VP, Sales
About The Position
Apella is seeking a VP of Sales to build and lead its national sales organization, developing the team, structure, and strategy needed to scale sales across enterprise health systems. This is a player-coach role for an experienced enterprise sales leader who can manage complex, multi-stakeholder sales into hospitals and health systems and build and scale a sales team beyond their own individual performance. The VP of Sales will set and execute national sales strategy, lead a team of six direct reports across territories, and establish the hiring, organizational structure, processes, and infrastructure needed for future growth. The role will own executive-level relationships and oversee negotiations for large, system-wide deals, while partnering with internal teams on go-to-market strategy and adoption. The VP will also represent Apella externally as a trusted industry voice.
Requirements
- 12+ years of enterprise sales experience, including meaningful time in a sales leadership role.
- 8 years of sales leadership experience.
- Proven success acquiring new logos and winning net-new business in greenfield accounts, not just expanding existing accounts.
- Direct, hands-on experience selling into hospitals and health systems.
- Specific experience building and scaling a sales team.
- Experience managing a national sales motion across multiple regions or territories.
- Background in MedTech, medical devices, healthcare capital equipment, complex healthcare SaaS/platform sales, or a combination of these.
- Deep expertise in multi-stakeholder, long-cycle enterprise sales, including RFPs, system-wide contracting, and creative deal structures.
- Record of top-performer recognition, such as President's Club, Rep/Manager of the Year, or quota attainment, at both individual and team levels.
- Ability to operate in a startup environment with ambiguity and build from scratch while applying enterprise discipline and process.
- Strong leadership presence and ability to mentor, coach, and influence the sales team and cross-functional peers.
- Mission-driven orientation and genuine interest in improving surgical outcomes through technology.
Responsibilities
- Set and execute Apella's national sales strategy across enterprise health systems, IDNs, and large hospital networks.
- Lead and develop a team of six direct reports covering territories across the country; hold the team accountable to quota and coach them to achieve it.
- Build and scale the sales function, including hiring future representatives, designing territory and organizational structures, and establishing processes and infrastructure.
- Refine and execute a repeatable sales playbook, including messaging, deal stages, and qualification criteria.
- Own executive-level relationships with C-suite leaders, surgeons, OR directors, IT teams, and administrators at large health systems.
- Lead or oversee negotiations, RFPs, and contract structuring for multi-million-dollar, system-wide deals.
- Partner strategically with marketing, product, R&D, and customer success to shape go-to-market efforts and accelerate adoption.
- Represent Apella externally as a credible, trusted voice in the industry.
Benefits
- Competitive salary and stock options.
- Flexible vacation policy and a culture that values time for rest and recharging.
- Remote-first work environment with virtual and in-person events to foster team connection.
- Comprehensive health, dental, and vision insurance.
- 16 weeks of parental leave for all parents.
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What This Job Offers
Job Type
Full-time
Career Level
Executive
Education Level
No Education Listed
