Director of Sales & Customer Success – Strategic Growth Leader at brighthush

About brighthush

brighthush is a family of mission‑driven organizations dedicated to delivering evidence‑based behavioral health, child welfare, and community care programs that transform lives. With a portfolio that spans a wide range of proven interventions, brighthush partners with states, Medicaid systems, schools, and community agencies to bring high‑impact services to families wherever they need them most. Today, brighthush supports more than 3 million families through over 2 000 customers across all 50 states and 35 countries, operating in five critical systems: youth justice, child welfare, behavioral health, adult justice & corrections, and early childhood & schools.

Why brighthush, and Why Now?

brighthush’s mission is to develop, deliver, and sustain evidence‑based behavioral health programs by blending clinical excellence with robust workforce, data, and technology infrastructure. The organization’s vision is to become the go‑to system support partner for states and communities seeking lasting, scalable solutions—not just pilots that fade after a report. At the heart of this mission is a simple belief: families thrive when care meets them where they are. Every member of the brighthush team, from field practitioners to senior leaders, witnesses this belief in action as families stay together, heal, and prosper.

brighthush is entering a defining period of growth. Seven subsidiary brands are being unified onto a single, connected platform, deepening relationships with state governments and Medicaid agencies, and building a coordinated regional “pod” model to support rapid expansion. This transformation creates a rare opportunity for a visionary sales leader to shape how a unified platform is sold, coached, and delivered at scale.

Position Summary

brighthush is seeking an experienced, hands‑on Director of Sales & Customer Success to build and lead our specialty sales and customer success teams. This foundational leadership role will bring structure, coaching, and consistency to a team of Specialty Sales Representatives who currently operate as independent contributors aligned to individual programs. The Director will also architect and guide the transition toward a regional pod model, ensuring seamless collaboration with Enterprise Sales Representatives and a unified customer experience across brighthush’s full suite of evidence‑based solutions.

Reporting directly to the Chief Growth Officer, you will manage and coach Specialty Sales Representatives covering community‑based clinical programs, early‑childhood prevention programming, and assessment & behavior‑change tools, while partnering closely with Enterprise reps to align strategy, hand‑offs, and market positioning.

Key Responsibilities

• Team Leadership: Lead, mentor, and develop the Specialty Sales and Customer Success teams, establishing rigorous pipeline discipline, activity standards, and quota attainment across today’s independent‑role structure.
• Hiring Plan Development: Design a comprehensive hiring roadmap—including headcount, sequencing, and role design—source, interview, and recommend candidates, securing final approval from the Chief Growth Officer.
• Enterprise/Specialty Coordination: Work hand‑in‑hand with the Chief Growth Officer and Enterprise Sales Representatives to operationalize a collaborative commercial model, defining clear rules for deal routing, account hand‑offs, and joint customer engagements.
• Sales Management: Own day‑to‑day sales operations: pipeline reviews, forecasting, deal coaching, territory and account assignment, and performance management.
• RevOps Partnership: Partner with the Sales/RevOps Manager (who administers the CRM) to align pipeline stages, forecasting logic, activity tracking, and reporting, ensuring the system mirrors real‑world selling practices and integrates with the ERP for revenue and contract data.
• AI & Automation Enablement: Identify, pilot, and scale AI‑enabled workflows—prospecting, call preparation, proposal generation, CRM hygiene, and reporting—to reduce manual effort and boost rep capacity for client‑facing activities.
• Pod Model Transition: Co‑design and lead the shift from independent roles to a regional pod model, defining pod composition, sequencing rollout, and building commission, territory, and process infrastructure to support the new structure.
• Brand Evolution: Champion brighthush’s move from a house of brands to a unified platform, shaping messaging so reps can confidently sell the integrated solution rather than isolated programs.
• Cross‑Sell Strategy: Drive expansion across brighthush’s seven subsidiary offerings, ensuring Specialty Reps understand the full portfolio and know when to involve Enterprise Reps or peer Specialty Reps on joint opportunities.
• Market Presence: Represent brighthush at key industry conferences and events, building brand awareness, networking, and converting conference engagements into pipeline and partnership opportunities.
• Onboarding & Ramp: Build and execute onboarding and ramp plans for new and existing sales hires, establishing clear milestones for productivity and quota readiness.
• Implementation Hand‑Off: Partner with Implementation Success and Program Delivery teams to ensure a smooth transition from sale to implementation, with clear accountability for adoption signals and renewal forecasting.
• Executive Reporting: Deliver regular, decision‑oriented updates on pipeline, forecast, team performance, hiring progress, and pod‑model transition to the Chief Growth Officer and senior leadership.
• Voice of the Field: Serve as the conduit for field insights, influencing go‑to‑market strategy, marketing plans, and product feedback loops.

Required Qualifications

• Education: Bachelor’s degree in business, healthcare administration, or a related field; equivalent experience will be considered.
• Sales Leadership Experience: Minimum 7 years of progressive sales experience, including at least 3 years of direct management and coaching of a field or specialty sales team, preferably within healthcare, behavioral health, human services, or public‑sector‑adjacent environments.
• Builder Track Record: Proven success building or scaling a sales function, turning high‑level structures into repeatable processes, tools, and team habits.
• Pipeline & CRM Discipline: Strong pipeline management and forecasting discipline with hands‑on CRM fluency; experience with a leading CRM platform (formerly known as HubSpot) is strongly preferred.
• RevOps/ERP Comfort: Ability to partner with finance/RevOps on data residing in an ERP system; familiarity with a major ERP (formerly known as NetSuite) is a plus.
• Multi‑Buyer Coaching: Demonstrated ability to coach teams selling complex, consultative solutions to multiple buyer types (government/system‑level and program‑level clinical or operational buyers) and to make sound routing decisions.
• Cross‑Functional Collaboration: Excellent communication and collaboration skills, capable of working effectively with sales, marketing, RevOps, Customer Success, and program delivery leadership.
• Hiring Experience: Direct experience sourcing, interviewing, and building business cases for candidates, and comfort presenting hiring plans to executive stakeholders.
• Customer Success Expertise: Experience leading or managing a customer success, account management, or renewal function.
• RevOps Partnership Model: Experience influencing CRM processes and data standards through partnership rather than direct ownership.
• AI Enthusiasm: Genuine passion for leveraging AI and modern sales tools to improve productivity, with a track record of successful tool adoption.

Preferred Skills & Experience

• Sector experience in behavioral health, evidence‑based programs, child and family services, education, or criminal/juvenile justice markets.
• Experience selling into government and managed‑care organization (MCO) buyers, including familiarity with multi‑year, multi‑program contract vehicles.
• Background in designing or refining commission plans and territory structures in partnership with RevOps.
• Proven ability to lead a sales team through structural transitions such as moving from individual contributor roles to pod, squad, or territory‑team models.
• Experience supporting brand or portfolio consolidation, helping a multi‑brand organization adopt a single, unified market‑facing identity.
• Comfort representing an organization at industry conferences, with a record of turning conference presence into pipeline, partnerships, or brand visibility.
• Hands‑on experience with AI‑enabled sales tools (e.g., AI note‑taking, call intelligence, prospecting or proposal automation) and a thoughtful approach to data privacy, accuracy, and human oversight.
• Background in lean, fast‑moving commercial organizations where strategic vision and hands‑on execution are both expected.

Additional Requirements

• Background Check: Employment is contingent upon successful completion of a background check, consistent with applicable law and brighthush’s standard hiring practices.
• Confidentiality: The role may involve exposure to confidential organizational, financial, and clinical program information. The employee must maintain strict confidentiality and comply with brighthush’s internal data governance policies.
• Work Environment: This is a remote, computer‑based position requiring prolonged periods of sitting and extensive use of a computer, keyboard, and video‑conferencing tools. Travel of approximately 25‑35 % of the time is expected for in‑person meetings, client engagements, and industry conferences. Reasonable accommodations will be made for qualified individuals with disabilities in accordance with the ADA.
• Other Duties: This description reflects the general nature of the role and is not intended to be an exhaustive list of responsibilities. Duties may evolve as the organization grows.

Compensation, Benefits & Perks

Base Salary: $160,000 – $170,000 per year

On‑Target Earnings (OTE): $200,000 – $212,500 (base plus target incentive), with additional upside for exceeding plan.

brighthush offers a competitive total‑rewards package that includes:

• Medical, dental, and vision coverage
• Retirement savings plan with employer match
• Generous paid time off, holidays, and parental leave
• Life insurance and short‑term/long‑term disability coverage
• Professional development stipend for certifications, conferences, and continuous learning
• Access to cutting‑edge AI and sales enablement tools
• Flexible remote‑work policy and a supportive, inclusive culture

Career Growth & Learning Opportunities

At brighthush, you will be at the forefront of a transformational growth phase. You will have the chance to:

• Shape the strategic direction of a unified, evidence‑based platform serving millions of families.
• Build and scale a high‑performing sales organization from the ground up.
• Partner directly with senior leadership, influencing product, marketing, and go‑to‑market strategies.
• Lead the adoption of AI‑driven sales processes, positioning yourself as a thought leader in modern sales operations.
• Gain visibility as a spokesperson for brighthush at national conferences, expanding your professional network.
• Access mentorship from seasoned executives who are passionate about mission‑driven growth.

Culture & Values at brighthush

brighthush prides itself on a culture of collaboration, innovation, and compassion. Our core values include:

• Evidence‑Based Impact: Every decision is grounded in data and proven outcomes.
• Family‑First Mindset: We meet families where they are, ensuring services are accessible, respectful, and effective.
• Continuous Learning: We invest in our people’s growth through training, coaching, and exposure to emerging technologies.
• Integrity & Transparency: Open communication and ethical practices guide our interactions with partners, clients, and each other.
• Diversity & Inclusion: We celebrate diverse perspectives and strive to create an environment where every voice is heard.

Equal Employment Opportunity

brighthush is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other characteristic protected by applicable law.

Ready to Lead the Next Chapter of Growth?

If you are a strategic builder with a passion for evidence‑based solutions, a knack for turning vision into operational reality, and a desire to make a tangible difference in the lives of families worldwide, we want to hear from you. Join brighthush at this pivotal moment and help shape the future of integrated behavioral health and community care.