VP, Sales

Job Description Lead and Develop the Enterprise Sales 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 important opportunities. Work directly with Enterprise Sales Directors to develop account strategies, map stakeholders, build champions, navigate procurement, and create compelling business cases. Establish trusted relationships with C-suite and senior executives across healthcare organizations. Lead or participate in critical discovery conversations, executive presentations, commercial negotiations, and closing conversations. Help customers understand both the immediate value of Zus and the broader strategic opportunity created by better access to healthcare data. Navigate complex, multi-stakeholder enterprise sales cycles with persistence, creativity, and commercial judgment. Know when to coach from the sidelines and when to step directly into a deal to help get it across the finish line. Build a World-Class Sales Operating System Establish and continuously improve Zus’s enterprise sales methodology, qualification standards, pipeline management, account planning, and deal review processes. Define what great execution looks like at every stage of the sales cycle and ensure those expectations are consistently applied across the team. Use data to understand funnel performance, identify bottlenecks, and determine where changes in strategy or execution can improve results. Develop repeatable playbooks for Zus’s highest-value customer segments and use cases. Shape Go-to-Market Strategy Partner with the COO and executive team to translate company strategy and revenue goals into a focused enterprise sales strategy. Develop a deep understanding of Zus’s market, customers, competitive landscape, and evolving buyer needs. Help define target segments, account prioritization, messaging, packaging, and commercial strategy based on what we learn in the market. Bring structured market and customer insights back to Product and company leadership to inform strategy and investment decisions. Partner closely with Marketing to build sufficient high-quality pipeline and sharpen Zus’s positioning with enterpri