Vice President of Sales

Description: Are you a proven sales leader who has built winning teams and personally closed complex analytics platform deals with health plan network, contracting, and finance leaders? Do you want to own the number, shape the go-to-market, and help a growth-stage company reach new heights? If so, you may be a perfect fit for the Vice President, Sales role at Spectra Medix. The VP Sales owns new-logo revenue and leads the sales team that delivers it. This is a player-coach role: you will set pipeline and forecast discipline, coach and hire sellers, and personally close strategic deals at the highest levels of multi-billion-dollar health plans and health systems. The ideal candidate knows how health plans manage their provider networks, including provider consolidation, site-of-service shifts, specialist retention, network adequacy, and contract negotiation leverage, and brings a sense of urgency to find and close deals. You will lead with provider network surveillance: helping plans see their network changing while there is still time to act on the contract. Marketing is your co-owner of pipeline, not a support function. You will build one plan with Marketing covering target accounts, messaging, conferences, and campaigns, and hold both teams to shared pipeline targets. We can guarantee you’ll be challenged, rewarded financially, and be proud of your mission to help drive better health outcomes with lower costs through smarter provider networks, contracts, and value-based arrangements.

Responsibilities: Lead the team Manage, coach, and hold accountable the sales executives and sales support team; hire and onboard new sellers. Define territories and account assignments across payer and provider segments, and develop the strategy for penetrating each target segment and market. Ensure the appropriate tackling & blocking of all sales representatives Run a weekly pipeline review with clear stage definitions, exit criteria, and next steps on every deal. Own the number Deliver the annual new-logo bookings target and carry a personal quota on a small set of strategic accounts. Produce monthly and quarterly forecasts for the CEO, finance, and the Board, accurate within ±10% on close timing and deal size. Grow the top of the funnel through disciplined prospecting, referrals, networking, and conversion of marketing-qualified leads. Maintain CRM discipline so pipeline, stage, and forecast data are reliable without manual rework. Partner with Marketing Co-own a single annual sales and marketing plan: ideal customer profile, target account list, and pipeline targets by segment. Shape messaging around provider network surveillance and cost trend by segment (Blues, Medicaid, regional plans), using field feedback and research on local market dynamics such as consolidation and specialist ownership. Set conference and event strategy jointly, with pre-booked meetings and post-event follow-up owned by Sales. Agree a lead hand-off standard (definition, response time, feedback loop) and report on marketing-sourced pipeline together. Work across the company Present Spectra Medix solutions and results to C-level, SVP, and VP audiences, especially leaders of Network Management, Provider Contracting, and Finance. Pair with Solutions Consulting on discovery, demos, and proof-of-concept scoping for every qualified deal. Feed win/loss and prospect requirements into the product roadmap monthly; support partner-sourced and co-sell opportunities. Hand off closed deals cleanly to Customer Success and Implementation. Hybrid role based at our East Windsor, NJ headquarters, with 30–40% travel to prospects, customers, and healthcare conferences. What Success Looks Like in 12 Months 30 days: Deal-by-deal review of the full pipeline; stage definitions and forecast method reset.60 days: Joint sales and marketing plan agreed, with shared pipeline targets by segment.90 days: Territories assigned; first new-logo close or late-stage deal led personally.6 months: Pipeline coverage of at least 3x the next two quarters’ target; open seller roles filled.12 months: Annual new-logo bookings target met; forecast accuracy within ±10%.

Requirements: 12+ years of healthcare software and analytics solutions sales experience, including 3+ years leading a sales team. Verifiable track record of meeting and exceeding sales quotas, including personally closing platform deals of $500K+ first-year value with Medicaid, Blues, or regional health plans. Expertise in provider network management, provider contracting, network analytics, or medical cost trend at health plans; value-based care knowledge is a plus. Relationships with plan executives: CFOs, COOs, and VPs of Network Management, Provider Contracting, and Network Strategy. Proven solutions-selling capability; deftly manages lengthy, complex sales cycles with disparate buying committees. Experience building forecast and pipeline discipline at a growth-stage company, using CRM and B2B sales tools. A history of running sales and marketing as one motion, with shared targets and accountability. Exceptional presentation, written, and verbal communication skills. Preferred Prior role at a provider data, network analytics, cost-of-care, or payment-integrity vendor. Hands-on experience in health plan network management or provider contracting. Experience with partner-sourced or co-sell deals and state Medicaid procurements. Why Join Spectra Medix Build and lead the sales function at a growth-stage company, working directly with the CEO and leadership team. Influence the evolution of a leading provider network intelligence and performance platform. Work directly with national health plans and provider networks to drive measurable impact. Join a mission-driven team committed to transforming healthcare payment and performance models. Spectra Medix is an equal opportunity employer. We make employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other protected characteristic.