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Sales
VP of Sales
Full-timeOnsite · San Mateo, CA
About the Role
You'll own Klarity's revenue number and the machine that produces it. In a given quarter that means: personally driving our largest deals — behavioral health groups of 50 to 500+ providers, where you're in the room with the owner, the COO, and the clinical director, and your presence changes the outcome; running the forecast and pipeline reviews that make the number predictable, not hoped-for; hiring and coaching the AE team and the sales development engine beneath it; and building our partner channels into a pipeline source you can put on a board slide. You'll report to the CEO, present revenue to the board, and spend real time in the field: conferences, partner negotiations, and the flagship deals that define the year.
Why This Seat Matters
- Klarity is profitable, serves 3,000+ clinics, and monetizes as software, services, and a share of every dollar we collect for practices
- The lane upmarket is open and funded by our own margins — which means the constraint on growth is commercial execution, and this seat owns it
- You'll be Klarity's senior-most sales leader, with the strategy, the team, the partner economics, and the plan you defend to the board yours to author
Revenue Ownership
- Own the company revenue target — new business, expansion, and partner-sourced pipeline — and answer for it quarterly to the CEO and the board
- Personally lead our flagship deals: multi-stakeholder sales into 50–500+ provider groups, from executive first meeting through contract negotiation and signature, with the founder as your co-closer where it counts
- Own pricing and packaging recommendations across the platform — subscription, services, and collections-based revenue — and the deal-desk judgment calls that protect margin
Building and Running the Sales Organization
- Hire, ramp, and coach the AE team on top of our sales development engine; own quota design, territory math, comp plans, and the hiring bar for every commercial seat
- Install the operating cadence of a serious revenue org: weekly pipeline reviews, monthly forecasts that hold, quarterly business reviews, and CRM discipline you enforce rather than request
- Build account plans for our top prospects and customers, and grow expansion revenue from the clinics and groups already on the platform
Partnerships as a Channel
- Convert the companies that already serve behavioral health — RCM and billing firms, EHRs, MSOs — into a distribution channel: source, negotiate, and sign reseller and co-sell agreements with economics you can defend
- Own the partner P&L with the same rigor as the direct number: partner-sourced pipeline, attribution, margin, and forecast
- Manage the partner lifecycle past the signature — enablement, joint account planning, and quarterly reviews that keep partners producing instead of decorating a logo page
Representing Klarity in the Market
- Put Klarity in the rooms where behavioral health operators decide: industry conferences, association events, and the executive dinners where mid-market deals actually start — expect meaningful travel
- Bring the market back inside: where deals die, what buyers are asking for, and what that means for product, pricing, and positioning
What You Have
- 10+ years of B2B sales leadership, including ownership of a company- or business-unit-level revenue number — with results you can walk through by year, and forecasts that held
- A personal closing record on complex, multi-stakeholder deals ($500K+ ACV or equivalent), ideally sold to owner-operators, provider groups, or health system executives
- You've built a sales org from single digits: hired AEs from scratch, designed quota and comp plans, and run the pipeline-review and forecast cadence yourself, not through a RevOps layer
- Channel credibility: you've signed and operated partner agreements with real economics — reseller, co-sell, or embedded distribution — and can show the partner-sourced revenue that followed
- Operating rigor a board can trust: you reason from pipeline math and unit economics, and your plans survive diligence
- Strong plus: healthcare GTM — selling to provider groups or through RCM/EHR/MSO ecosystems; behavioral health fluency better still
Compensation & Benefits
- Base salary: $200,000 – $240,000
- Variable compensation tied to company revenue targets, with accelerators above plan — OTE up to $400,000
- Meaningful executive equity package
- Medical, dental, and vision coverage
- Paid time off, and more