7+ years of enterprise SaaS sales experience focused on health systems or specialty pharmacy.
Proven ability to scale complex, data-centric platforms effectively.
Experience in startup environments or as an entrepreneur is highly valued.
Strong track record navigating security and compliance issues in procurement processes.
Expertise in consultative selling with a strong command of MEDDPICC methodology.
Demonstrated success in exceeding annual contract value quota and establishing new pipelines.
Responsibilities
Own the entire sales cycle from prospecting to closing contracts with health systems and specialty pharmacies.
Build consensus among diverse stakeholders across Supply Chain, Pharmacy Operations, IT, Compliance, and Finance.
Manage due diligence processes involving BAAs and InfoSec while meeting success criteria and ROI requirements.
Draft proposals and negotiate contracts while collaborating with cross-functional teams to onboard customers.
Maintain a robust sales pipeline and deliver reliable revenue forecasts.
Benefits
Competitive salary structure with a meaningful equity component.
Comprehensive medical and dental benefits package.
Unique opportunity to shape the company's product and sales culture as a founding leader.
Direct collaboration with an accomplished founding team and notable investors.
Engagement in high-stakes work that safeguards healthcare supply chains.
In-person teamwork fostered in a dynamic, small senior team environment.
Full Job Description
Position overview
Own new logo acquisition across health systems and specialty pharmacies. You'll run complex sales cycles spanning Supply Chain, Specialty Pharmacy, IT/Security, Compliance, and Finance - moving prospects from first meeting to signed agreement, and partnering cross-functionally to ensure fast time-to-value.
Location: San Francisco / Chicago, in-office ~4 days/week.
Key Responsibilities
Full sales cycle ownership:
Prospect, qualify, run discovery, mobilize champions, craft business cases, pilot/POC when needed, and close commercial contracts across health systems and specialty pharmacies.
Navigate Supply Chain, Pharmacy Ops, Clinical, IT/Security, Compliance, and Finance; build consensus and mutual action plans.
Orchestrate BAAs, InfoSec due diligence (HIPAA, ISO, SOC 2, GDPR), vendor registration, and procurement/legal to signature with clear success criteria and ROI.
Draft proposals/SLAs, negotiate MSAs/order forms, and partner with cross-functional teams to scope integrations, onboard customers, and set them up for success.
Pipeline & forecast:
Build a financial forecast with a top prospects list, maintain accurate CRM hygiene, deliver reliable forecasts, and beat ACV quota.
Value selling:
Use MEDDPICC-style rigor (metrics, economic buyer, decision criteria/process, paper process, etc.) to quantify impact (direct logistics cost reduction, operational efficiency, patient experience, excursion reduction, etc.).
Feedback loop:
Gather competitive intel and product gaps and influence product roadmap.
What success looks like in 6-12 months:
Build and close a repeatable motion into health systems and specialty pharmacies, delivering $Xm in new ARR and $Ym pipeline coverage.
Close 10 new logos and establish 3-5 referenceable champions.
Run MEDDPICC and mutual action plans on every late-stage deal; maintain clean CRM and accurate forecasts.
Qualifications:
Experience & Background:
7+ years enterprise SaaS selling into health systems and/or specialty pharmacy (supply chain, pharmacy ops, clinical ops, or IT/security stakeholders).
Proven track record building and scaling distributed, data-intensive platforms.
Experience in startup environments or as a successful entrepreneur is highly valued.
Demonstrated wins navigating security reviews, BAAs, data privacy, and complex procurement/legal processes.
Expert multi-threader with a consultative approach and MEDDPICC discipline with strong analytical skills.
Track record of beating ACV quota and building net-new pipeline.
Mindset & Attributes:
Product-obsessed, user-centric, metrics-driven, and high energy.
Scrappy and hands-on; comfortable with ambiguity and rapid iteration.
Excellent communicator and collaborator across engineering, product, and customer teams.
