Job Description:
The Senior Vice President, Outside the Base Sales is responsible for leading the strategy, execution, and performance of the new customer sales function. This role drives net-new revenue growth through effective sales strategy, disciplined sales processes, use of artificial intelligence and data-driven insights, and strong cross-functional collaboration. The SVP leads high-performing teams, strengthens market position, improves win rates, and delivers revenue and profitability objectives while advancing efficient and scalable sales practices.
- Lead the strategy and execution of the outside-the-base sales function to achieve net-new revenue, bookings, and profitability goals.
- Establish sales quotas, territory strategy, account planning expectations, and product mix priorities aligned with business objectives.
- Lead, develop, and hold accountable sales leaders and teams responsible for acquiring new customers.
- Develop accurate sales forecasts, pipeline reporting, and performance metrics to support strategic planning and executive decision-making.
- Drive disciplined adoption of sales processes, methodologies, technologies, and tools to improve pipeline health, forecast accuracy, and conversion rates.
- Assess market conditions, customer needs, and competitor activity within the ambulatory healthcare market to inform sales strategy and positioning.
- Partner with Marketing, Product, Sales Operations, and other cross-functional teams to develop and execute go-to-market strategies for new customer acquisition.
- Build and maintain executive-level relationships with prospective clients and support complex sales opportunities.
- Guide teams in the development and delivery of effective sales presentations, proposals, and solution-based selling strategies.
- Identify opportunities to improve sales productivity and decision-making through the use of automation, analytics, and artificial intelligence-enabled sales tools.
- Evaluate and support adoption of artificial intelligence capabilities that enhance lead prioritization, customer engagement, sales coaching, and forecasting effectiveness.
- Use data insights and artificial intelligence-enabled recommendations to improve resource allocation, pipeline quality, and overall sales execution.
- Contribute to enterprise-level strategic initiatives related to commercial growth, market expansion, and customer acquisition.
- Travel up to 50%.
- Perform other duties that support the overall objective of the position.
Education Required:
- Bachelor’s degree in Business, Healthcare Administration, Marketing, or a related field.
- Master’s degree or MBA preferred.
- Completed Miller Heiman Sales Process is a plus.
- Or, any combination of education and experience which would provide the required qualifications for the position.
Experience Required:
- 12+ years of progressive sales experience, including significant healthcare-related sales experience.
- 5+ years of recent leadership experience in a sales-driven environment.
- Experience developing and executing sales strategies, systems, and processes that support revenue growth.
- Experience leading new business acquisition efforts and complex sales cycles.
- Experience leveraging sales technology, analytics, and data-informed practices to improve sales effectiveness.
- Experience with artificial intelligence-enabled sales tools preferred.
Knowledge, Skills & Abilities:
- Knowledge of: Enterprise sales strategy, new business development, and market expansion practices. Ambulatory healthcare market dynamics and competitive landscape. Sales forecasting, pipeline management, territory planning, and performance analytics.
- Sales methodologies and structured sales processes. CRM systems and standard business productivity tools. Emerging sales technologies, including analytics, automation, and artificial intelligence applications relevant to commercial effectiveness.
- Skill in: Executive leadership and team development. Strategic planning and sales execution. Influencing, negotiation, and consultative selling. Executive communication, presentation, and relationship management. Analytical thinking, business judgment, and decision-making. Evaluating and applying technology to improve sales productivity and performance.
- Ability to: Drive net-new customer growth through effective sales leadership and disciplined execution. Translate business strategy into measurable sales objectives and operational plans. Build credibility and influence with internal and external executive stakeholders. Lead effectively in a fast-paced environment while managing multiple priorities and deadlines. Use data, analytics, and artificial intelligence-enabled insights to evaluate performance, identify opportunities, and improve results. Promote adoption of tools and processes that improve the efficiency and effectiveness of the sales organization.
The company has reviewed this job description to ensure that essential functions and basic duties have been included. It is intended to provide guidelines for job expectations and the employee's ability to perform the position described. It is not intended to be construed as an exhaustive list of all functions, responsibilities, skills and abilities. Additional functions and requirements may be assigned by supervisors as deemed appropriate. This document does not represent a contract of employment, and the company reserves the right to change this job description and/or assign tasks for the employee to perform, as the company may deem appropriate.
NextGen Healthcare is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.