Vice President of Sales

About This Role

This Vice President of Sales role is a hands-on, individual-contributor business development position focused on building and driving new revenue across the U.S. The successful candidate will build a pipeline from scratch, identify and develop new opportunities, and personally drive the sales process from first conversation through close. The role spans SMB, mid-market, and enterprise organizations, with a particular emphasis on building relationships with senior decision-makers.

Responsibilities

• Build a new business pipeline from the ground up through proactive prospecting, relationship development, referrals, industry connections, and market outreach
• Develop and execute a territory and prospecting strategy across SMB, mid-market, and enterprise organizations throughout the U.S.
• Identify organizations where the company’s core platform or individual solutions can address a meaningful business need
• Personally own the sales cycle from initial outreach and discovery through solution development, executive presentation, negotiation, and close
• Develop relationships with senior decision-makers, including CEOs, CFOs, Chief Growth Officers, and other C-suite and executive-level stakeholders
• Maintain disciplined pipeline management and provide leadership with clear visibility into opportunity development, activity, timing, and revenue potential
• Create new opportunities rather than relying on an established book of business or inherited pipeline
• Sell the organization’s core technology platform as well as individual solutions based on prospect needs
• Understand customer challenges and connect them to the appropriate combination of technology, PBM, and marketplace capabilities
• Develop compelling business cases that demonstrate commercial, operational, and strategic value
• Identify opportunities to expand relationships beyond an initial solution or entry point
• Develop new channels, partnerships, and market opportunities that can expand the reach of the organization’s solutions
• Bring market feedback to internal leadership to help shape product, positioning, pricing, and go-to-market strategy
• Develop and maintain senior-level relationships across employers, PBMs, TPAs, benefits organizations, healthcare companies, and technology partners
• Engage directly with executive buyers and decision-makers throughout the sales process
• Leverage a strong understanding of the PBM and benefits landscape to establish credibility and identify relevant business opportunities
• Represent the organization at client meetings, industry conferences, trade shows, and executive forums
• Build long-term relationships that create opportunities for both new business and future expansion
• Lead complex commercial discussions and negotiations through contract execution