apella - VP, Sales
Requirements
• 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. • 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
Responsibilities
• 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
Benefits
• 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 • Apella is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We encourage people from all backgrounds to apply to our roles.
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