Charlotte Sales Leadership

Adaptive Home Health•Charlotte, NC

1d•Remote

About The Position

We are building a new kind of home health company — one that uses technology to remove the administrative burden that holds this industry back. Home health is a $140B market, but agencies lose nearly half their revenue to back-office overhead: scheduling, documentation, billing, prior authorizations. That waste drives up costs, burns out clinicians, and leaves millions of patients without care. We automate that work so our teams can focus on what matters — getting patients seen. The result: we operate with meaningfully better margins than traditional agencies, and we pass that advantage forward. We pay clinicians more, accept patients other agencies turn away, and scale faster because our operations aren't bottlenecked by paperwork. We've paired a world-class technology team (from Stanford, Harvard, Palantir, Google) with healthcare operators and advisors from the most successful healthcare companies to build a platform that handles the back office end-to-end — from intake and eligibility through charting, QA, and collections. We're already delivering care across multiple states and growing rapidly. Our mission is "any care, any where." We're starting with home health and expanding from there. Every dollar in revenue we generate takes two dollars of waste out of the healthcare system. If we win, patients win.

Requirements

5+ years of home health sales experience, with a proven track record of meeting or exceeding quota
1+ year in a player-coach, team lead, or sales management role, or demonstrated experience mentoring peers
Proven ability to build relationships with facility-level decision-makers (discharge planners, case managers, clinical leadership)
Comfort with data-driven territory planning and performance tracking

Nice To Haves

Hospice sales experience in addition to home health
A track record of building and expanding referral networks
Experience recruiting or screening sales talent
Mentored junior reps who went on to become top performers
Established facility relationships in [market]

Responsibilities

Owning and growing a defined territory, with a focus on high-value referral sources
Leading as a player-coach: managing your own accounts while coaching 2–5 sales reps
Building facility relationships with discharge planners, case managers, and facility leadership
Developing your reps through ride-alongs, pipeline reviews, and structured coaching
Driving quarter-over-quarter admission growth, the primary measure of success in this role
Execute a data-driven territory plan: prioritize high-value accounts, target whitespace, and win share from competitors
Manage your own book of 20–30 key accounts while overseeing rep coverage across the broader territory
Build relationships with discharge planners, case managers, and facility leadership to secure referrals
Deliver measurable quarter-over-quarter admission growth
Coach 2–5 reps through weekly 1:1s, ride-alongs, and pipeline reviews
Help reps sharpen their pitch, objection handling, relationship building, and time management
Set clear activity expectations and hold the team accountable to performance metrics
Partner with your RSM to recruit and onboard new reps
Lead weekly pipeline reviews to forecast and manage opportunities
Track leading indicators (visits, meetings, follow-ups) and lagging indicators (referrals, admissions, episodic mix)
Report territory performance to your RSM with data-backed insights and recommendations
Earn credibility with key referral sources by understanding their needs and following through on commitments
Position Adaptive as a differentiated partner, built on care quality and operational reliability
Work closely with operations to ensure seamless handoffs and strong patient outcomes
Implement the RSM's market penetration plan at the territory level
Share field feedback and market intelligence to inform strategy
Identify competitive threats and expansion opportunities