VP of Sales

What we’re looking for

We’re seeking an exceptional VP of Sales to lead Zus’s enterprise sales organization and drive the next phase of commercial growth to $100M+ in ARR. Reporting to the COO, this leader will be accountable for delivering ambitious bookings targets, developing a high-performing team of Enterprise Sales Directors, and building a disciplined and repeatable enterprise sales motion.

This is a hands-on role managing a team of five Enterprise Sales Directors - with more growth ahead. You’ll lead from the front: coaching sellers through opportunities, engaging directly with executive buyers, developing account and deal strategies, and personally helping close Zus’s most important and complex enterprise customers. You should be equally comfortable reviewing pipeline and conversion metrics, giving detailed feedback after a customer meeting, and sitting across the table from a healthcare executive to negotiate a transformational partnership. You will establish high standards for prospecting, discovery, qualification, value articulation, executive engagement, management by metrics, forecasting, negotiation, and closing. 

You’ll partner closely with our CEO Jonathan Bush, COO Jason Bent, and Board members across a16z, FPrime, Maverick Ventures, and Drive Capital among others to deliver exceptional growth for the business. You will collaborate with Marketing, Sales Engineering, Product, Customer Success, Finance, and Zus’s executive team to ensure we are pursuing the right customers, positioning Zus effectively, and converting market opportunity into durable revenue growth.

As part of our team, you will

• Act as an executive sponsor and active seller on Zus’s largest and most strategically important opportunities
• Work directly with Enterprise Sales Directors to develop account strategies, map stakeholders, build champions, navigate procurement, and create compelling business cases
• Establish trusted relationships with C-suite and senior executives across healthcare organizations
• Lead or participate in critical discovery conversations, executive presentations, commercial negotiations, and closing conversations
• Help customers understand both the immediate value of Zus and the broader strategic opportunity created by better access to healthcare data
• Navigate complex, multi-stakeholder enterprise sales cycles with persistence, creativity, and commercial judgment
• Know when to coach from the sidelines and when to step directly into a deal to help get it across the finish line

• Partner with the COO and executive team to translate company strategy and revenue goals into a focused enterprise sales strategy
• Develop a deep understanding of Zus’s market, customers, competitive landscape, and evolving buyer needs
• Help define target segments, account prioritization, messaging, packaging, and commercial strategy based on what we learn in the market
• Bring structured market and customer insights back to Product and company leadership to inform strategy and investment decisions
• Partner closely with Marketing to build sufficient high-quality pipeline and sharpen Zus’s positioning with enterprise buyers
• Collaborate with Solutions, Product, and Engineering to ensure prospects understand how Zus can solve their most important business and technical challenges
• Partner with Customer Success and Delivery to create strong transitions from sale through implementation, adoption, and expansion