Position overviewOwn 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.
What we offer- Competitive salary (50/50 OTE split) plus meaningful equity (4-year vesting, 1-year cliff).
- Best-in-class medical and dental benefits.
- The opportunity to be a true founding leader, shaping the product and Sales culture from day one.
- Direct partnership with an experienced founding team (ex-Uber Freight / Gusto) and top-tier investors.
- High-impact work in a mission-critical space, preventing losses and failures across global healthcare and life sciences supply chains.
- SF HQ with a Chicago office, in-person collaboration, and a small, senior team moving fast.
