Vice President of Sales

Company: Careficient
Vice President of Sales
Remote with travel (up to 30%)
Position Summary
Careficient is seeking an accomplished, highly connected, and results-driven Vice President of Sales to accelerate our growth throughout the home health, hospice, home care, and palliative care markets.
This is a senior-level, hunter-first sales position designed for an established healthcare technology sales professional who brings extensive industry knowledge, a proven history of exceeding revenue targets, and an existing network of relationships with key decision-makers throughout the home health and hospice industry.
Unlike traditional Vice President positions focused primarily on managing sales teams, this is a high-impact, individual contributor role with direct responsibility for generating new business, developing strategic relationships, managing complex sales opportunities, and consistently closing revenue-producing deals.
We are looking for an individual who does not need to build their industry network from scratch. The ideal candidate already has established credibility and meaningful relationships with home health and hospice agency owners, CEOs, Presidents, CFOs, COOs, and other influential healthcare executives.
Success in this role requires the ability to leverage existing industry relationships while continuously identifying, prospecting, and developing new opportunities through disciplined outbound sales activity.
The ideal candidate is a recognized industry sales professional who combines executive-level relationship-building skills with the competitive drive, accountability, and persistence of an elite hunter.
Roles and Responsibilities
Strategic Prospecting & New Business Development
Proactively identify, pursue, and secure new business opportunities throughout the home health, hospice, home care, and palliative care markets.
Leverage an established professional network to generate qualified introductions, executive-level meetings, and new sales opportunities.
Build and maintain a robust sales pipeline through strategic prospecting, cold calling, referrals, industry networking, conferences, and direct executive engagement.
Develop meaningful relationships with agency owners, C-suite executives, regional operators, and other influential decision-makers.
Identify opportunities within independent agencies, multi-location organizations, regional providers, and larger healthcare enterprises.
Utilize existing industry knowledge and relationships to accelerate sales cycles and create opportunities that may not be accessible through traditional prospecting.
Continuously expand professional influence through active participation in industry associations, conferences, and strategic networking opportunities.
Position Careficient as a trusted strategic technology partner rather than simply another EMR vendor.
Executive-Level Sales Execution
Own and manage the entire sales process, from initial engagement and discovery through proposal development, negotiation, and contract execution.
Lead sophisticated, consultative sales conversations with senior healthcare executives.
Identify compelling business events, operational challenges, financial objectives, and strategic initiatives that influence technology purchasing decisions.
Navigate complex buying committees involving executive leadership, clinical operations, finance, compliance, and information technology.
Develop compelling, value-based business cases that demonstrate how Careficient can improve operational efficiency, strengthen compliance, support financial performance, and enable agency growth.
Effectively position Careficient against competing EMR platforms through a strong understanding of the competitive landscape.
Coordinate executive presentations, product demonstrations, and strategic discussions with internal subject matter experts.
Negotiate complex agreements while maintaining deal profitability and long-term customer value.
Consistently advance qualified opportunities toward timely purchasing decisions and successful contract execution.
Industry Expertise & Strategic Relationships
Maintain a sophisticated understanding of the home health and hospice industries, including regulatory requirements, reimbursement models, operational challenges, and evolving market dynamics.
Demonstrate familiarity with Medicare reimbursement, clinical documentation requirements, revenue cycle management, compliance challenges, and agency growth strategies.
Understand the competitive EMR landscape and the primary factors influencing agencies to evaluate or replace their existing technology.
Establish credibility as a knowledgeable industry resource capable of advising executives on technology strategy and operational improvement.
Build relationships with industry consultants, association leaders, strategic partners, and other influential professionals who can generate qualified business opportunities.
Identify market trends, competitive threats, and emerging opportunities that can contribute to Careficient 's continued growth.
Provide leadership with valuable market intelligence, competitive insights, and customer feedback.
Revenue Ownership & Sales Performance
Assume direct accountability for achieving and exceeding assigned quarterly and annual sales revenue targets.
Consistently generate self-sourced pipeline through both established relationships and proactive new business development.
Maintain a healthy, diversified pipeline capable of supporting predictable revenue growth.
Develop strategic account plans for high-value opportunities and priority prospect organizations.
Accurately manage opportunities, sales activities, and revenue forecasts within Salesforce CRM.
Demonstrate strong deal qualification, opportunity management, and disciplined follow-through.
Maintain consistent sales momentum and accountability throughout extended enterprise sales cycles.
Collaborate with sales leadership to identify strategic growth opportunities and improve market penetration.
What Success Looks Like
Successful Vice Presidents of Sales at Careficient are established industry professionals who consistently convert relationships, market knowledge, and proactive sales activity into measurable revenue growth.
They are not dependent on inbound leads, marketing-generated opportunities, or an existing book of assigned prospects.
They possess the industry credibility to gain access to senior decision-makers, the expertise to create meaningful business conversations, and the sales discipline to consistently close new business.
Performance expectations include:
Consistent achievement or overachievement of quarterly and annual sales quotas.
Strong self-generated pipeline from existing industry relationships and new outbound prospecting.
Regular executive-level discovery meetings and qualified sales opportunities.
Successful acquisition of new home health and hospice agency customers.
Ability to develop and close larger, more complex, multi-stakeholder opportunities.
Strong opportunity conversion rates and effective sales cycle management.
Accurate Salesforce CRM management and revenue forecasting.
Continuous expansion of professional relationships and market influence.
Demonstrated ability to produce results independently with limited oversight.
Required Qualifications
8+ years of successful B2B sales experience, preferably within healthcare technology, healthcare SaaS, or healthcare software.
5+ years of direct sales experience within the home health and/or hospice industry, with a strong preference for candidates who have sold EMR, EHR, revenue cycle management, or other mission-critical technology solutions.
Proven history of consistently achieving or exceeding significant annual sales quotas.
Demonstrated success managing complex, full-cycle sales opportunities involving senior executive decision-makers.
Documented experience generating new business through self-directed prospecting, relationship development, and strate