Director of New Business Sales - US Remote
WFA Digital Insight
As the demand for digital health solutions continues to grow, companies like Eleos Health are at the forefront of revolutionizing behavioral care. With the market for healthcare technology expected to see significant expansion, professionals with experience in SaaS sales, particularly those with a background in healthcare providers, are in high demand. This role stands out for its focus on shaping the go-to-market strategy and leading a team of Account Executives. Before applying, candidates should be aware of the need for strong leadership skills, the ability to navigate complex sales cycles, and a deep understanding of the healthcare provider market. With the right skills, this could be a unique opportunity to make a meaningful impact in the healthcare industry.
Job Description
About the Role
The Director of New Business Sales plays a critical role in the growth and expansion of Eleos Health, a company dedicated to delivering the world's most effective behavioral care through data, measurement, and personalization. This position is about leading and scaling the net-new revenue motion within the Home Health and Hospice provider market. The ideal candidate will be an experienced SaaS sales leader with a deep understanding of selling into healthcare providers, particularly within home health and hospice. The role involves building, coaching, and managing a team of Account Executives, establishing repeatable sales processes, and ensuring consistent execution as the company expands its footprint and impact across post-acute care.The day-to-day of this role is dynamic, with a focus on strategy development, team leadership, and engagement with various stakeholders. The Director of New Business Sales will partner closely with the Marketing, Product, and Customer teams to align on the Ideal Customer Profile (ICP), positioning, and market feedback. This collaboration is crucial for refining sales processes and messaging to effectively sell SaaS solutions into home health and hospice providers.
What You Will Do
- Lead, coach, and manage a team of Account Executives responsible for net-new home health and hospice provider acquisition.
- Own team performance against new business revenue targets through pipeline management, forecasting, and deal inspection.
- Develop and refine sales processes, messaging, and best practices for selling SaaS solutions into home health and hospice providers.
- Provide hands-on coaching across discovery, qualification, deal strategy, stakeholder mapping, and negotiation.
- Support Account Executives on complex or strategic deals, including executive-level conversations when needed.
- Partner closely with Marketing, Product, and Customer teams to align on ICP, positioning, and market feedback.
- Engage with executive, clinical, and operational stakeholders to guide teams through complex, multi-stakeholder sales cycles.
- Develop and implement a go-to-market strategy tailored to the Home Health and Hospice provider market.
- Establish and maintain a robust sales pipeline to ensure consistent growth and meet revenue targets.
- Conduct regular performance reviews and provide constructive feedback to the sales team.
What We Are Looking For
- 7+ years of B2B SaaS sales experience, including 3+ years in a sales leadership role.
- Proven experience managing Account Executives selling net-new business into healthcare provider organizations.
- Strong understanding of provider workflows, buying processes, and budget cycles.
- Demonstrated success coaching teams through complex, multi-stakeholder sales cycles.
- Strong pipeline inspection, forecasting, and performance management capabilities.
- Excellent executive presence, communication, and cross-functional leadership skills.
- Experience operating in high-growth or startup environments.
- Proficiency in Excel and other sales management tools.
- Ability to travel as needed (though the role is remote, occasional travel may be required for strategic meetings or industry events).
Nice to Have
- Experience with CRM software, specifically designed for sales teams.
- Familiarity with the home health and hospice industry, including regulatory knowledge.
- Certification in sales leadership or a related field.
- Experience with data analytics tools to inform sales strategies.
Benefits and Perks
- Competitive base salary (90,000 - $200,000 per year).
- Variable compensation based on performance.
- Wide and generous health benefits.
- Significant equity.
- 401(k) plans matched to 4%.
- Flexible PTO.
- Additional mental health days off.
- Fully remote work environment.
- Opportunity to build, grow, and become highly instrumental in shaping how technology can increase the effectiveness of behavioral care.
How to Stand Out
- Develop a strong understanding of the healthcare provider market, particularly home health and hospice, to effectively communicate the value of Eleos Health's SaaS platform.
- Build a portfolio of sales success stories, highlighting your experience in leading sales teams and navigating complex sales cycles in the healthcare industry.
- Prepare to discuss your sales strategy and how you plan to develop and refine sales processes for selling into home health and hospice providers.
- Emphasize your leadership skills, including your ability to coach and manage high-performing sales teams.
- Be ready to talk about your experience with CRM software and sales analytics tools, and how you use them to inform your sales strategies.
- Highlight your knowledge of the regulatory environment affecting home health and hospice providers, and how you stay updated on industry changes.
- Show enthusiasm for the mission of Eleos Health and your passion for making a meaningful impact in the healthcare industry.
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