Vice President, Sales

Council Capital•Nashville, TN

15d

About The Position

Council Capital is a Nashville-based healthcare-focused private equity firm managing more than $350 million in committed capital. Its portfolio company, StrataPT, provides practice management software and revenue cycle management for outpatient physical, occupational, and speech therapy practices. StrataPT helps practices recover revenue lost to denied claims, underpayments, and unresolved billing, and is paid when customers are paid. The Vice President, Sales will build and lead a high-performing sales team while personally generating much of their own pipeline through outbound outreach to qualified therapy practices. The role involves converting referral partner introductions, developing additional referral relationships, and supporting entry into assisted living and skilled nursing markets. The successful candidate will run a disciplined sales process, close deals at full price and standard terms, and maintain accurate pipeline and forecasts in HubSpot. This is an early sales leadership hire with the opportunity to help shape and lead the growing team.

Requirements

At least five years of B2B sales experience.
At least three years closing new business against a quota; currently carrying a sales quota.
Demonstrated success as a hunter who has built and closed most of their own pipeline.
Ability to close deals in the $20,000 to $85,000 range on sales cycles of 45 to 60 days.
Experience selling to owner-operators who personally sign contracts.
A clinical background in physical therapy, occupational therapy, speech-language pathology, physical therapist assisting, or occupational therapist assisting, or at least three years selling software or billing services to outpatient therapy practices.
Ability to defend pricing when prospects push for concessions, with examples to demonstrate this skill.
Interest in compensation tied to individual results and team performance.
Experience coaching, mentoring, or ramping new sales representatives while carrying an individual quota.

Nice To Haves

Sold an EMR and revenue cycle bundle to outpatient providers.
Sold a percentage-of-collections pricing model.
Sold recurring contracts to assisted living or skilled nursing facilities.
Experience using HubSpot as a system of record.
Experience training new sales representatives or coaching peers.
Experience at a private equity-backed company.

Responsibilities

Build and lead a high-performing sales team while personally building much of the sales pipeline through outbound outreach to physical, occupational, and speech therapy practices.
Run discovery, product demonstrations, and sales processes through close, targeting 45- to 60-day cycles at full price and standard terms.
Convert referral partner introductions into customers and help add new referral partners.
Direct the opening of assisted living and skilled nursing contracts as part of the sales effort.
Manage and coach the team to maintain an accurate HubSpot pipeline and credible forecasts.
Coach and ramp sales representatives while carrying an individual sales quota.
Help build and grow the sales team, with potential to take on further leadership as the organization expands.