[Hiring] Vice President, Sales @Council Capital

Role Description

Inbound is working and our referral partners are sending deals again. What we need now are two hunters to go get the rest of the market. There are more than 20,000 outpatient therapy practices in the country, and most of them are still losing money on denials, depending on one biller, or running on paper.

If you would rather be paid for what you close than for showing up, keep reading.

• Lead and Sell: Build and lead a high-performing sales team while building most of your own pipeline through outbound outreach to physical, occupational, and speech therapy practices that fit our profile.
• Close: Run discovery, demo, and close in 45 to 60 days at full price and standard term.
• Work the Referrals: Convert referral partner introductions into customers quickly and help us add new partners.
• Open Senior Living: One of the two initial hunter hires, under your direction, will also open assisted living and skilled nursing contracts—a recurring, high-volume market.
• Keep It Clean: Manage and coach to an accurate pipeline in HubSpot and forecast believable numbers.

Qualifications

• Five or more years in B2B sales, with at least three closing new business against a quota, and are carrying a number today.
• A hunter who has built and closed most of your own pipeline—and can show it.
• Can close volume in the $20,000 to $85,000 range on cycles of 45 to 60 days.
• Have sold to owner-operators who sign personally.
• Bring a clinical background (PT, OT, SLP, PTA, OTA) or have three-plus years selling software or billing services to outpatient therapy practices.
• Hold your price when a prospect pushes, and have examples to share.
• Want your pay tied to your results—and your team's performance.
• Have coached, mentored, or ramped new sales reps while carrying your own number.

Requirements

• Bonus Points:
• Sold an EMR and revenue cycle bundle to outpatient providers.
• Sold a percentage-of-collections pricing model.
• Sold recurring contracts to assisted living or skilled nursing facilities.
• Used HubSpot as your system of record.
• Trained new reps or coached peers.
• Private equity-backed company experience.

Benefits

• No Ceiling: Commission is uncapped. Your rate goes up once you pass quota, and monthly and quarterly kickers pay you for consistency, not just one big month.
• You Know Why They Buy: Practices come to market for three reasons: losing money on denials with their current EMR or billing partner, their in-house biller is retiring, or they are moving off paper. You will walk into every call knowing the pain.
• Fast Cycles: Deals close in 45 to 60 days. This is a volume play, not one big deal a year.
• Easy to Believe In: Every deal puts money back into an independent clinic that payers are squeezing. Our buyers are clinicians who own their practices.
• Room to Grow: We are building the sales team now. The people who win here will be first in line to help lead it—and you will be leading from day one.
• Serious Private Equity Backing: Council Capital and our portfolio companies are committed to building high-performing teams by hiring the best talent—period.