Vice President, Mid-Enterprise Healthcare Sales

Duties and Responsibilities

Lead the Mid-Enterprise Healthcare sales strategy for an assigned U.S. region to achieve and exceed quarterly and annual bookings, ARR, pipeline, and revenue goals.
Provide leadership, coaching, and accountability to Regional Sales Directors and Account Executives, driving consistent execution and performance across the territory.
Drive adoption and consistent execution of MEDDPICC to improve qualification rigor, deal progression, forecast accuracy, and win rates.
Establish a disciplined regional operating rhythm including forecast reviews, pipeline inspections, territory planning, account reviews, and opportunity management.
Develop and execute territory growth plans that increase market penetration and customer acquisition within healthcare provider organizations.
Build and maintain executive relationships with CIOs, CISOs, CTOs, CMIOs, Chief Digital Officers, and other healthcare executives throughout the region.
Partner with Solutions Engineering, Marketing, Customer Success, Product Management, Finance, and Sales Operations to drive pipeline generation and successful deal execution.
Lead executive engagement, commercial negotiations, and strategic account planning for key regional opportunities.
Recruit, develop, and retain top-performing sales talent while fostering a culture of accountability, continuous improvement, and customer success.
Ensure effective use of Salesforce.com and related sales systems to maintain pipeline hygiene, data integrity, and forecasting accuracy.
Provide timely business reviews, forecast updates, and strategic recommendations to senior sales leadership.
Serve as a regional market expert, providing customer and competitive insights to support product, marketing, and go-to-market strategies.
Other duties as assigned and required.
Required Qualifications

Bachelor's Degree (or equivalent) in Business or a related discipline; advanced degree preferred.
12+ years of successful enterprise technology sales experience, preferably in cybersecurity, identity, access management, authentication, healthcare IT, or adjacent software markets.
5+ years of progressive sales leadership experience leading regional sales teams and managers.
Experience selling into healthcare provider organizations, health systems, or adjacent healthcare markets strongly preferred.
Strong working knowledge of MEDDPICC and disciplined sales management practices.
Demonstrated history of quota attainment, revenue growth, and forecast accuracy.
Proven ability to lead complex enterprise sales cycles involving executive stakeholders including CIOs, CISOs, IT, Security, Compliance, Operations, and Clinical leaders.
Strong executive presence with excellent communication, presentation, negotiation, and relationship-building skills.
Experience hiring, coaching, and developing high-performing sales teams.
Strong analytical, organizational, and business planning capabilities.
Ability to travel approximately 50% within the assigned region.

Skills Required
Bachelor's Degree (or equivalent)
Advanced degree
12+ years of enterprise technology sales experience
Experience in cybersecurity, identity, access management, authentication, healthcare IT, or adjacent software markets
5+ years of progressive sales leadership experience leading regional sales teams and managers
Experience selling into healthcare provider organizations, health systems, or adjacent healthcare markets
Strong working knowledge of MEDDPICC and disciplined sales management practices
Demonstrated history of quota attainment, revenue growth, and forecast accuracy
Proven ability to lead complex enterprise sales cycles involving executive stakeholders (CIOs, CISOs, IT, Security, Clinical leaders)
Strong executive presence with excellent communication, presentation, negotiation, and relationship-building skills
Experience hiring, coaching, and developing high-performing sales teams
Strong analytical, organizational, and business planning capabilities
Ability to travel approximately 50% within the assigned region
Effective use of Salesforce.com and related sales systems to maintain pipeline hygiene and forecasting accuracy