Vice President of Sales

At Particle Health , our mission is to unlock the power of medical records through an intelligent platform that prioritizes patient-centered care. We focus on seamlessly connecting diverse medical data, making it actionable across various settings, and empowering patients to share their information with any organization they choose. Our customers include digital healthcare providers, electronic health record (EHR) systems, and condition-specific platforms.

Together, we can #DestroyTheFaxMachine.

About the Role

As the Vice President of Sales at Particle Health, you will be a key architect in shaping our sales organization and driving the company’s strategic vision. Your leadership will be crucial in building a high-performing sales team that sets the standard for customer engagement, expands market share across primary and secondary patient use cases, and builds on our impressive 3x growth in 2023.

This role offers flexibility, allowing for remote work or in-person at our New York office, with relocation assistance available if desired. We are seeking a seasoned leader with a proven track record of leading revenue growth beyond $20M+ in healthcare technology, with extensive experience selling data products and interoperability solutions.

The VP of Sales will have full accountability for all sales and revenue execution. Working closely with the executive team, you will spearhead initiatives to strengthen Particle’s core business and identify strategic opportunities for market and product expansion to fuel our aggressive growth trajectory.

You will lead a team of six, initially managing two Account Executives and a Senior Sales Development Representative, while also overseeing a Customer Success team led by a Director managing two Senior Customer Success Managers (CSMs). This role requires a balance of strategic leadership and hands-on execution in a “player/coach” capacity, allowing you to engage directly in key deals while guiding the team.

As a cross-functional senior leader, you will collaborate closely with the product, marketing, and operations teams to ensure the delivery of exceptional solutions that address critical gaps in care for our customers, communities, and patients. Reporting directly to the CEO, this position is integral to Particle’s executive team and overall success.

What You’ll Do

• Strategic Leadership: Define and execute the strategic direction for sales and customer success, ensuring alignment with Particle Health’s mission of unlocking the power of medical records. Foster a culture of high performance, accountability, and continuous improvement.
• Revenue Growth: Lead revenue generation by positioning Particle Signal, Particle Snapshot, Particle Workbench, and Particle Navigator as solutions to healthcare interoperability challenges, securing high-value contracts with healthcare providers, payers, and digital health innovators.
• Sales Strategies: Develop and implement sales strategies that leverage Particle Health’s suite of solutions to solve specific customer challenges, ensuring alignment with both revenue goals and market demands.
• Land and Expand: Implement a "land and expand" strategy to grow key accounts by leveraging Particle’s solutions to address evolving needs, increasing long-term revenue potential across core segments and key accounts.
• GTM Strategy Development: Design and execute comprehensive go-to-market strategies that align product launches and enhancements with market demands, ensuring effective positioning and communication of Particle Health’s value propositions to target audiences.
• Sales Presentations: Deliver tailored product demonstrations that showcase how Particle Health’s platform addresses specific use cases—such as patient data exchange, care coordination, and regulatory compliance—effectively communicating our value to stakeholders.
• Maximize Customer Value: Identify opportunities to increase customer lifetime value by adapting Particle’s solutions to address new challenges, ensuring clients continue to derive significant benefits from our platform.
• Proactive Management: Shift the sales organization from reactive to proactive management, using data transparency to drive accountability and informed decision-making across the team.
• Performance Metrics: Set and monitor key performance metrics that align with Particle Health’s revenue targets, providing actionable feedback to continuously enhance team success.
• Operational Collaboration: Work closely with operations to implement efficient processes and frameworks that provide visibility and oversight throughout the sales lifecycle, from lead generation to deal closure.
• Market Penetration: Strategically expand market share in key areas such as value-based care (VBC), payvider, and digital health segments by aligning Particle’s offerings with their needs and leveraging industry trends.
• Process Accountability: Drive engagement and accountability within the sales team by managing key workflows including go-to-market strategies, proof of concept (POC) scoping, deal desk reviews, and contract negotiations.
• Market Knowledge: Utilize deep understanding of customer dynamics, healthcare market trends, and competitive landscapes to drive new client acquisition and expansion across Particle Health’s core use cases.
• Customer Success Leadership: Lead the Customer Success team to ensure effective account planning, driving expansion and maximizing client satisfaction by delivering measurable improvements in patient care and operational efficiency.
• Sales Pipeline Management: Own the sales pipeline, ensuring data accuracy and maintaining consistent growth throughout the sales process, from lead generation to close.
• Forecasting Excellence: Partner with revenue operations to develop dynamic forecasting models that align with Particle’s product roadmaps and ensure outcomes are aligned with organizational growth targets.

What We Look For

• Over 12 years of proven leadership in B2B healthcare data sales, with 3+ years in a sales leadership role managing teams and driving revenue growth from $10M to $20M ARR.
• Demonstrated success in leading sales and customer success organizations within early-stage businesses, consistently exceeding sales targets while motivating and developing high-performance teams.
• Expertise in consultative sales methodologies, with extensive experience selling complex B2B software and data products to value-based care (VBC), payvider, and digital health innovators, including direct interactions with C-suite executives (CSOs, COOs, CIOs, and CEOs).
• Deep understanding of the healthcare landscape, including value-based care strategies, interoperability challenges, and market trends, combined with strong knowledge of healthcare use cases such as patient onboarding, clinical workflows, and population health management.
• Proficient in selling SaaS-based solutions that address healthcare data challenges, focusing on practical solutions for patient data exchange, care coordination, and improving patient outcomes.
• Entrepreneurial and proactive mindset, capable of driving new business initiatives from concept to execution while developing lasting relationships and establishing executive-level connections with digital health companies.
• Exceptional communication skills, adept at conveying complex value propositions to both technical and clinical audiences, highlighting Particle Health’s impact on patient outcomes and operational efficiency.
• Commitment to fostering a culture of collaboration and inclusivity, leveraging leadership and team-building capabilities to empower individuals and align teams with our core values and mission.

Benefits

• Healthcare Coverage: Company-paid medical, dental, and vision for employees and their families (with additional plan options available).
• HSA Contribution: Particle contributes $600 annually to employee Health Savings Accounts (HSA).
• Generous Parental Leave: Up to 14 weeks of 100% paid parental leave for eligible employees, plus free parental coaching.
• 401(k) Plan: Employer contribution of 3% to employee retirement plans, with no employee match required.
• Employee Assistance Program: Access to legal, financial, and wellness support, including confidential counseling services.
• Paid Holidays: 13 paid holidays annually, including a floating heritage holiday for personal cultural celebrations.
• Unlimited PTO: Flexible paid time off, allowing employees to recharge at their discretion.
• Referral Bonus: Earn a $1,000 bonus for successful employee referrals.

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Particle Health is an equal opportunities employer, and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.