Vice President of Sales

Here at HR Soul our solutions amplify the performance of people and the soul of company culture. From strategic planning with CEO’s, partnering with HR leaders on key projects, building high performing teams to coaching and recruiting the future of our client’s organization.
The Opportunity
We’re partnering with a growing organization in the healthcare technology and pharmacy space looking for a Vice President of Sales to build and drive new revenue across the U.S.
This is a hands-on, individual-contributor business development role focused on creating a market rather than managing an established sales organization. You’ll be responsible for building a pipeline from scratch, identifying and developing new opportunities, and personally driving the sales process from first conversation through close.
The focus will span SMB, mid-market, and enterprise organizations, with a particular emphasis on building relationships with senior decision-makers including CEOs, CFOs, Chief Growth Officers, and other C-suite executives. You’ll sell the organization’s core technology platform as well as individual or carve-out solutions, tailoring the offering to the needs of each prospect.
The ideal candidate will bring a strong understanding of the PBM and employee benefits ecosystem, with familiarity with PBMs being a requirement. A background in benefits consulting or brokerage could translate particularly well to this role. You’ll work directly with employers as well as TPAs and other healthcare organizations to identify opportunities and develop strategic partnerships.
This is a fully remote, U.S.-based role. Candidates can be located in the Eastern, Central, or Mountain time zones and should live within approximately 45–60 minutes of a commercial airport. Travel will be significant, realistically up to 70%, all domestic, with the majority of travel focused on client and prospect meetings, along with select industry conferences and trade shows.
The role offers a $160,000–$185,000 base salary plus commission, with the opportunity to have a direct impact on the organization’s growth across the U.S.
What You’ll Do
Pipeline Development & New Business
Build a new business pipeline from the ground up through proactive prospecting, relationship development, referrals, industry connections, and market outreach
Develop and execute a territory and prospecting strategy across SMB, mid-market, and enterprise organizations throughout the U.S.
Identify organizations where the company’s core platform or individual solutions can address a meaningful business need
Personally own the sales cycle from initial outreach and discovery through solution development, executive presentation, negotiation, and close
Develop relationships with senior decision-makers, including CEOs, CFOs, Chief Growth Officers, and other C-suite and executive-level stakeholders
Maintain disciplined pipeline management and provide leadership with clear visibility into opportunity development, activity, timing, and revenue potential
Create new opportunities rather than relying on an established book of business or inherited pipeline
Solution & Marketplace Development
Sell the organization’s core technology platform as well as individual solutions based on prospect needs
Understand customer challenges and connect them to the appropriate combination of technology, PBM, and marketplace capabilities
Develop compelling business cases that demonstrate commercial, operational, and strategic value
Identify opportunities to expand relationships beyond an initial solution or entry point
Develop new channels, partnerships, and market opportunities that can expand the reach of the organization’s solutions
Bring market feedback to internal leadership to help shape product, positioning, pricing, and go-to-market strategy
Healthcare & Executive Relationships
Develop and maintain senior-level relationships across employers, PBMs, TPAs, benefits organizations, healthcare companies, and technology partners
Engage directly with executive buyers and decision-makers throughout the sales process
Leverage a strong understanding of the PBM and benefits landscape to establish credibility and identify relevant business opportunities
Represent the organization at client meetings, industry conferences, trade shows, and executive forums
Build long-term relationships that create opportunities for both new business and future expansion
Commercial & Cross-Functional Execution
Lead complex commercial discussions and negotiations through contract execution
Partner with product, technology, clinical, operations, finance, and executive leadership to develop solutions that can be successfully delivered
Coordinate internal resources around opportunities without relying on a dedicated sales support organization
Evaluate opportunity economics, commercial structure, operational requirements, and potential risks
Communicate market intelligence, competitive activity, prospect feedback, and emerging opportunities to leadership
Help establish repeatable business development practices as the marketplace function continues to evolve
Market & Commercial Strategy
Identify opportunities to expand the organization’s position within the broader healthcare ecosystem
Evaluate potential partnerships and growth opportunities based on strategic fit, commercial potential, operational requirements, and risk
Monitor industry trends, competitive activity, regulatory developments, and changes in customer needs
Develop insights that help leadership make informed decisions about market expansion, partnerships, and investment
Continuously refine business development strategies based on market feedback and results
Bring an entrepreneurial mindset to identifying opportunities that may not fit neatly into an existing sales model
What You Bring
Bachelor’s degree in Business, Healthcare Administration, or a related field; MBA is a plus
7+ years of successful business development, enterprise sales, benefits consulting, strategic partnerships, or related experience within healthcare, employee benefits, PBM, pharmacy, or healthcare technology
Direct familiarity with the PBM industry is required
Proven success as a hunter - building pipeline from scratch, generating new relationships, and personally converting opportunities into revenue
Experience selling to SMB, mid-market, and enterprise organizations, ideally with experience navigating different buying processes and sales cycles
Demonstrated experience selling complex technology, healthcare, benefits, or multi-product solutions
Experience selling directly to employers and/or working with TPAs, benefits organizations, brokers, consultants, or other healthcare ecosystem partners
Strong executive-level selling experience, with the ability to build credibility and communicate effectively with CEOs, CFOs, Chief Growth Officers, and other senior decision-makers
Experience negotiating complex commercial agreements and navigating multiple stakeholders through an enterprise sales process
Strong understanding of the employee benefits and healthcare ecosystem; experience in benefits consulting or brokerage is highly relevant
Excellent communication, presentation, negotiation, and relationship-building skills
Strong commercial judgment and the ability to understand customer needs, business economics, and potential opportunities
Comfortable operating independently with significant autonomy and without an established team or inherited pipeline
Willingness and ability to travel domestically up to approximately 70%
What Sets You Apart
You’re a hunter by nature. You don’t need an established book of business, warm leads, or a large sales organization around you to create momentum
You know how to build a pipeline from zero and are comfortable with the prospecting, networking, follow-up, and persistence required to get there
You’re credible with C-suite executives and can have a business conversation with a CEO, CFO, or Chief Growth Officer without turning it into a traditional sales pitch
You’re knowledgeable about the PBM and benefits landscape and can quickly understand where a prospect’s challenges intersect with the solutions you represent
You’re a consultative seller - you lead with curiosity, understand the problem, and build the solution around the customer
You’re comfortable selling both a broad platform and individual solutions, depending on what makes sense for the prospect
You’re a self-starter who can operate with a high degree of autonomy and create your own structure, priorities, and opportunities
You’re flexible and dynamic, able to adjust your approach based on the customer, market, opportunity, or conversation in front of you
You’re resilient and thick-skinned. Rejection, changing priorities, long sales cycles, and difficult conversations don’t knock you off course
You bring confidence and executive presence without being overly aggressive or transactional
You’re comfortable being the person responsible for opening the door, developing the relationship, advancing the opportunity, and ul

Work arrangement
Yes