VP, Sales

Lead and Develop the Enterprise Sales Team

• Lead and develop a high-performing team of Enterprise Sales Directors, creating a culture of ambition, accountability, preparation, and continuous improvement
• Set clear expectations for individual and team performance and hold the organization accountable for delivering against bookings targets
• Coach sellers deeply on discovery, qualification, account strategy, executive engagement, value articulation, negotiation, and closing
• Regularly join customer meetings, pipeline reviews, and deal strategy sessions –not simply to inspect results, but to actively improve seller performance
• Develop Enterprise Sales Directors into exceptional enterprise sellers capable of navigating complex organizations and building relationships with senior executives
• Recruit, onboard, and develop outstanding sales talent as Zus grows
• Build a culture where feedback is frequent, specific, actionable, and expected

Own Bookings & Enterprise Sales Execution

• Own the enterprise sales number and consistently deliver against ambitious quarterly and annual bookings targets
• Establish a clear operating cadence around pipeline generation, pipeline coverage, opportunity progression, forecasting, and closing
• Maintain a detailed understanding of every significant opportunity and proactively identify where Zus leadership intervention can improve the probability or speed of a close
• Create accountability for the leading indicators that ultimately drive bookings, including pipeline creation, stage conversion, sales velocity, deal size, and win rate
• Build a forecasting process that is rigorous, transparent, and consistently accurate
• Identify performance gaps early and take decisive action to address them
• Continuously improve the productivity and effectiveness of the enterprise sales organization

Personally Drive Strategic Enterprise Deals

• Act as an executive sponsor and active seller on Zus’s largest and most strategically important opportunities
• Work directly with Enterprise Sales Directors to develop account strategies, map stakeholders, build champions, navigate procurement, and create compelling business cases
• Establish trusted relationships with C-suite and senior executives across healthcare organizations
• Lead or participate in critical discovery conversations, executive presentations, commercial negotiations, and closing conversations
• Help customers understand both the immediate value of Zus and the broader strategic opportunity created by better access to healthcare data
• Navigate complex, multi-stakeholder enterprise sales cycles with persistence, creativity, and commercial judgment
• Know when to coach from the sidelines and when to step directly into a deal to help get it across the finish line

Build a World-Class Sales Operating System

• Establish and continuously improve Zus’s enterprise sales methodology, qualification standards, pipeline management, account planning, and deal review processes
• Define what great execution looks like at every stage of the sales cycle and ensure those expectations are consistently applied across the team
• Use data to understand funnel performance, identify bottlenecks, and determine where changes in strategy or execution can improve results
• Develop repeatable playbooks for Zus’s highest-value customer segments and use cases

Shape Go-to-Market Strategy

• Partner with the COO and executive team to translate company strategy and revenue goals into a focused enterprise sales strategy
• Develop a deep understanding of Zus’s market, customers, competitive landscape, and evolving buyer needs
• Help define target segments, account prioritization, messaging, packaging, and commercial strategy based on what we learn in the market
• Bring structured market and customer insights back to Product and company leadership to inform strategy and investment decisions
• Partner closely with Marketing to build sufficient high-quality pipeline and sharpen Zus’s positioning with enterprise buyers
• Collaborate with Solutions, Product, and Engineering to ensure prospects understand how Zus can solve their most important business and technical challenges
• Partner with Customer Success and Delivery to create strong transitions from sale through implementation, adoption, and expansion

You're a good fit because

• 10+ years of enterprise B2B sales experience, including significant leadership responsibility in complex, high-value sales environments
• A strong track record of building and leading high-performing enterprise sales teams and consistently delivering against ambitious bookings targets
• Proven ability to coach senior sellers, improve deal execution, and personally help close strategic enterprise customers
• Deep expertise in enterprise sales fundamentals, including pipeline management, forecasting, qualification, executive engagement, negotiation, and closing
• Strong operational discipline and the ability to use data, metrics, and sales analytics to diagnose performance and improve conversion, velocity, win rates, and productivity
• Executive presence, commercial judgment, and the ability to build trust with senior leaders across complex healthcare organizations
• A hands-on leadership style and comfort moving between strategy, team development, operating rigor, and direct customer engagement
• Experience operating effectively in a fast-moving, growth-stage environment with high expectations for ownership and results

Preferred & Differentiating Experience

• Experience selling healthcare technology, data, interoperability, infrastructure, or other complex platform solutions
• Experience applying AI to improve sales productivity, account research, pipeline inspection, forecasting, coaching, or other parts of the commercial workflow
• Strong fluency in sales analytics and performance management, including pipeline coverage, conversion rates, sales velocity, win rates, forecast accuracy, rep productivity, and bookings attainment
• Experience building dashboards, operating cadences, and management systems that turn sales data into clear actions for the team
• Familiarity with healthcare data, APIs, FHIR, EHR ecosystems, and emerging AI-enabled healthcare workflows
• Experience scaling an enterprise sales organization through a period of significant growth