VP of Mid-Market, Navigation Sales

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3 days ago

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Rightway

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Healthcare Insurance • SaaS • B2B

Rightway is a healthcare company focused on providing care navigation and pharmacy benefits management solutions. It specializes in helping employers and health systems lower healthcare costs and improve outcomes through personalized, proactive clinical support and transparent pharmacy benefits management. Rightway offers a human-first approach, providing real-time, one-on-one support to members to help them make better healthcare decisions and navigate the complexities of healthcare systems. The company aims to reduce healthcare costs while improving employee satisfaction with healthcare services.

201 - 500 employees

⚕️ Healthcare Insurance

☁️ SaaS

🤝 B2B

💰 $100M Series C on 2021-03

📋 Description

• Build and lead the <5k life PBM sales function to deliver significant revenue in 2026 and beyond. • Own the end-to-end commercial strategy and execution for Care Navigation. • Lead the Strategic Partnerships subteam, optimizing channel and navigation synergies for the <5k market. • Develop and manage a team of 11+ FTEs. • Design and operationalize scalable, repeatable sales processes to efficiently sell a very high volume of RFPs and opportunities across your team. • Partner with Marketing, Product, Implementation, and Customer Success to ensure cohesive go-to-market execution. • Serve as executive sponsor for key partnerships and high-value client opportunities. • Analyze and report sales performance using Salesforce and other tracking tools. • Represent Rightway at major industry events, conferences, and trade shows.

🎯 Requirements

• 5+ years of progressive sales leadership experience in the small to mid-market segment (<5,000 lives), with demonstrated expertise in developing and managing strategic channel partnerships as a core revenue driver. • Documented success scaling small group sales to achieve 100%+ year-over-year net new revenue growth through strategic execution and market expansion. • 3+ years leading teams of top tier sellers. • Hands-on experience designing, implementing, and optimizing scalable sales processes, organizational structures, and go-to-market strategies from the ground-up, with measurable impact on team productivity and revenue outcomes. • Exceptional analytical and critical thinking capabilities combined with intellectual agility to navigate complex market challenges, adapt to evolving business needs, and drive innovative solutions in fast-paced environments. • Demonstrated grit and relentless execution mindset with a proven ability to overcome obstacles, meet aggressive targets, and maintain high performance standards under pressure. • Strong collaborative leadership style with experience building consensus across diverse teams (Marketing, Operations, Product, Customer Success) to drive unified business objectives and optimize customer experience. • Bachelor’s degree required; graduate degree preferred (e.g., MBA). • Willing to travel nationally.