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About the Role

We are hiring a VP of Sales to build and lead the sales function at Passage Health, enabling us to grow from $10M to $30M ARR. This highly visible role will partner directly with the CEO to define and execute our go-to-market strategy and own revenue growth during our scaling phase. The role blends sales leadership with active involvement in key opportunities, owning the sales motion end-to-end while coaching reps and refining our sales approach.

Responsibilities

• Own the end-to-end sales function and help define what "great sales" looks like at Passage.
• Partner closely with the CEO and marketing to shape our overall go-to-market strategy, priorities, and roadmap.
• Build the foundation for a scalable sales org — process, tools, CRM hygiene, forecasting, and ways of working.
• Help define the future structure of the sales team and hire, onboard, and develop reps over time.
• Stay close to the most important deals, providing coaching and support that improves win rates and helps the team close business.
• Own how we sell — sharpening our pitch and value proposition so it's clear, differentiated, and resonates with the buyers we care about.
• Lead our strategy for winning against legacy incumbents and equip the team with the messaging and tools to make switching compelling.
• Define the strategy to move up-market from SMB and mid-market into enterprise as deals grow more complex.
• Identify and develop new markets, segments, and growth opportunities for Passage.
• Keep messaging consistent from first touch through close, in partnership with marketing.
• Own revenue targets, pipeline generation, and accurate forecasting.
• Define goals and priorities for the initiatives that drive pipeline and conversion.
• Partner with marketing so campaigns and messaging convert into qualified pipeline.
• Manage the funnel rigorously — diagnosing where deals stall and helping the team improve performance.
• Build the repeatable sales motion — playbooks, onboarding, and enablement that help reps ramp and deals move faster.
• Build the motion to win larger, more complex deals as we move up-market — multi-stakeholder buying cycles, longer sales processes, and the enablement to support them.
• Turn positioning into sales-ready materials: pitch decks, one-pagers, proof points, and competitive plays.
• Coach Account Executives through strategic opportunities and complex deals.
• Test, measure, and optimize the sales approach based on what's actually winning.

Requirements

• 8–12 years of experience in B2B SaaS software sales, with hands-on ownership across progressive sales leadership experience.
• Experience selling B2B software — you understand how technical/operational products get bought and sold.
• A track record selling into SMB and mid-market segments.
• Demonstrated success unseating legacy incumbents — displacing entrenched software prospects have built workarounds around.
• Has seen what "great" looks like in a startup context — ideally helped scale a post Series A business to the next stages.
• Experience building or scaling a sales team and motion from an early stage, not just inheriting a mature one.
• Comfort working directly with executive leadership and influencing cross-functional teams.
• Excellent communicator with a bias toward customer insight — energized by talking to prospects and customers.
• High ownership mindset: scrappy, proactive, and energized by ambiguity.
• Ability to balance strategic thinking with hands-on execution and carrying a number.
• A personal connection to autism or autism care is a plus.

Skills

• Sales leadership
• Go-to-market strategy
• Revenue growth
• Sales motion
• Pipeline management
• Process improvement
• Forecasting
• Team coaching
• Sales pitch refinement
• Competitive selling
• Market identification
• Segment analysis
• Sales strategy
• Value proposition development
• Up-market sales
• Enterprise sales
• Revenue targets
• Pipeline generation
• Sales enablement
• Sales playbooks
• Onboarding
• Strategic thinking
• Hands-on execution

Experience Level

• 8-12 years in B2B SaaS software sales
• Progressive sales leadership experience
• Experience scaling a post Series A business
• Experience building or scaling a sales team from an early stage

Salary/Compensations

• Competitive salary and equity compensation

Benefits

• Healthcare
• Dental
• Vision

About the Company

• Passage Health is a fast-growing Series A startup on a mission to improve the quality and accessibility of autism care through technology.
• The diagnosis rate for autism has surged over the past decade to 1 in 31 children, yet families face long waitlists for care due to outdated systems.
• We are building a platform to modernize how care is delivered and scale access across a $460B market.
• Over the past year, Passage has grown more than 3x year over year, driven by strong customer demand and expanding partnerships.
• We are focused on building durable foundations to support long-term growth.

Equal Opportunity

• Passage Health is an equal opportunity employer and encourages all applicants from every background and life experience without attention to race, color, religion, sex, sexual attention, gender identity, national origin, veteran or disability status.