Keller Executive Search · 7 hours ago
VP of B2B Sales
United States
Full-time
Remote
Director/Executive
$180K/yr - $230K/yr
7+ years expKeller Executive Search is representing one of the nation's largest telemedicine companies, which is seeking a VP of B2B Sales to build and scale their enterprise revenue engine. This role involves direct ownership of enterprise sales, go-to-market execution, and partner development as the company expands into B2B markets.
Staffing & Recruiting
Responsibilities
Personally lead early enterprise and partner-driven sales efforts
Build, scale, and manage the B2B sales organization (AEs, SDRs, CSMs, Partner Success, Sales Engineering)
Design compensation plans, quota structures, onboarding programs, and career ladders
Establish a culture of execution excellence, accountability, and data-driven decision-making
Train teams on healthcare sales methodology, PMPM pricing models, and ROI-driven enterprise selling
Define ICP prioritization, segmentation, buyer personas, and messaging by channel
Build repeatable outbound → discovery → demo → proposal → close motions
Develop sales playbooks, value propositions, and presentations tailored to employers and brokers
Collaborate with marketing on PPC, content, events, and ABM programs
Establish broker and consultant enablement strategies
Lead high-value sales conversations with HR leaders, founders, COOs, and benefits decision-makers
Own end-to-end enterprise deal execution including discovery, proposals, negotiation, and contracting
Manage complex PMPM pricing structures, multi-state deployments, and enterprise SLAs
Work cross-functionally with Clinical Operations, Compliance, Product, and Legal
Own pipeline management, forecasting accuracy, and revenue pacing
Implement sales dashboards, KPIs, and performance tracking
Report monthly and quarterly revenue performance to CEO and executive leadership
Qualification
Required
Bachelor's degree required (Business, Healthcare Administration, Finance, or related field preferred)
7-12+ years of B2B sales leadership experience in telehealth, healthtech, employer benefits, digital health, or adjacent healthcare sectors
Proven track record building and scaling B2B revenue from early traction through meaningful ARR growth (e.g., $0-$10M, $5M-$30M+)
Direct experience selling PMPM, PEPM, per-visit, or membership-based healthcare offerings
Experience building and managing multi-channel sales teams (AEs, SDRs, CSMs)
Demonstrated success closing mid-market and enterprise employer or benefits deals
Strong understanding of healthcare compliance, clinical operations, and virtual care delivery
Exceptional enterprise sales leadership and negotiation skills
Deep familiarity with the employer benefits ecosystem
Strong analytical and forecasting capabilities
Ability to build systems, teams, and processes from scratch
Excellent cross-functional collaboration and communication
Thrives in fast-moving, founder-led environments
Experience building out a sales department/team from scratch
Experience building out and enforcing KPIs
Able to take full ownership from day 1
Preferred
MBA or advanced degree
Experience at digital health or consumer health companies (Teladoc, One Medical, Amwell, Included Health, Carbon Health, Thirty Madison, Hims, Hers, Ro, Nurx, or similar)
Established relationships with benefits brokers, consultants, TPAs, or employer networks
Experience selling into staffing, gig economy, or distributed workforce populations
Background negotiating enterprise SaaS or hybrid healthcare contracts
Benefits
Performance-based incentive structure (to be developed with successful candidate)
Meaningful equity stake
Fully remote position - work from anywhere
Growth opportunity: Full ownership of the sales side of the business with ability to shape team structure, processes, and strategy
Career path: Small organization with ability to make a significant impact and carve out the team to match your vision
Aggressive expansion phase: Join at a pivotal moment as the company shifts from organic marketing growth to enterprise sales-driven growth
Company
Keller Executive Search
Keller Executive Search is a boutique executive recruitment and advisory firm dedicated to connecting top-tier talent with leading organizations worldwide.
11-50 employees
Funding
Current Stage
Early StageCompany data provided by crunchbase