Vice President of USA Sales, AlayaCare
More information about location
Cloud-based home health care software
Job no longer available
Cloud-based home health care software
501-1000 employees
Job no longer available
More information about location
501-1000 employees
Company mission
To empower care providers to achieve better health outcomes by delivering transformative technology and data insights to focus on what really matters.
Role
Who you are
- Bachelor’s Degree in a related field
- 10+ years of experience in b2b SaaS sales with emphasis on enterprise sales
- 5+ years of leadership experience owning the enterprise (or enterprise + SMB) sales function
- US Post-acute care experience is strongly preferred, ideally from the software level, though exposure at the provider or payer level would also ben an asset
- Knowledge of complex, subscription-based sales cycle within a SaaS environment
- Experience leading and scaling teams
- Experience with value-based selling methodologies inclusive of Discovery, Qualification, Business Case, Demonstration, Validation and Negotiating the Close stages. Ability to coach and develop our sales team with these disciplines.
- Demonstrable success selling to C-suite economic buyers in enterprise accounts.
- Experience managing territory and quota assignments and their rapid evolution as we scale.
- Technical acumen with the ability to adopt and optimize new sales and martech
- Comfortability presenting in person and virtually with prospects and internal stakeholders
- Exposure to Revenue Cycle Management, insurance, Medicaid and Medicare in non-congregate post-acute care is a definite asset
What the job involves
- Reporting to the Chief Revenue Officer, the VP Sales role is responsible for building a world class sales organization, driving new customer acquisition in our primary market – home and community in the United States
- Responsible for AlayaCare’s existing as well as prospective clients, the VP Sales i in the enterprise b2b SaaS space and has a strong understanding of the post-acute healthcare market within the US
- Drives New Logo acquisition - a key part of this role is acquiring new customers through our direct sales and product-led growth (PLG) efforts in the enterprise
- Leads AlayaCare’s Enterprise Sales teams and Directors of Sales within the US market (direct and indirect reporting lines)
- Works directly with AlayaCare’s CRO to set monthly, quarterly, and annual enterprise sales targets and ensure our team consistently hits its sales goals
- Develops major goals to support broad functional objectives and approves policies developed within various sub-functions
- Builds, mentors and develops our sales team by actively participating in sales meetings, presentations, and negotiations
- Develops and tracks leading indicators of sales success and trailing data points of client success
- Increases the speed of our “Land and Expand” approach: One of our greatest strengths is our ability to significantly grow our annual recurring revenue (ARR) via the Large and Enterprise providers in the US market
- Develops and optimize predictable, repeatable, and scalable sales processes and bookings forecasts
- Owns the planning for our next phase of growth so we’re well-prepared for bringing on more sales reps and quickly onboarding them
- Contributes as key player in refining AlayaCare’s go-to-market strategy, refining our ideal customer profile (ICP), defining our target account list, optimizing our pricing and packaging, and prioritizing our product roadmap
- Partners directly with our SVP, Marketing on our account-based marketing (ABM) efforts and PLG acquisition funnel
- Identifies and measures key performance metrics and use data to drive optimization opportunities in our sales efforts
- Travels up to 3-10 business days per month, which varies by demand (primarily within Canada and the USA)
Our take
The home healthcare market is growing due to the ageing population, a global shortage of care workers and a shift to value-based reimbursement. AlayaCare's end-to-end software platform for care providers allows staff to manage the entire client lifecycle, from referrals and intake to billing and payroll. It helps back-office processes run more efficiently, allowing staff to focus on outcomes instead of paperwork.
AlayaCare's platform aims to deliver better patient outcomes and lower costs for providers, reducing both client intake times and resubmissions. This approach has earned the company a large client base of hundreds of home care and assistance firms, including Nurse Next Door, Home Instead and Bayada Home Health Care.
The company was not immune to the general downturn in the tech sector in 2022 and slowed growth as a result. That said, AlayaCare made a series of moves towards a more sustainable business model, which has seen it emerge in a good position. It has now raised additional support to integrate AI into its health record platform.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-12% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
Feb 2024
$2.3m
GROWTH EQUITY VC
Jun 2021
$161.7m
SERIES D
Total funding: $257.9m
Company benefits
- Open and Transparent Culture
- Health and Wellness Activities
- Health Benefits Package
- Flexible Vacation Policy
- Around the clock healthy snacks
- Happy Hours and Team Outings
- Employee Growth & Development
- Prime Office Locations
Company HQ
Le Plateau-Mont-Royal, Montreal, QC
Leadership
Adrian Schauer
(Founder & CEO)Serial technology entrepreneur and active Angel Investor. Sits on the boards of several companies, including Chipcare, TrackTik and Resolver. Co-Founder of the charitable organisation Madiro Fund.
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