[Hiring] VP of Sales @Apella

Role Description

We're looking for a VP of Sales to build and lead Apella's national sales organization. Not just carry a number, but build the team, structure, and strategy that lets us scale across enterprise health systems. This is a player-coach role for someone who has proven they can run a complex, multi-stakeholder enterprise motion into hospitals and health systems, and who has hired, developed, and scaled a sales team beyond their own individual performance.

• Set and execute Apella's national sales strategy across enterprise health systems, IDNs, and large hospital networks
• Lead and develop a team of 6 direct reports covering territories across the country, holding the team accountable to quota and coaching them to hit it
• Build and scale Apella's sales function as we grow, including hiring future reps, designing territory and org structure, and putting in place the process and infrastructure a larger team will need
• Refine and execute a repeatable sales playbook, messaging, deal stages, qualification criteria, so the team can run a consistent, scalable motion
• Own executive-level relationships with C-suite leaders, surgeons, OR directors, IT teams, and administrators at some of the largest health systems in the country
• Lead and/or oversee negotiations, RFPs, and contract structuring for multi-million dollar, system-wide deals
• Partner cross-functionally with marketing, product, R&D, and customer success at a strategic level to shape go-to-market and accelerate adoption
• Represent Apella externally as a credible, trusted voice in the industry

Qualifications

• 12+ years of enterprise sales experience, including meaningful time in a sales leadership seat; 8 years of sales leadership experience
• A proven track record of new logo acquisition, winning net-new business in greenfield accounts, not just growing existing ones
• Direct, hands-on experience selling into hospitals and health systems
• Proven, specific experience building and scaling a sales team
• Experience managing a national sales motion across multiple regions or territories
• Background in MedTech, medical devices, or healthcare capital equipment, complex healthcare SaaS/platform sales, or a crossover of both
• Deep expertise navigating multi-stakeholder, long-cycle enterprise sales, including RFPs, system-wide contracting, and creative deal structures
• A track record of top-performer recognition (President's Club, Rep/Manager of the Year, quota attainment) at both the individual and team level
• Comfort and credibility operating in both a startup environment (ambiguity, building from scratch) and bringing enterprise discipline and process to it
• Strong leadership presence, able to mentor, coach, and influence both your own team and cross-functional peers
• A mission-driven orientation and genuine interest in improving surgical outcomes through technology

Benefits

• Competitive salary and stock options
• Flexible vacation policy and a culture that values time for rest and recharging
• Remote-first work environment with unique virtual and in-person events to foster team connection
• Comprehensive health, dental, and vision insurance—we’re a healthcare company that prioritizes your health
• 16 weeks of parental leave for all parents

Company Description

Apella is applying computer vision and machine learning to improve the standard of care in the most critical aspect of healthcare: surgery. We build applications to enable surgeons, nurses, and hospital administrators to deliver the highest quality care.