceeding revenue targets (≥2M+ ARR quota) and leading teams to consistent quota attainment in a competitive enterprise market.
• Proven ability to sell complex, multi-product technology solutions to C-suite executives (CIO, CISO, CFO) at Fortune 1000 accounts.
• Domain expertise in cybersecurity (endpoint, cloud security, network security, XDR/SIEM, or adjacent markets) or in the target vertical’s technology ecosystem.
• Experience recruiting, developing, and retaining high-performing enterprise account managers.
• Strong command of enterprise sales methodologies (MEDDPICC, Challenger, SPIN, or equivalent) and pipeline management discipline.
• Executive-level communication, storytelling, and presentation skills; able to inspire confidence with both technical and business audiences.
• Proficiency with Salesforce CRM and modern sales productivity tools.
• Bachelor’s degree in Business, Computer Science, Engineering, or a related field (or equivalent professional experience).

Preferred Qualifications

• Deep industry expertise in Healthcare & Life Sciences; direct experience selling to or within this sector is strongly preferred.
• Familiarity with vertical-specific regulatory frameworks: HIPAA, PCI-DSS, NERC CIP, FedRAMP, CMMC, SOX, GDPR.
• Experience selling cloud security, XDR, or platform-based security solutions in a land-and-expand model.
• MBA or advanced degree.
• Active participation in vertical industry associations or communities (e.g., HIMSS, FS-ISAC, ISAC councils).
• Willingness to travel approximately 40–60% of the time for customer engagement, team accompaniment, executive sponsorship activities, and industry events within the assigned vertical.