VP, Sales

Job description

# About Kairon Health Kairon is the execution layer for value-based care. We turn fragmented claims and clinical data into actionable workflows that help ACOs and health networks actually capture their shared savings — not just measure them after the fact. Most value-based care initiatives don’t fail for lack of insight; they fail on the last mile of execution. Our platform spans practice intelligence, care operations, patient activation, and performance analytics — and it’s AI-native: our team builds with Claude, automated transcription, and intelligent workflows as core infrastructure, not bolt-on features. Our Care Operations module is NCQA PHM-prevalidated. The impact is measurable: roughly 7,000 additional preventive visits and ~$30M in financial value attributable to Kairon across a single customer’s network in 2025, using tenure-controlled before/after analysis. We’re venture-backed, growing fast, and working with real customers managing real patient populations — including a seven-figure enterprise contract. # The Opportunity Are you a proven revenue leader ready to close seven-figure enterprise deals and build the sales function behind the next category in healthcare technology? We’re hiring a VP of Sales to be Kairon’s founding sales leader, driving and expanding new business among top-tier health systems, ACO enablers, PE-backed specialty groups, and risk-bearing provider organizations across the U.S. Read this part carefully, because it defines the role: **year one, you hunt.** You are the tip of the spear — personally owning and closing complex enterprise deals, proving the motion in the market, and codifying what works. As you prove that motion, you earn the mandate to hire and lead the team you’ll build on top of it. This is a founding-leader path for a top closer ready to step into leadership by earning it — not a manage-from-day-one role, and not a lateral move for a career VP. If carrying a bag and closing seven-figure deals yourself is beneath where you want to be, this’s not the seat. # What You’ll Do - **Achieve Revenue Goals:** Meet or exceed a $3M+ ARR quota by personally closing complex, multi-stakeholder enterprise deals valued at $300K–$1M+. This includes closing at least one new enterprise deal within the first nine months and a minimum of two within the first year. - **Build a Robust Pipeline:** Build, qualify, and maintain a self-sourced book of qualified opportunities equal to 5–7x quota coverage at any given time, ensuring sufficient coverage to support consistent quota attainment. - **Land & Expand:** Win initial deals and expand within named accounts to $1M+ through deeper use cases and relationship-building. - **Prove & Codify the Motion:** Turn what works — messaging, qualification, sequencing, deal mechanics — into the repeatable playbook Kairon’s future sales team will run. - **Earn & Build the Team:** As the motion is proven, hire, ramp, and lead Kairon’s first sales team — the function you’ll own as VP. - **Contribute Market Intelligence:** Feed market intelligence and pipeline insight back to product, marketing, and leadership to refine messaging, roadmap, and competitive positioning. # Responsibilities - Manage the complete sales process from initial outbound prospecting and discovery through procurement navigation, contract negotiation, and smooth customer handoff — operating as the CEO of your territory with minimal oversight. - Develop and execute comprehensive account plans for approximately 150 named accounts (health systems, ACO enablers, specialty groups, and risk-bearing provider organizations), identifying key stakeholders, organizational priorities, and revenue pathways while coordinating with ABM campaigns on top-priority targets. - Maintain rigorous CRM discipline: ensure all named accounts and opportunities carry comprehensive, accurate, up-to-date information, including contact data and strategic rationale. Provide precise, reliable forecasts on sales activity, pipeline progression, and revenue achievement, maintaining 5–7x quota coverage to drive predictable results and enable proactive decision-making. - Partner effectively with product, marketing, and customer success to deliver unified value propositions and a seamless customer experience. # Who You Are - 8–12 years selling complex enterprise technology in the healthcare provider market - Experience winning business with large health systems ($1B+), ACO enablers, PE-backed specialty groups, or risk-bearing provider organizations - **Startup Athlete:** Excelled in fast-paced, high-growth startup environments (Series A–C) - **Ready to Step Up:** A top-performing senior individual contributor hungry to earn their first sales-leadership seat by proving the motion first — this is your path into leadership, not a lateral VP move **Skills:** - **Enterprise Sales Mastery:** Comfortable managing 6–12+ month, multi-stakeholder deals (IT, C-suite, Clinical, Procurement, Rev Cycle) - **Hunter Mentality:** Relentlessly self-sources deals and pipeline - **Healthcare Operational Fluency:** Knows provider workflows, value-based care economics, care operations, and revenue cycle dynamics cold - **Relationship Builder:** Trusted partner to senior healthcare execs (CIO, COO, CFO, CMO, SVP) - **Consistent Quota Crusher:** History of closing $300K–$1M+ enterprise deals and exceeding quota - **Player-Coach Instinct:** Documents and teaches what works; ready to build a team from a motion they’ve personally proven **Your Winning Qualities:** - Hunter mindset — proactive, unflagging, self-motivated - Entrepreneurial — takes full ownership, thinks like a business owner - Resilient — thrives during long, complex sales cycles - Curious — wants to learn, adapt, and stay ahead - Collaborative — true team player - Adaptable — fast to respond to changes and client needs # Why Join? - **Proven Impact:** A platform already driving measurable results — ~$30M in financial value and ~7,000 additional preventive visits across a single customer’s network in 2025 — and winning seven-figure enterprise contracts. - **Category Credibility:** NCQA PHM-prevalidated Care Operations module; founding team from Aledade and Redesign Health / Vault Health. - **AI-Native Product:** Built with Claude, automated transcription, and intelligent workflows as core infrastructure — a genuinely differentiated product to sell. - **Founding-Leader Path:** Own the number as a hunter now, then build and lead the team on a motion you personally proved — real autonomy and a direct hand in building the sales function from the ground up. - **Mission-Driven Culture:** Work with a small team of talented, passionate problem-solvers making a measurable difference in healthcare. # Compensation - **Base salary:** $200,000–$250,000 - **On-target earnings:** ~$400,000–$500,000 at a 50/50 base/variable split — uncapped commission with accelerators - **Equity:** meaningful founding-hire equity (4-year vest, 1-year cliff) - Full benefits (health, dental, vision, 401k); remote-friendly with true startup flexibility # Ready to Drive Real Change? If you’re a sales champion eager to leave your mark on the future of healthcare technology, let’s talk. Apply now — and help build the next generation of value-based care, one enterprise partnership at a time. Kairon Health is proud to be an equal opportunity employer committed to building a diverse and inclusive environment.