Sales Executive - job 1 of 4

Home health is a $140B market, but agencies lose nearly half their revenue to back-office overhead: scheduling, documentation, billing, prior authorizations. That waste drives up costs, burns out clinicians, and leaves millions of patients without care. We automate that work so our teams can focus on what matters—getting patients seen.

The result: we operate with meaningfully better margins than traditional agencies, and we pass that advantage forward. We pay clinicians more, accept patients other agencies turn away, and scale faster because our operations aren't bottlenecked by paperwork.

We've paired a world-class technology team (from Stanford, Harvard, Palantir, Google) with healthcare operators and advisors from the most successful healthcare companies to build a platform that handles the back office end-to-end—from intake and eligibility through charting, QA, and collections. We're already delivering care across multiple states and growing rapidly.

Our mission is "any care, any where." We're starting with home health and expanding from there.

Every dollar in revenue we generate takes two dollars of waste out of the healthcare system. If we win, patients win.

The Opportunity — Build and Scale a Revenue Engine

We're at an inflection point. We've proven the model across multiple markets and are ready to aggressively scale across Texas and beyond. We need a Head of Sales—a proven revenue leader who has built, scaled, and led high-performing sales organizations—to own the growth strategy and execution for the company.

You will be responsible for the entire sales organization and go-to-market strategy, working directly with the founders to build the commercial engine that powers care delivery nationwide. You'll set the vision, build the team, and be accountable for the revenue number.

Think of this as:

• Revenue strategy & execution — define the multi-market growth plan, set targets, allocate resources, and drive predictable QoQ revenue growth across all markets

• Organizational design & team building — architect the sales org from the ground up: hire and develop Regional Sales Managers/Directors, build out field teams, and create the leadership bench that scales with the business

• Enterprise & health system partnerships — personally lead the most strategic relationships with major health systems, securing preferred provider status and strategic alliances at the C-suite level

• Go-to-market infrastructure — build the systems, processes, and operating cadence (pipeline management, forecasting, territory planning, comp design) that turn a scrappy sales motion into a scalable machine

You'll be one of the most senior leaders at the company, with a direct line to the CEO and a seat at the table on company strategy. Top performers have a clear path to CRO or equivalent as the company scales.

This role is designed for a leader with a track record of building revenue organizations from early stage to scale—someone who combines strategic vision with the willingness to get in the field, close deals, and lead from the front.What You'll Do

1. Own the revenue number and growth strategy

• Define and execute a multi-market expansion plan across Texas metros and into new states

• Set ambitious, data-backed revenue targets and build the operating plan to deliver them — including market prioritization, resource allocation, and hiring plans

• Own the P&L for the sales organization: drive top-line growth while maintaining efficient unit economics

• Build a forecasting and pipeline management discipline that gives the leadership team confidence in the trajectory

2. Build and lead the sales organization

• Design the org structure: hire, develop, and retain sales leadership and field sales teams across multiple markets

• Create a talent strategy — you are the chief recruiter for the sales org and view building a leadership bench as a core part of your role

• Establish the operating cadence: weekly pipeline reviews, monthly business reviews, quarterly planning cycles

• Set compensation structures and incentive plans that attract top performers and reward results

• Build a culture of accountability, ownership, and continuous improvement

3. Lead enterprise and health system partnerships

• Personally own the most strategic health system relationships — build credibility with hospital C-suite executives, system VPs, and post-acute leadership

• Secure preferred provider status, quality alliance memberships, and strategic referral agreements with top-tier health systems

• Understand and speak fluently to what health system executives care about: quality metrics, readmission rates, cost of care, patient satisfaction, and network adequacy

• Position Adaptive as a strategic partner — not just another home health vendor — by leveraging our technology and cost structure as competitive differentiators

4. Build scalable go-to-market infrastructure

• Stand up the sales operations function: CRM, reporting, territory planning, lead routing, and performance analytics

• Define and track the leading and lagging indicators across the entire funnel — from referral source engagement through admissions

• Build playbooks, training programs, and onboarding processes that accelerate rep ramp time and drive consistent execution across markets

• Provide data-driven strategic recommendations to the executive team on market expansion, competitive positioning, and resource deployment

5. Shape company strategy

• Serve as a key member of the executive leadership team — contribute to company-wide strategic decisions, board-level reporting, and fundraising narratives

• Translate field intelligence into product and operations insights that improve the care delivery model

• Identify adjacencies and expansion opportunities beyond home health as the company grows

Must-Have Experience

• 10+ years in sales leadership, with at least 2 years in a VP of Sales, SVP, or CRO role — you've led organizations, not just teams

• Proven track record of building and scaling a sales org from scratch — multi-market team buildout, sales operations infrastructure (CRM, reporting, territory planning, forecasting), and compensation design through significant revenue milestones (ideally $20M+ ARR or equivalent)

• Field sales leadership experience — you've built and overseen field sales teams, managed territory-level performance, and deeply understand the day-to-day reality of the reps you'll be leading

• Hands-on, player-coach mentality — you've built from scratch and are comfortable rolling up your sleeves in a fast-moving environment