Vice President of Sales

Vice President of Sales Job description · Full-time · Remote (US) About Navispend US hospitals spend more than $262 billion a year on purchased services with almost no financial controls. Navispend’s agentic AI checks every invoice line against contract terms before payment, catching overbilling and recovering missed rebates and GPO sharebacks. We are building the AI operating system for purchased services, and every dollar we recover is a dollar health systems can put back into patient care. The Role The Vice President of Sales leads Navispend’s revenue organization. You will own new business with health systems, build and coach the sales team, and put in place the forecasting and deal discipline that lets the company scale with confidence. This is a player-coach role at an early-stage company. In year one you will carry a personal quota and run strategic pursuits while you hire and ramp account executives. As the team grows, your focus shifts toward leading through others. You will work closely with the CEO and COO on revenue strategy, with Revenue Operations on forecasting, pipeline management, and sales process, and with marketing and customer success to win and keep great customers.

Key Responsibilities

New business and account growth Revenue ownership: Own new-business revenue with health systems (IDNs), from first conversation through signed agreement. Executive selling: Sell to the CFO and the chief supply chain officer together, and bring accounts payable, sourcing, purchasing, IT, and legal into the process early. Partner with the CEO on marquee pursuits and executive relationships at target health systems. Strategic deals: Personally lead marquee pursuits and close complex, multi-year agreements with large health systems. Account expansion: Grow each account from its initial service categories to broader category coverage, rebate and GPO shareback capture, and spend analytics, working with customer success. Team building and coaching Hiring plan: Build the account executive hiring plan with the CEO and COO, tied to the annual revenue plan and company milestones. Own sourcing, interviewing, and closing candidates. Onboarding and ramp: Build an onboarding program that gets new account executives to full productivity within one quarter, including certification on Navispend’s MEDDPICC standards. Track ramp against plan with RevOps. Coaching: Run weekly one-on-ones and regular call and deal coaching. Use recorded calls, MEDDPICC gaps, and activity data to coach specific behaviors, not just outcomes. SDR management: Manage our outsourced SDR partner on targets, messaging, and meeting quality, and lead the transition to an in-house SDR team. Talent standards: Set clear performance expectations, act quickly on underperformance, and build a team strong sellers want to join. Forecasting, deal reviews, and operating rhythm Quotas, territories, and compensation: Set quotas, territories, and compensation plans with the CEO and COO, using capacity and coverage models built with RevOps. Own team attainment against them. Forecast: Deliver a weekly forecast and commit number the CEO, COO, and board can rely on. Agree forecast categories, methodology, and inspection standards with RevOps, and hold commit accuracy within ±10% of actual results by the third week of each quarter. Deal reviews: Run the weekly deal review with RevOps, with active-deal inspection kept separate from pipeline and top-of-funnel planning. Use MEDDPICC as the shared language for every review. Every late-stage deal and proof of concept has a mutual close plan, a named economic buyer, identified decision criteria and paper process, and dated next steps. Pipeline management: Hold 3x to 4x pipeline coverage against the quarter’s target. Review coverage, conversion, and velocity with RevOps each week, and work with marketing and the SDR partner to close gaps early. Sales process and CRM discipline: Define the sales process, stage definitions, MEDDPICC exit criteria, and required HubSpot fields with RevOps. Hold the team accountable for clean, current CRM data as part of how the team works, using RevOps hygiene reporting to catch issues each week. Leadership and board reporting: Build the sales section of monthly leadership and board reporting with the COO and RevOps, covering bookings, pipeline, forecast changes, and win/loss themes. Go-to-market and customer partnership Marketing partnership: Work closely with marketing on buyer messaging, campaigns, and events. Bring the field perspective that keeps our story tied to what health system buyers care about. Pricing and packaging: Give input on pricing and packaging, working with the CEO, COO, and product marketing. Customer success partnership: Work hand in hand with customer success so every new customer starts well. Run a clean handoff from sale to implementation, set expectations the team can deliver on, and stay involved in executive relationships after signing. Expansion and references: Partner with customer success to grow accounts into new service categories and to develop the references and case studies that help us win the next deal. Field feedback: Share what you hear from customers and prospects with product, marketing, and leadership so our roadmap and positioning keep improving. Partnerships and market access Partner program: Develop partnerships with technology platforms and with accounting and advisory firms that refer and implement Navispend. Market access: Work with board members, advisors, and industry leaders to open doors at health systems and life sciences companies. Industry presence: Represent Navispend at industry conferences, IDN and GPO forums, and executive events where supply chain and finance leaders meet. Adjacent markets: Help shape Navispend’s go-to-market approach for life sciences, including pharmaceutical manufacturers, contract research organizations (CROs), and contract development and manufacturing organizations (CDMOs). What You Will Deliver An annual revenue plan built with the CEO, COO, and RevOps, covering bookings targets, quotas, territories, capacity, and compensation A weekly forecast and deal review run with RevOps in HubSpot, with a commit number that holds up in board reporting Mutual close plans for every late-stage opportunity and proof of concept Signed multi-year agreements with health systems, including marquee accounts you close personally A documented sales playbook covering MEDDPICC qualification and exit criteria, deal stages, and the proof-of-concept-to-contract motion Hiring, onboarding, and ramp plans for account executives and sales development representatives A documented sale-to-implementation handoff process built with customer success A partner program with signed technology and advisory partners and a growing partner-sourced pipeline Customer references and case studies developed with customer success and marketing Win/loss analysis and field feedback reports for product, marketing, and leadership

Qualifications

Required 10+ years of enterprise B2B sales experience, including at least 5 years selling software or tech-enabled services to US health systems A record of personally closing six-figure annual contracts with health system CFOs, chief supply chain officers, and CIOs 3+ years leading a sales team, including hiring account executives, setting quotas, and building a sales playbook Experience building a B2B software sales team at an early-stage company Recent player-coach experience, carrying a personal quota while leading a team Deep, hands-on experience with MEDDPICC, including using it to run deal reviews, coach reps, and inspect the forecast A track record of accurate forecasting, working with RevOps and a CRM such as HubSpot Established relationships across the health system supply chain and finance community Working knowledge of the full procurement cycle (sourcing, purchasing, and accounts payable) and of GPO agreements Experience converting proofs of concept into paid agreements and guiding deals through IT security, AI governance, and legal review The ability to explain an AI product to a CFO in terms of dollars recovered and risk reduced Preferred Experience selling purchased-services, payment integrity, spend management, or procure-to-pay solutions Background at a GPO, purchased-services analytics firm, or procurement-technology company Commercial experience in life sciences, especially with manufacturer rebates, chargebacks, or CRO and CDMO spend A track record building channel partnerships with technology platforms or accounting and advisory firms Daily use of AI tools for account research, deal preparation, and pipeline management A network of strong sellers who would want to work with you again Navispend is an equal opportunity employer. We consider all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other legally protected status.