VP, Sales

Who we are

Zus is a shared health data platform designed to accelerate healthcare data interoperability by providing easy-to-use patient data via API, embedded components, and direct EHR integrations. Founded in 2021 by Jonathan Bush, co-founder and former CEO of athenahealth, Zus partners with HIEs and other data networks to aggregate patient clinical history and then translates that history into user-friendly information at the point of care.

Zus's mission is to catalyze healthcare's greatest inventors by maximizing the value of patient insights - so that they can build up, not around.

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.

Lead and Develop the Enterprise Sales Team

• Lead and develop a high-performing team of Enterprise Sales Directors, creating a culture of ambition, accountability, preparation, and continuous improvement

• Set clear expectations for individual and team performance and hold the organization accountable for delivering against bookings targets

• Coach sellers deeply on discovery, qualification, account strategy, executive engagement, value articulation, negotiation, and closing

• Regularly join customer meetings, pipeline reviews, and deal strategy sessions –not simply to inspect results, but to actively improve seller performance

• Develop Enterprise Sales Directors into exceptional enterprise sellers capable of navigating complex organizations and building relationships with senior executives

• Recruit, onboard, and develop outstanding sales talent as Zus grows

• Build a culture where feedback is frequent, specific, actionable, and expected

Own Bookings & Enterprise Sales Execution

• Own the enterprise sales number and consistently deliver against ambitious quarterly and annual bookings targets

• Establish a clear operating cadence around pipeline generation, pipeline coverage, opportunity progression, forecasting, and closing

• Maintain a detailed understanding of every significant opportunity and proactively identify where Zus leadership intervention can improve the probability or speed of a close

• Create accountability for the leading indicators that ultimately drive bookings, including pipeline creation, stage conversion, sales velocity, deal size, and win rate

• Build a forecasting process that is rigorous, transparent, and consistently accurate

• Identify performance gaps early and take decisive action to address them

• Continuously improve the productivity and effectiveness of the enterprise sales organization

Personally Drive Strategic Enterprise Deals

• Act as an executive sponsor and active seller on Zus’s largest and most strategically…