Enterprise Sales Lead; Health Systems

Position: Enterprise Sales Lead (Health Systems)
What we're looking for

Recora is on a mission to empower everyone to live a long, full, and optimal life. We're seeking an elite Enterprise Sales Lead to drive our next stage of growth by leveraging relationships with the nation's largest health systems within a designated territory.

This is an Individual Contributor (IC) role for a high-impact builder who likely began their career in healthcare consulting or advisory before spending several years closing complex deals. We have a strong preference for candidates based in New York, but we are open to remote candidates who bring a seasoned and deep "rolodex" of established health system relationships. Because this role requires deep relationship-building and navigating high-stakes negotiations, you should expect to be on-site with potential clients 30-50% of the time, especially during the later stages of a deal cycle.

You must be as comfortable building a pro-forma in Excel as you are working through the "pre-implementation" gauntlet with hospital IT, Legal, and Compliance teams to get a contract signed.
Responsibilities

Specifically, in this role you will:

• Own a Territory of Large IDNs: Lead the full sales cycle for the nation's largest health systems, from initial opportunity identification to relationship building, negotiation, and final contracting. You will not be managing any staff.
• Meet and Exceed Sales Targets:
  Meet and exceed sales targets, consistently driving revenue growth
• Generate and Architect the Pipeline: Take total ownership of your territory's sales plan. You are responsible for identifying and qualifying your own leads, leveraging your network and persistence to bypass gatekeepers and secure executive-level access.
• Command Complex Environments: Lead complex meetings with 15+ health system stakeholders. You handle pressure with poise, think on your feet, and maintain authority while addressing technical, financial, and clinical inquiries.
• Master the Pre-Implementation Process: Drive momentum beyond clinical buy-in. You are responsible for navigating the technical and administrative middle of the deal, threading the needle between IT, Integrations, Legal, and Compliance to remove blockers and secure a signature.
• Own the Analytics & ROI: Build pro-formas, opportunity analyses, and ROI models in Excel for prospective partners. You interpret health system performance metrics to build transformative solutions that solve their specific financial needs.
• Lead Executive Presentations and Strategy Sessions: Produce boardroom-ready proposals and decks. Every deliverable must be highly polished and tailored to the specific political and financial pressures of each health system.

30-60-90 Day Expectations in this Role

First 30 Days

• Onboard & Map: Deep dive into Recora's clinical model, technology, and value prop. Master the technical workflow tools, including CRM, pro-forma models, and analysis tools.
• Immediate Outreach: Identify your Top 20 health system targets.
  • Pipeline Kick-off: Leverage your existing network + other pipeline generation levers to initiate initial "discovery" conversations and begin generating net-new enterprise leads within your first month.

First 60 Days

• Deal Maturation: Demonstrate active pipeline growth by advancing multiple Tier-1 targets through early-stage qualification and solution design.
• Master the Sales Playbook: Within your first 60 days, you will have mastered Recora's sales stages and the specific milestones required to move a deal forward. You will clearly understand how to execute each step of our process, collaborating closely with health system leaders to advise them on the strategic path toward a successful collaboration.

First 90 Days

• Sales Progression: Show significant deal progression by moving enterprise-level deals into advanced stages of internal review and evaluation.
• Playbook Execution: Execute on a repeatable playbook for your territory that prioritizes high-impact, high-probability targets and consistently generates new pipeline + existing pipeline progression.

Who You Are

• Proven Closer: You have a demonstrated history of executing deals with large Integrated Delivery Networks (IDNs). You can point to signed…