Enterprise Sales Lead (Health Systems)

Aviary; Richmond (VA); Remote; USD 300.000 - 400.000; Vollzeit

Zusammenfassung

Aviary is seeking an elite Enterprise Sales Lead to drive growth by leveraging relationships with the nation’s leading health systems within a designated territory. This IC role demands a proven track record in closing complex enterprise deals and navigating healthcare partnerships.

remote role with a strong East Coast preference, and on-site with potential clients 30–50% of the time during late deal cycles.

Qualifikationen

• Proven track record closing enterprise deals with IDNs.
• Ability to build pro-forma models in Excel.
• Strong network of health system relationships.
• Experience with healthcare contracts and IT/compliance workflows.

Aufgaben

• Own a territory of large IDNs and lead full sales cycle to contract.
• Meet and exceed sales targets and drive revenue growth.
• Generate and own the pipeline and qualify leads through executive access.
• Lead complex meetings with health system stakeholders and address technical/financial/clinical inquiries.
• Navigate pre-implementation with IT, Integrations, Legal, and Compliance to secure signatures.
• Build ROI models and pro-forma analyses for prospective partners in Excel.
• Prepare boardroom-ready proposals and tailored executive decks.

Kenntnisse

Enterprise sales

Relationship building

Proven closer

Analytical thinking

Excel modeling

Tools

Excel

Jobbeschreibung

Aviary is on a mission to empower everyone to live a long, full, and optimal life. We’re seeking an elite Enterprise Sales Lead to drive our next stage of growth by leveraging relationships with the nation’s leading health systems within a designated territory.

This is an Individual Contributor (IC) role for a high-impact builder with a proven track record of establishing clinical partnerships with health systems and several years of closing complex enterprise deals. Your expertise may include healthcare consulting or advisory work, and you bring a seasoned playbook along with an established network of health system relationships. This is a remote role, with a strong preference for candidates based on the East Coast. Because this role requires deep relationship-building and navigating high-stakes negotiations, you should expect to be on-site with potential clients 30 to 50% of the time, especially during the later stages of a deal cycle. You must be as comfortable building a pro-forma in Excel as you are working through the "pre-implementation" gauntlet with hospital IT, Legal, and Compliance teams to get a contract signed.

Responsibilities

Specifically, in this role you will:

• Own a Territory of Large IDNs: Lead the full sales cycle for the nation’s largest health systems, from initial opportunity identification to relationship building, negotiation, and final contracting. You will not be managing any staff.
• Meet and Exceed Sales Targets: Meet and exceed sales targets, consistently driving revenue growth
• Generate and Architect the Pipeline: Take total ownership of your territory’s sales plan. You are responsible for identifying and qualifying your own leads, leveraging your network and persistence to bypass gatekeepers and secure executive-level access.
• Command Complex Environments: Lead complex meetings with health system stakeholders. You handle pressure with poise, think on your feet, and maintain authority while addressing technical, financial, and clinical inquiries.
• Master the Pre-Implementation Process: Drive momentum beyond clinical buy-in. You are responsible for navigating the technical and administrative middle of the deal, threading the needle between IT, Integrations, Legal, and Compliance to remove blockers and secure a signature.
• Own the Analytics & ROI: Build pro-formas, opportunity analyses, and ROI models in Excel for prospective partners. You interpret health system performance metrics to build transformative solutions that solve their specific financial needs.
• Lead Executive Presentations and Strategy Sessions: Produce boardroom-ready proposals and decks. Every deliverable must be highly polished and tailored to the specific political and financial pressures of each health system.

30-60-90 Day Expectations in this Role

We understand that building a pipeline is a new process and tough to predict. To support you, we align the early stages of this role with 1-2 critical milestones that we know set the tenor for high-quality, long-term partnerships. We acknowledge that selling to health systems takes time, so we also provide you with a warm pipeline when you first get started to help you secure early wins.

First 30 Days

• Onboard & Map: Deep dive into Aviary Health's clinical model, technology, and value prop. Master the technical workflow tools, including CRM, pro-forma models, and analysis tools.
• Pipeline Kick-off: Leverage your existing network + other pipeline generation levers to initiate initial "discovery" conversations and begin generating net-new enterprise leads within your first month.

First 60 Days

• Deal Maturation: Demonstrate active pipeline growth by advancing multiple Tier-1 targets through early-stage qualification and solution design.
• Master the Sales Playbook: Within your first 60 days, you will have mastered Aviary Health's sales stages and the specific milestones required to move a deal forward. You will clearly understand how to execute each step of our process, collaborating closely with health system leaders to advise them on the strategic path toward a successful collaboration.

First 90 Days

• Sales Progression: Show significant deal progression by moving enterprise-level deals into advanced stages of internal review and evaluation.
• Playbook Execution: Execute on a repeatable playbook for your territory that prioritizes high-impact, high-probability targets and consistently generates new pipeline + existing pipeline progression.

Who You Are

• Proven Closer: You have a demonstrated history of executing deals with large Integrated Delivery Networks (IDNs). You can point to signed contracts and explain exactly how you navigated the political and financial hurdles to get them.
• Analytical Rigor: You analyze and segment your market, devise a strategy, and execute with discipline. You build your own models, spreadsheets, and decks—viewing every step of the sales funnel as a workflow you control.
• Ownership Mentality: You operate as the true owner of your territory and hold yourself accountable within every deal from the first meeting to signature.
• Urgency + Grace + Trustworthiness: You have a reputation for being innovative and friendly but you are a relentless executor. You know how to push toward a signature without burning the bridge.
• Mission-Driven: You are drawn to Aviary because you want to drive massive clinical impact in cardiac care.
• Generous PTO / sick leave / health benefits
• 401(k) plan
• Health and wellness stipend
• Expected compensation range: $300,000 – $400,000 OTE split between base salary and variable performance bonus