Divisional Vice President, Mid-Market Sales
ABOUT XP HEALTH:
At XP Health, we are revolutionizing vision care with cutting-edge technology like augmented reality alongside a dedication to a delightful and seamless user experience, ultimately making quality eye care accessible for all. Today, we are honored to serve over 3,000 clients, including multiple Fortune 500 logos and many of the standout companies in Silicon Valley. With passionate founders and a proven team with subject-matter expertise in the space, XP Health has driven efficient, best-in-class growth to date and is hungry for more.
Join our dynamic, diverse team for unparalleled growth opportunities and the chance to make a meaningful impact on millions of people’s healthcare. We closed our Series B earlier in 2024 and have raised a total of $50M+ in funding from various healthcare and tech VCs, strategic, and angels.
About the opportunity
We are seeking a Divisional Vice President of Mid-Market sales that will be responsible for managing the direct selling teams across our mid-market segment (250-10,000 lives). The sales performance of this team is essential to achieving XP Health’s growth and financial objectives.
You will report directly to the SVP of Sales and be instrumental in onboarding, managing, and mentoring new and existing sales team members. The mid-market sales team members are focused on selling to 250-10,000 life groups. The XP Health team has been growing, and with current sales leadership, you will be responsible for directing sales activity for each segment at a national level. You will also be a key stakeholder in the evolution of XP GTM strategy and the expansion of new product offerings.
You will be suited for this role if you have a proven track record in sales leadership, particularly in the health tech/employee benefits industry. The ideal candidate will have a deep understanding of the mid-market landscape, exceptional leadership skills, and the ability to build and manage a high-performing sales team. Also important will be to bring a growth mindset to your work.
Key Responsibilities
- Assist mid-market team with sales across the segments and defined geographies.
- Develop a high-performing sales org through the formulation of a sales methodology and consistency of approach by each rep; this will include the strategy and execution of a territory sales plan, adherence to record keeping in the Salesforce CRM, and thoughtful execution of live opportunities inside each rep's pipeline.
- Collaborate on the design, development, maintenance, and delivery/presentation of forecasting models, metrics, reports, analyses, and dashboards to drive key business decisions.
- Recruit and retain top sales talent to ensure the team meets and exceeds sales targets.
- Set clear performance expectations and provide regular feedback and coaching to team members.
- Build, lead, and mentor a high-performing sales team, fostering a culture of accountability, continuous improvement, and professional development.
- Provide actionable insights and recommendations to the executive team based on market data and customer feedback.
- Stay up-to-date with industry developments, emerging technologies, and regulatory changes impacting the health tech sector.
- Develop and maintain strong relationships with key customers and strategic partners.
- Ensure a customer-centric approach to sales, focusing on understanding customer needs and delivering tailored solutions.
- Address customer concerns and escalations in a timely and effective manner.
- Establish and monitor OKRs to track sales performance and identify areas for improvement.
- Prepare regular reports and presentations for senior leadership, highlighting sales achievements, challenges, and strategic initiatives.
- Utilize CRM and sales tech stack to maintain accurate sales records and forecast future sales trends.
Requirements
- 10+ years of sales experience with a minimum of 5 years in a leadership role within the health tech industry.
- Ability to create reliable forecasting and predictable revenue across the full range of deal sizes and complexities.
- Strong strategic thinking, problem-solving skills, communication, negotiation, and interpersonal skills.
- Ability to thrive in a fast-paced, dynamic environment and adapt to changing business needs.
- Proficiency in CRM software and sales analytics tools.
- The ability to travel in the field and help deliver on sales targets. More than 50% travel is anticipated for this role.
Preferred
- Experience with an early-stage startup (Series B or before)
- Experience with Google Workspace Suite is a plus
- Experience selling employee benefits or related health-tech product
- Existing consultant relationships and candidate network
Benefits
- Competitive salary and performance-based bonuses.
- Comprehensive benefits package
- Retirement savings plan
- Paid time off and holidays.
- Professional development opportunities and career growth.
Compensation & Benefits
- Competitive compensation and equity, PTO, bonuses, 401K, and comprehensive benefits package
CA Pay Range
$170,000 - $190,000 USD
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