Strategic Director of Sales & Customer Success – Driving Unified Platform Growth, Client Experience, and AI‑Enabled Sales Excellence at brighthush
About brighthush – Pioneering Evidence‑Based Care at Scale
brighthush is a trailblazer in the behavioral health, child welfare, and community care landscape. With a portfolio of seven evidence‑based programs, we empower states, municipalities, and organizations to deliver integrated, system‑wide solutions that touch the lives of more than 3 million families across the United States and 35 countries. Our mission is simple yet profound: families thrive when care meets them where they are. By marrying clinical expertise with cutting‑edge workforce, data, and technology infrastructure, we create a seamless, scalable experience for both partners and the families they serve.
Why This Role Matters – The Opportunity to Shape the Future of Care
We are on the cusp of a transformative era. By unifying our seven subsidiary brands into a single, cohesive platform, we are deepening relationships with state governments, Medicaid systems, and other key stakeholders. This evolution is not just about brand consolidation—it’s about creating a seamless, scalable experience for both our partners and the families they serve.
As the Strategic Director of Sales & Customer Success, you will be the catalyst for this change. You will lead a high‑performing team, architect a new regional pod model, and define how brighthush’s unified platform is positioned in the market. If you thrive on building structure from scratch, leveraging AI to streamline processes, and driving cross‑functional collaboration, this role is designed for you.
Position Overview
Reporting directly to the Chief Growth Officer (CGO), the Strategic Director of Sales & Customer Success will build and lead brighthush’s specialty sales and customer success functions. The role blends strategic oversight with hands‑on execution, ensuring that our sales teams operate with discipline, clarity, and a shared vision for the future.
Key Focus Areas
- Transform independent, program‑aligned sales roles into a coordinated regional pod model.
- Align specialty sales with enterprise sales to create a unified customer journey.
- Drive AI‑enabled automation across prospecting, proposal generation, and CRM hygiene.
- Shape brighthush’s brand evolution from a house of brands to a single, compelling platform story.
Core Responsibilities
- Team Leadership & Development: Coach, mentor, and elevate the specialty sales and customer success teams, fostering a culture of accountability, continuous learning, and high performance.
- Hiring & Talent Strategy: Design the hiring roadmap, source top talent, conduct interviews, and present hiring recommendations to the CGO for final approval.
- Enterprise & Specialty Coordination: Partner with the CGO and enterprise sales leaders to establish clear collaboration protocols, deal routing, and hand‑off processes.
- Sales Management: Own daily pipeline reviews, forecasting, territory assignments, and performance metrics to ensure quota attainment.
- RevOps Partnership: Work closely with the Sales/RevOps Manager to refine CRM stages, forecasting logic, and reporting dashboards, ensuring alignment with NetSuite revenue data.
- AI & Automation Champion: Identify opportunities for AI‑driven workflows—prospecting, call prep, proposal automation, and CRM hygiene—to free up reps for client engagement.
- Pod Model Transition: Define the structure, processes, and incentives for the new regional pod model, and lead its phased rollout.
- Brand Evolution: Help articulate and communicate the “One brighthush” narrative across all sales and marketing channels.
- Cross‑Sell & Expansion: Drive cross‑sell initiatives across the portfolio, ensuring reps understand the full suite and know when to involve enterprise or peer specialists.
- Market Presence: Represent brighthush at key industry conferences, building brand awareness and generating pipeline opportunities.
- Onboarding & Ramp: Develop structured onboarding programs, set clear milestones, and accelerate new hires to quota readiness.
- Implementation Hand‑Off: Collaborate with operations and program delivery teams to ensure smooth transition from sale to implementation, capturing adoption and renewal signals.
- Executive Reporting: Provide concise, data‑driven updates on pipeline, forecast, hiring progress, and pod transition to the CGO and executive leadership.
- Voice of the Field: Translate frontline insights into actionable feedback for go‑to‑market strategy, product enhancements, and marketing initiatives.
Essential Qualifications
- Bachelor’s Degree: Business, healthcare administration, or related field (equivalent experience considered).
- Sales Leadership Experience: 7+ years of progressive sales experience, including 3+ years managing a field or specialty sales team in healthcare, behavioral health, or public‑sector environments.
- Builder Track Record: Proven success in building or scaling a sales function, turning high‑level strategy into tangible processes, tools, and habits.
- Pipeline & CRM Discipline: Strong pipeline management and forecasting discipline; hands‑on CRM fluency, preferably with HubSpot.
- RevOps/ERP Comfort: Experience partnering with finance/RevOps on ERP data; familiarity with NetSuite is a plus.
- Multi‑Buyer Coaching: Ability to coach a team selling complex, consultative solutions to multiple buyer types (government/system‑level and program‑level).
- Cross‑Functional Collaboration: Excellent communication and collaboration skills across sales, marketing, RevOps, customer success, and program delivery.
- Hiring Experience: Direct experience sourcing, interviewing, and building a business case for candidates; comfortable presenting hiring plans to executives.
- Customer Success Leadership: Experience leading or managing a customer success, account management, or renewal function.
- RevOps Partnership Model: Comfortable influencing CRM processes and data standards through collaboration rather than ownership.
- AI Enthusiasm: Genuine passion for AI and modern sales tools; track record of implementing tools that reps adopt.
Preferred Skills & Experience
- Sector Experience: Background in behavioral health, evidence‑based programs, child and family services, human services, education, or criminal justice markets.
- Government/MCO Selling: Experience selling to government and managed care organization buyers, including multi‑year, multi‑program contract vehicles.
- Compensation Design: Experience designing or refining commission plans and territory structures in partnership with RevOps.
- Structural Transitions: Led a sales team through a structural shift (e.g., from individual contributors to pods or squads).
- Brand Consolidation: Supported a multi‑brand organization in moving toward a unified market‑facing identity.
- Conference Representation: Comfortable representing an organization at industry events and turning presence into pipeline and partnerships.
- AI Tools Proficiency: Hands‑on experience with AI‑enabled sales tools (note‑taking, call intelligence, prospecting, proposal automation) and a thoughtful approach to data privacy and accuracy.
- Lean/Fast‑Moving Org Experience: Thrived in a lean, fast‑moving commercial environment where strategic and hands‑on roles coexist.
Career Growth & Learning Opportunities
At brighthush, we believe that professional growth is a partnership between the individual and the organization. As Strategic Director of Sales & Customer Success, you will:
- Lead the design and execution of a national sales strategy that directly influences the trajectory of a multi‑million‑dollar portfolio.
- Collaborate with senior leaders across product, operations, and data science to shape the future of evidence‑based care delivery.
- Receive a dedicated learning stipend and access to industry conferences, workshops, and certification programs.
- Participate in a mentorship program that pairs you with a senior executive to accelerate your leadership development.
- Own a cross‑functional project that spans sales, marketing, and technology, giving you a holistic view of the business and a portfolio of high‑impact achievements.
Work Environment & Culture at brighthush
Our culture is built on three core pillars: Impact, Innovation, and Inclusion. We foster an environment where:
- Every team member’s voice is heard and valued.
- Data drives decision‑making, but empathy guides execution.
- Continuous learning is embedded in daily routines.
- Flexibility is a norm, not an exception.
We operate in a hybrid model that blends remote work with occasional in‑office collaboration. Your role will involve 25–35% travel for in‑person meetings and conferences, allowing you to build relationships across the country and around the world.
Compensation & Benefits
brighthush offers a competitive total‑rewards package designed to attract and retain top talent:
- Base salary commensurate with experience and market benchmarks.
- Performance‑based bonus structure aligned with company and individual goals.
- Comprehensive medical, dental, and vision coverage.
- Retirement savings plan with employer match.
- Paid time off, holidays, and flexible work arrangements.
- Life insurance and disability protection.
- Continuous learning stipend and access to industry conferences.
- Employee wellness programs and mental health resources.
Equal Opportunity Employer
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 Make an Impact?
If you are a visionary sales leader who thrives on building systems, leveraging AI, and driving cross‑functional collaboration, we want to hear from you. Join brighthush and help shape the future of evidence‑based behavioral health at scale.