Job DescriptionThe Vice President, Growth will lead MHK's sales, sales enablement, and marketing functions. This role will be responsible for developing and executing an integrated growth strategy that expands MHK's market presence, increases new-logo and existing-client revenue, strengthens competitive positioning, and supports the company's strategy toward AI-enabled healthcare technology.
The ideal candidate is a proven healthcare technology executive with deep experience working with health plans, payers, pharmacy benefit organizations, and care management leaders. This individual will bring a strong understanding of payer operations, including care management, utilization management, member administration, pharmacy, quality, compliance, complaints, appeals and grievances, and interoperability.
The Vice President, Growth will report to the COO and will partner closely with Product, Client Experience, PMO, Strategic Consulting, Engineering, Finance, and Operations to align market demand, sales strategy, product capabilities, and commercial execution.
Position Responsibilities:Growth Strategy and Execution Leadership- Execute MHK's enterprise growth strategy across new business, existing-client expansion, cross-sell, up-sell and strategic market opportunities.
- Execute on clear revenue, bookings, pipeline, win-rate, average contract value, and client-expansion objectives.
- Maintain a qualified, measurable pipeline that supports the company's financial and growth targets.
- Translate market trends, customer needs, competitive intelligence, and industry changes into actionable commercial priorities.
- Strengthen MHK's market positioning and differentiation across its legacy platforms, interoperability capabilities, and SmartProminence AI-enabled workflows.
- Represent MHK with senior executives, industry leaders, strategic partners, analysts, and prospective customers.
- Regularly update the executive team regarding pipeline health, market conditions, sales performance, competitive activity, and growth risks.
Sales Leadership- Lead the sales organization, including enterprise sales, account growth, strategic accounts, and executive selling.
- Enforce a disciplined, repeatable sales methodology from prospecting and qualification through solution design, proposal, negotiation, and close.
- Increase sales forecasting accuracy, pipeline inspection, opportunity qualification, deal progression, and close rates.
- Build trusted relationships with CEOs, CIOs, COOs, clinical executives, population health leaders, pharmacy executives, and other decision-makers within health plans and payer organizations.
- Drive executive-level engagement in strategic pursuits and major client expansion opportunities.
- Partner with Client Experience and Product leadership to develop account plans for strategic customers and protect long-term revenue.
- Ensure sales activity is aligned with MHK's product strategy, pricing models, and customer commitments.
Sales Enablement- Further enhance our scalable sales enablement program equipping the sales team to sell MHK's business value, clinical expertise, technology, and AI strategy.
- Update and maintain sales playbooks, buyer personas, competitive battlecards, discovery guides, value propositions, proposal and RFP content, case studies, and demonstration standards.
- Ensure sales team is proficient in MHK's products, payer workflows, industry trends, competitive landscape, and approved sales tools.
- Partner with Product, Strategic Consulting, Solutions Architecture, and Client Experience teams to improve demonstrations and solution presentations.
- Enhance onboarding, coaching, certification, and ongoing development programs for the growth organization.
- Improve collaboration and handoffs across Marketing, Sales, Solutions Consulting, Legal, Finance, Professional Services, and Client Experience.
- Use sales performance data to identify skill gaps, process friction, and opportunities to improve productivity and win rates.
Marketing Leadership- Lead the execution of MHK's marketing strategy, brand, messaging, demand generation, content, events, public relations, and digital presence.
- Clarify MHK's market identity, competitive advantage, and value proposition for health plans, PBMs, and other payer organizations.
- Develop integrated campaigns that generate qualified demand and support strategic sales priorities.
- Position MHK as a trusted partner in payer transformation, care management modernization, interoperability, workflow automation, and responsible AI adoption.
- Oversee thought leadership, industry participation, client advocacy, customer stories, webinars, conferences, and executive events.
- Align marketing programs with target accounts, priority markets, product launches, competitive campaigns, and revenue objectives.
- Establish meaningful marketing performance metrics, including marketing-sourced pipeline, campaign conversion, engagement, cost per opportunity, and revenue contribution.
- Ensure all marketing and sales materials accurately reflect MHK's capabilities, customer outcomes, security posture, implementation approach, and product roadmap.
Customer, Market, and Product Alignment- Cultivate a deep understanding of payer business challenges, regulatory requirements, clinical operations, financial pressures, and technology buying criteria.
- Bring customer and market insights back into Product, Clinical, Engineering, and executive planning processes.
- Partner with Product leadership to refine packaging, positioning, pricing, and go-to-market plans for new capabilities.
- Support commercialization of MHK's AI-enabled solutions, SmartProminence, interoperability offerings, and workflow-specific solutions.
- Identify opportunities to improve customer outcomes, reduce operating costs, increase operational efficiency, and demonstrate measurable return on investment.
- Participate in strategic client meetings, executive business reviews, industry events, and customer advisory activities.
Position Requirements: - 10 or more years of progressive experience in healthcare technology, payer services, enterprise software, consulting, or a related industry.
- At least 7 years of sales, marketing, business development, or commercial leadership experience.
- Demonstrated experience selling technology and services to health plans, managed care organizations, PBMs, government programs, or other payer organizations.
- Deep knowledge of healthcare payer operations, particularly care management, utilization management, member administration, pharmacy, quality, compliance, and appeals and grievances.
- Proven success leading enterprise sales cycles with complex buying groups and lengthy procurement processes.
- Experience building and managing high-performing sales, marketing, or revenue organizations.
- Demonstrated ability to develop pipeline, improve sales discipline, close complex transactions, and grow existing accounts.
- Strong understanding of healthcare technology trends, interoperability, cloud platforms, workflow automation, analytics, and artificial intelligence.
- Experience developing sales enablement programs, commercial playbooks, and market-facing messaging.
- Exceptional executive presence, communication, negotiation, presentation, and relationship-building skills.
- Ability to work collaboratively across Product, Clinical, Engineering, Client Experience, Professional Services, Finance, Legal, and Operations.
- Bachelor's degree in business, healthcare administration, marketing, technology, or a related field; advanced degree preferred.
Education/Certification Requirements: - Bachelor's degree in business, healthcare administration, marketing, technology, or a related field; advanced degree preferred.
Additional Requirements:- Experience with care management, utilization management, pharmacy, enrollment, complaints, appeals and grievances, or population health platforms.
- Experience selling SaaS, managed services, technology-enabled services, or enterprise healthcare solutions.
- Experience commercializing healthcare technology products.
- Established relationships with health plan and payer executives.
- Experience leading growth in a mid-sized healthcare technology company.
- Familiarity with CMS programs, Medicare Advantage, Medicaid, commercial insurance, PBM operations, and healthcare interoperability requirements.
Benefits Snapshot:- Medical, vision, and dental plans for full time employees
- 401(k) offered with a generous match
- Generous Paid Time Off and Holiday policy
- Benefits begin on first day of the month following employment
- Exercise/Health Club reimbursement opportunity
- Monthly dependent care reimbursement opportunity
- Short-Term and Long-Term disability
- Basic Term Life and AD&D Insurance
