Vice President, Sales

Council Capital • Nashville, TN

1d

About The Position

Council Capital is a healthcare-focused private equity firm based in Nashville, Tennessee, 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, using a model in which it 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 is focused on closing new business, converting referral partner introductions, developing referral relationships, and maintaining accurate pipeline and forecasting information in HubSpot. One of the two initial hunter hires will also open assisted living and skilled nursing contracts under this leader’s direction.

Success in the first year means closing the first deal within 60 days, helping the team achieve initial wins, building a predominantly self-generated pipeline by month six, meeting ramped quotas and reaching accelerators, and signing customers who go live, remain customers, and refer others. The role emphasizes full-price sales, fast 45-to-60-day cycles, and compensation tied to individual and team results. Commission is uncapped, with increased rates above quota and monthly and quarterly incentives.

Requirements

• At least five years of B2B sales experience, including at least three years closing new business against a quota.
• Currently carrying a sales quota.
• Demonstrated ability to build and close most of an outbound pipeline.
• Ability to close deals in the $20,000 to $85,000 range on 45-to-60-day sales cycles.
• Experience selling to owner-operators who personally sign contracts.
• A clinical background in PT, OT, SLP, PTA, or OTA, 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 share.
• Interest in compensation tied to personal results and team performance.
• Experience coaching, mentoring, or ramping new sales representatives while carrying an individual quota.

Nice To Haves

• Experience selling an EMR and revenue cycle bundle to outpatient providers.
• Experience selling a percentage-of-collections pricing model.
• Experience selling 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 carrying an individual sales quota.
• Build most of the individual sales pipeline through outbound outreach to qualified physical, occupational, and speech therapy practices.
• Run discovery, product demonstrations, and sales processes to close deals in 45 to 60 days at full price and standard terms.
• Convert referral partner introductions into customers quickly and help develop additional referral partners.
• Direct an initial hunter hire who will also pursue assisted living and skilled nursing contracts.
• Manage and coach the sales team to maintain an accurate HubSpot pipeline and produce credible forecasts.
• Coach and ramp new sales representatives while continuing to carry an individual sales quota.
• Help ensure signed practices go live, remain customers, and generate referrals.

Benefits

• Uncapped commission, with an increased rate after quota is exceeded.
• Monthly and quarterly incentive payments for consistent performance.
• Opportunity to help lead the growing sales team.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed