VP of Sales

Job description

## **VP of Sales** Location: NYC (in office 4 days per week) Compensation: $300-400K OTE + Equity ## **About Passage Health** Passage Health is a fast-growing Series A startup on a mission to improve the quality and accessibility of autism care through technology. The diagnosis rate for autism has surged over the past decade to 1 in 31 children. Yet families still face waitlists of up to a year for care, as providers struggle to meet demand with outdated systems and manual workflows. We’re building the platform that powers autism care providers’ entire business—from clinical documentation to operations to billing—modernizing how care is delivered and scaling access across a $460B market. Over the past year, Passage has grown **more than 3x year over year**, driven by strong customer demand and expanding partnerships across the autism care ecosystem. As we continue to scale, we’re focused on building durable foundations across the company, including the systems, processes, and decision-making needed to support long-term growth. ## **About the role** We’re hiring a **VP of Sales** to build and lead the sales function at Passage Health enabling us to go from $10M to $30M ARR. This is a highly visible role that will work directly with our CEO to define and execute our go-to-market strategy and own how we grow revenue as we scale. This role blends sales leadership with active involvement in our most important opportunities. You'll own our sales motion end to end — pipeline, process, forecasting, and team — while staying close enough to deals to coach reps, sharpen our pitch, and improve how we win business. As we move up-market, you'll define how we sell, who we sell to, and how we consistently displace the legacy systems our prospects have outgrown. You'll also help identify new markets and segments where Passage can expand its reach and win. Early on, you'll be in the deals: refining the pitch, coaching the team through complex opportunities, and helping Account Executives close business. Over time, you'll shape what the sales organization becomes — including the structure, hiring, and development needed to support continued growth. This is an ideal role for someone who's thrived in early-stage B2B SaaS, enjoys building a repeatable sales engine from the ground up, and wants real ownership over both strategy and execution. What matters most is sales instinct, judgment, and range — comfortable developing people, building the playbook, and evolving the team and process needed to grow revenue at scale. ## **What You’ll Do** **Build & Own Sales at Passage** - Own the end-to-end sales function and help define what "great sales" looks like at Passage. - Partner closely with the CEO and marketing to shape our overall go-to-market strategy, priorities, and roadmap. - Build the foundation for a scalable sales org — process, tools, CRM hygiene, forecasting, and ways of working. - Help define the future structure of the sales team and hire, onboard, and develop reps over time. - Stay close to the most important deals, providing coaching and support that improves win rates and helps the team close business. **Sales Strategy, Positioning & Competitive Selling** - Own how we sell — sharpening our pitch and value proposition so it's clear, differentiated, and resonates with the buyers we care about. - Lead our strategy for winning against legacy incumbents and equip the team with the messaging and tools to make switching compelling. - Define the strategy to move up-market from SMB and mid-market into enterprise as deals grow more complex. - Identify and develop new markets, segments, and growth opportunities for Passage. - Keep messaging consistent from first touch through close, in partnership with marketing. **Revenue & Pipeline Growth** - Own revenue targets, pipeline generation, and accurate forecasting. - Define goals and priorities for the initiatives that drive pipeline and conversion. - Partner with marketing so campaigns and messaging convert into qualified pipeline. - Manage the funnel rigorously — diagnosing where deals stall and helping the team improve performance. **Sales Motion & Execution** - Build the repeatable sales motion — playbooks, onboarding, and enablement that help reps ramp and deals move faster. - Build the motion to win larger, more complex deals as we move up-market — multi-stakeholder buying cycles, longer sales processes, and the enablement to support them. - Turn positioning into sales-ready materials: pitch decks, one-pagers, proof points, and competitive plays. - Coach Account Executives through strategic opportunities and complex deals. - Test, measure, and optimize the sales approach based on what's actually winning. ## **What You’ll Bring** - 8–12 years of experience in B2B SaaS software sales, with hands-on ownership across progressive sales leadership experience. - Experience selling **B2B software** — you understand how technical/operational products get bought and sold. - A track record selling into **SMB and mid-market** segments. - Demonstrated success **unseating legacy incumbents** — displacing entrenched software prospects have built workarounds around. - Has **seen what "great" looks like in a startup context** — ideally helped scale a post Series A business to the next stages - Experience building or scaling a sales team and motion from an early stage, not just inheriting a mature one. - Comfort working directly with executive leadership and influencing cross-functional teams. - Excellent communicator with a bias toward customer insight — energized by talking to prospects and customers. - High ownership mindset: scrappy, proactive, and energized by ambiguity. - Ability to balance strategic thinking with hands-on execution and carrying a number. - A personal connection to autism or autism care is a plus. ## **Why Passage Health** - Shape the go-to-market strategy driving the future of autism care. - Make an impact on families and providers nationwide. - Preference for working in a collaborative, fast-paced environment that offers new challenges and opportunities for growth. - Competitive salary and equity compensation. - Healthcare, dental, and vision benefits. Passage Health is an equal opportunity employer and encourages all applicants from every background and life experience without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.