Enterprise Sales Lead (Health Systems)

Job description

### **What we’re looking for** Aviary is on a mission to empower everyone to live a long, full, and optimal life. We’re seeking an elite **Enterprise Sales Lead** to drive our next stage of growth by leveraging relationships with the nation’s largest health systems within a designated territory. This is an Individual Contributor (IC) role for a high-impact builder who likely began their career in healthcare consulting or advisory before spending several years closing complex deals. We have a **strong preference for candidates based in New York**, but we are open to **remote candidates** who bring a seasoned and deep "rolodex" of established health system relationships. Because this role requires deep relationship-building and navigating high-stakes negotiations, you should expect to be **on-site with potential clients 30-50% of the time**, especially during the later stages of a deal cycle. You must be as comfortable building a pro-forma in Excel as you are working through the "pre-implementation" gauntlet with hospital IT, Legal, and Compliance teams to get a contract signed. ### **Responsibilities** Specifically, in this role you will: - **Own a Territory of Large IDNs:** Lead the full sales cycle for the nation’s largest health systems, from initial opportunity identification to relationship building, negotiation, and final contracting. You will not be managing any staff. - **Meet and Exceed Sales Targets**: Meet and exceed sales targets, consistently driving revenue growth - **Generate and Architect the Pipeline:** Take total ownership of your territory’s sales plan. You are responsible for identifying and qualifying your own leads, leveraging your network and persistence to bypass gatekeepers and secure executive-level access. - **Command Complex Environments:** Lead complex meetings with 15+ health system stakeholders. You handle pressure with poise, think on your feet, and maintain authority while addressing technical, financial, and clinical inquiries. - **Master the Pre-Implementation Process:** Drive momentum beyond clinical buy-in. You are responsible for navigating the technical and administrative middle of the deal, threading the needle between **IT, Integrations, Legal, and Compliance** to remove blockers and secure a signature. - **Own the Analytics & ROI:** Build pro-formas, opportunity analyses, and ROI models in Excel for prospective partners. You interpret health system performance metrics to build transformative solutions that solve their specific financial needs. - **Lead Executive Presentations and Strategy Sessions:** Produce boardroom-ready proposals and decks. Every deliverable must be highly polished and tailored to the specific political and financial pressures of each health system. ### ### **30-60-90 Day Expectations in this Role** #### We understand that building a pipeline is a new process and tough to predict. To support you, we align the early stages of this role with 1-2 critical milestones that we know set the tenor for high-quality, long-term partnerships. We acknowledge that selling to health systems takes time, so we also provide you with a warm pipeline when you first get started to help you secure early wins. **First 30 Days** - **Onboard & Map:** Deep dive into Aviary Health's clinical model, technology, and value prop. Master the technical workflow tools, including CRM, pro-forma models, and analysis tools. - **Immediate Outreach:** Identify your Top 20 health system targets. - **Pipeline Kick-off:** Leverage your existing network + other pipeline generation levers to initiate initial "discovery" conversations and begin generating net-new enterprise leads within your first month. **First 60 Days** - **Deal Maturation:** Demonstrate active pipeline growth by advancing multiple Tier-1 targets through early-stage qualification and solution design. - **Master the Sales Playbook:** Within your first 60 days, you will have mastered Aviary Health's sales stages and the specific milestones required to move a deal forward. You will clearly understand how to execute each step of our process, collaborating closely with health system leaders to advise them on the strategic path toward a successful collaboration. **First 90 Days** - **Sales Progression:** Show significant deal progression by moving enterprise-level deals into advanced stages of internal review and evaluation. - **Playbook Execution:** Execute on a repeatable playbook for your territory that prioritizes high-impact, high-probability targets and consistently generates new pipeline + existing pipeline progression. ### Who You Are - **Proven Closer:** You have a demonstrated history of executing deals with large Integrated Delivery Networks (IDNs). You can point to signed contracts and explain exactly how you navigated the political and financial hurdles to get them. - **Analytical Rigor:** You are a master of Excel and PowerPoint. You build your own models, spreadsheets, and decks—viewing every step of the sales funnel as a workflow you control. - **Ownership Mentality:** You have the grit to pivot and the street smarts to survive a complex sales cycle. - **Urgency + Grace + Trustworthiness:** You have a reputation for being innovative and friendly but you are a relentless executor. You know how to push toward a signature without burning the bridge. - **Mission-Driven:** You are drawn to Aviary because you want to drive massive clinical impact in cardiac care. ### **Benefits** - Generous PTO / sick leave / health benefits - 401(k) plan - Health and wellness stipend - Expected compensation range: $300,000 – $400,000 OTE split between base salary and variable performance bonus