Strategic Director of Sales & Customer Success – Driving Unified Platform Growth at brighthush

About brighthush

brighthush is a mission‑driven organization that delivers evidence‑based behavioral health, child welfare, and community care programs and services across the United States and beyond. With a portfolio that spans clinical interventions, early childhood education, assessment tools, and organizational strategy, brighthush is dedicated to improving outcomes for children, families, and the communities we serve. Today, we support more than 3,000,000 families through 2,000+ customers in all 50 states and 35 countries, working in the five systems where families need us most: youth justice, child welfare, behavioral health, adult justice and corrections, and early childhood and schools.

At brighthush, we believe that families thrive when care meets them where they are. Our work is grounded in clinical excellence, data‑driven decision making, and a technology infrastructure that turns evidence‑based programs into real, lasting change. We are at a pivotal moment of growth, unifying seven subsidiary brands into a single, connected platform, deepening relationships with state governments and Medicaid systems, and building the regional pod model that will support our expansion. If you are a builder who wants real ownership over strategy and execution, this is the place to shape the future of evidence‑based care.

Position Overview

As the Director of Sales & Customer Success, you will lead brighthush’s specialty sales and customer success teams through a transformative transition. You will bring structure, coaching, and consistency to a team that currently operates as independent contributors aligned to individual programs. Your role will be foundational: you will design and execute a hiring plan, develop a regional pod model, and partner closely with Enterprise Sales, RevOps, and Implementation teams to create a seamless, unified customer experience. Reporting to the Chief Growth Officer, you will be the bridge between program‑level expertise and system‑level strategy, ensuring that brighthush’s unified platform is represented consistently across the market.

Key Responsibilities

• Team Leadership & Coaching – Lead, coach, and develop the Specialty Sales Reps and Customer Success team, establishing a consistent standard for pipeline discipline, activity, and quota attainment across today’s independent role structure.
• Strategic Hiring – Propose a comprehensive hiring plan (headcount, sequencing, role design), source and interview candidates, and present the final hiring decisions to the Chief Growth Officer for approval.
• Enterprise/Specialty Coordination – Partner with the Chief Growth Officer and Enterprise Sales Reps to operationalize the Enterprise/Specialty commercial model, defining collaboration rules, deal routing, and account hand‑offs to ensure smooth transitions between system‑level and program‑level conversations.
• Sales Management – Own day‑to‑day sales management: pipeline reviews, forecasting, deal coaching, territory and account assignment, and performance management across the sales team.
• RevOps Partnership – Work closely with the Sales/RevOps Manager to align HubSpot CRM stages, forecasting logic, activity tracking, and reporting, ensuring the system reflects how the team actually sells and stays integrated with NetSuite for revenue and contract data.
• AI & Automation Champion – Identify and implement AI‑enabled workflows and automation across prospecting, call preparation, proposal generation, CRM hygiene, and reporting to reduce manual work and increase rep capacity for client‑facing time.
• Pod Model Transition – Design and lead the organization’s transition from independent roles to a regional pod model, defining pod structure, sequencing rollout, and building commission, territory, and process infrastructure.
• Brand Evolution – Support brighthush’s evolution from a house of brands to a unified platform, shaping how sales and business development represent “One brighthush” in the market and ensuring reps can speak to the platform as well as their individual program.
• Cross‑Sell Strategy – Drive cross‑sell and expansion motion across brighthush’s portfolio, ensuring Specialty Reps understand the full suite of offerings 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 generating pipeline and partnership opportunities.
• Onboarding & Ramp – Build and execute onboarding and ramp plans for new and existing sales hires, defining clear milestones for productivity and quota readiness.
• Implementation Hand‑Off – Partner with Implementation Success and Program Delivery teams to ensure a clean hand‑off from sale to implementation, with clear accountability for adoption and renewal signals feeding back into the sales process.
• Executive Reporting – Provide regular, decision‑oriented pipeline, forecast, and team‑performance updates to the Chief Growth Officer and executive leadership, including visibility into hiring progress and pod‑model transition.
• Voice of the Field – Represent the field sales team in shaping go‑to‑market strategy, marketing plans, and product/program feedback loops.

Required Qualifications

• Education – Bachelor’s degree in business, healthcare administration, or a related field; equivalent experience considered.
• Sales Leadership Experience – 7+ years of progressive sales experience, including 3+ years directly managing and coaching a field or specialty sales team, ideally in a healthcare, behavioral health, human services, or public‑sector‑adjacent environment.
• Builder Track Record – Demonstrated success building or scaling a sales function, turning high‑level structure into working processes, tools, and team habits.
• Pipeline & CRM Discipline – Strong pipeline management and forecasting discipline, hands‑on CRM fluency; direct experience with HubSpot strongly preferred.
• RevOps/ERP Comfort – Comfort partnering with finance/RevOps on data that lives in an ERP system; familiarity with NetSuite a plus.
• Multi‑Buyer Coaching – Proven ability to coach a team selling complex, consultative offerings to multiple buyer types (government/system‑level buyers and program‑level clinical or operational buyers), and to instill judgment about when to route opportunities.
• Cross‑Functional Collaboration – Excellent coaching, communication, and cross‑functional collaboration skills; able to work effectively with sales reps, marketing, RevOps, Customer Success, and program delivery leadership.
• Hiring Experience – Direct hiring experience – sourcing, interviewing, building a business case for candidates – and comfort proposing a hiring plan to an executive stakeholder for final approval.
• Customer Success – Experience leading or managing a customer success, account management, or renewal function.
• RevOps Partnership Model – Experience partnering with a RevOps, sales operations, or CRM administrator function rather than owning the system directly – comfortable influencing CRM process and data standards through collaboration.
• AI Enthusiasm – Genuine enthusiasm for using AI and modern sales tools to improve team productivity, with a track record of introducing new tools or workflows that reps actually adopt.

Preferred Skills & Experience

• Sector Experience – Experience in behavioral health, evidence‑based programs, child and family services, human services, education, or criminal justice/juvenile justice markets.
• Government/MCO Selling – Experience selling or managing sales into government and managed care organization (MCO) buyers, including familiarity with multi‑year, multi‑program contract vehicles.
• Compensation Design – Experience designing or refining commission plans and territory structures alongside RevOps or sales operations.
• Structural Transitions – Experience leading a sales team through a structural transition – such as moving from individual contributor roles to a pod, squad, or territory‑team model.
• Brand Consolidation – Experience supporting a brand or portfolio consolidation – helping a multi‑brand organization move toward a single, unified market‑facing identity or platform story.
• Conference Representation – Comfortable and effective representing an organization at industry conferences and events, with a track record of turning conference presence into pipeline, partnerships, or brand visibility.
• AI Tools – Hands‑on experience with AI‑enabled sales tools (e.g., AI note‑taking, call intelligence, prospecting or proposal automation) and a point of view on responsible, effective adoption – including sound judgment around data privacy, accuracy, and appropriate human review.
• Lean/Fast‑Moving Org – Experience working in a lean, fast‑moving commercial organization where the leader is expected to be both strategic and hands‑on.

Career Growth & Learning Opportunities

At brighthush, you will have the chance to shape the future of evidence‑based care at a national and international scale. You will:

• Lead the design and execution of a regional pod model that will become the benchmark for integrated sales teams in the behavioral health space.
• Collaborate with senior leaders across product, operations, and finance to influence the direction of brighthush’s unified platform.
• Drive the adoption of AI and automation tools that will set new industry standards for sales productivity.
• Represent brighthush at conferences, speaking engagements, and industry panels, positioning yourself as a thought leader in behavioral health and community care.
• Mentor and develop high‑potential sales and customer success professionals, creating a pipeline of future leaders within brighthush.

Work Environment & Culture

brighthush is a remote, computer‑based organization that values flexibility, collaboration, and continuous learning. Our culture is built on:

• Mission‑Driven Impact – Every day, you will see the tangible difference your work makes in families’ lives.
• Data‑Driven Decision Making – We rely on evidence and analytics to guide strategy, ensuring that every initiative is measurable and impactful.
• Innovation & Agility – We embrace new technologies, including AI, to streamline processes and accelerate growth.
• Inclusive Collaboration – Diverse perspectives are valued, and cross‑functional teamwork is the norm.
• Professional Development – We invest in your growth through training, mentorship, and access to industry events.

Compensation & Benefits

We offer a competitive total‑rewards package that includes:

• Base salary range: $160,000 – $170,000 per year.
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