VP, Sales

Job description

### **What we’re looking for** We’re seeking an exceptional VP of Sales to lead Zus’s enterprise sales organization and drive the next phase of commercial growth to $100M+ in ARR. Reporting to the COO, this leader will be accountable for delivering ambitious bookings targets, developing a high-performing team of Enterprise Sales Directors, and building a disciplined and repeatable enterprise sales motion. This is a hands-on role managing a team of five Enterprise Sales Directors - with more growth ahead. You’ll lead from the front: coaching sellers through opportunities, engaging directly with executive buyers, developing account and deal strategies, and personally helping close Zus’s most important and complex enterprise customers. You should be equally comfortable reviewing pipeline and conversion metrics, giving detailed feedback after a customer meeting, and sitting across the table from a healthcare executive to negotiate a transformational partnership. You will establish high standards for prospecting, discovery, qualification, value articulation, executive engagement, management by metrics, forecasting, negotiation, and closing. You’ll partner closely with our CEO Jonathan Bush, COO Jason Bent, and Board members across a16z, FPrime, Maverick Ventures, and Drive Capital among others to deliver exceptional growth for the business. You will collaborate with Marketing, Sales Engineering, Product, Customer Success, Finance, and Zus’s executive team to ensure we are pursuing the right customers, positioning Zus effectively, and converting market opportunity into durable revenue growth. **As part of our team, you will** ### Lead and Develop the Enterprise Sales Team - Lead and develop a high-performing team of Enterprise Sales Directors, creating a culture of ambition, accountability, preparation, and continuous improvement - Set clear expectations for individual and team performance and hold the organization accountable for delivering against bookings targets - Coach sellers deeply on discovery, qualification, account strategy, executive engagement, value articulation, negotiation, and closing - Regularly join customer meetings, pipeline reviews, and deal strategy sessions –not simply to inspect results, but to actively improve seller performance - Develop Enterprise Sales Directors into exceptional enterprise sellers capable of navigating complex organizations and building relationships with senior executives - Recruit, onboard, and develop outstanding sales talent as Zus grows - Build a culture where feedback is frequent, specific, actionable, and expected ### Own Bookings & Enterprise Sales Execution - Own the enterprise sales number and consistently deliver against ambitious quarterly and annual bookings targets - Establish a clear operating cadence around pipeline generation, pipeline coverage, opportunity progression, forecasting, and closing - Maintain a detailed understanding of every significant opportunity and proactively identify where Zus leadership intervention can improve the probability or speed of a close - Create accountability for the leading indicators that ultimately drive bookings, including pipeline creation, stage conversion, sales velocity, deal size, and win rate - Build a forecasting process that is rigorous, transparent, and consistently accurate - Identify performance gaps early and take decisive action to address them - Continuously improve the productivity and effectiveness of the enterprise sales organization ### Personally Drive Strategic Enterprise Deals - Act as an executive sponsor and active seller on Zus’s largest and most strategically important opportunities - Work directly with Enterprise Sales Directors to develop account strategies, map stakeholders, build champions, navigate procurement, and create compelling business cases - Establish trusted relationships with C-suite and senior executives across healthcare organizations - Lead or participate in critical discovery conversations, executive presentations, commercial negotiations, and closing conversations - Help customers understand both the immediate value of Zus and the broader strategic opportunity created by better access to healthcare data - Navigate complex, multi-stakeholder enterprise sales cycles with persistence, creativity, and commercial judgment - Know when to coach from the sidelines and when to step directly into a deal to help get it across the finish line ### Build a World-Class Sales Operating System - Establish and continuously improve Zus’s enterprise sales methodology, qualification standards, pipeline management, account planning, and deal review processes - Define what great execution looks like at every stage of the sales cycle and ensure those expectations are consistently applied across the team - Use data to understand funnel performance, identify bottlenecks, and determine where changes in strategy or execution can improve results - Develop repeatable playbooks for Zus’s highest-value customer segments and use cases ### Shape Go-to-Market Strategy - Partner with the COO and executive team to translate company strategy and revenue goals into a focused enterprise sales strategy - Develop a deep understanding of Zus’s market, customers, competitive landscape, and evolving buyer needs - Help define target segments, account prioritization, messaging, packaging, and commercial strategy based on what we learn in the market - Bring structured market and customer insights back to Product and company leadership to inform strategy and investment decisions - Partner closely with Marketing to build sufficient high-quality pipeline and sharpen Zus’s positioning with enterprise buyers - Collaborate with Solutions, Product, and Engineering to ensure prospects understand how Zus can solve their most important business and technical challenges - Partner with Customer Success and Delivery to create strong transitions from sale through implementation, adoption, and expansion ### You're a good fit because - 10+ years of enterprise B2B sales experience, including significant leadership responsibility in complex, high-value sales environments - A strong track record of building and leading high-performing enterprise sales teams and consistently delivering against ambitious bookings targets - Proven ability to coach senior sellers, improve deal execution, and personally help close strategic enterprise customers - Deep expertise in enterprise sales fundamentals, including pipeline management, forecasting, qualification, executive engagement, negotiation, and closing - Strong operational discipline and the ability to use data, metrics, and sales analytics to diagnose performance and improve conversion, velocity, win rates, and productivity - Executive presence, commercial judgment, and the ability to build trust with senior leaders across complex healthcare organizations - A hands-on leadership style and comfort moving between strategy, team development, operating rigor, and direct customer engagement - Experience operating effectively in a fast-moving, growth-stage environment with high expectations for ownership and results ### Preferred & Differentiating Experience - Experience selling healthcare technology, data, interoperability, infrastructure, or other complex platform solutions - Experience applying AI to improve sales productivity, account research, pipeline inspection, forecasting, coaching, or other parts of the commercial workflow - Strong fluency in sales analytics and performance management, including pipeline coverage, conversion rates, sales velocity, win rates, forecast accuracy, rep productivity, and bookings attainment - Experience building dashboards, operating cadences, and management systems that turn sales data into clear actions for the team - Familiarity with healthcare data, APIs, FHIR, EHR ecosystems, and emerging AI-enabled healthcare workflows - Experience scaling an enterprise sales organization through a period of significant growth