VP Mid-Market Sales

Grab your cape, become a SuperHyro!

Hyro, the leader in Responsible AI Agents for Healthcare, enables health systems to safely automate workflows and conversations across their most valuable platforms, services, and channels - including call centers, websites, SMS, mobile apps, and more. Hyro's clients, which include Intermountain Health, Baptist Health, and Hackensack Meridian Health, benefit from AI agents that are fully HIPAA-compliant, fast to deploy, easy to maintain, and simple to scale - generating better conversations, successful patient outcomes, and revenue-driving insights.

What Are We Looking For?

We are seeking a builder and high-impact VP, Mid-Market Sales to launch and lead Hyro's Mid-Market Sales organization, focused on mid-market health systems, independent physician groups, healthcare retail, mid-market health plans, diagnostic centers, and urgent care organizations. This role reports to Hyro's Chief Revenue Officer (CRO). You will build the go-to-market playbook for this newer, high-potential segment, guide your team through competitive, multi-stakeholder deals, and partner closely with executive leadership to scale Hyro's position in the market.

You are a leader who combines strategic vision with a builder's mindset and hands-on execution. You understand how mid-sized health systems and healthcare organizations make decisions, and you know how to develop and enforce a predictable, accountable sales operating rhythm for a growing team.

• Lead, mentor, and develop a team of Account Executives to exceed revenue targets, coaching every day on process, deal execution, and skill so reps measurably improve quarter over quarter.
• Define and execute the go-to-market strategy for Hyro’s mid-market segment.
• Lead product-market fit discovery for the mid-market segment. Define the ideal customer profile, set the leading and lagging indicators of fit (win rate, sales cycle length, deal size, time to value, retention, and expansion), and grade progress against them each quarter with the CRO and executive team.
• Build a structured voice-of-the-field feedback loop that turns win/loss insights, competitive intel, and customer requirements into clear, prioritized input for Product, Operations, Finance, and Sales Engineering, so Hyro stays competitive on capability, pricing, packaging, and deployment.
• Build and enforce a high-accountability operating rhythm across qualification, pipeline management, deal strategy, and coaching, using MEDDIC/MEDDPICC and Miller Heiman Strategic Selling (Blue Sheets) or similar methodologies, for average deal sizes of $200,000 to $250,000 ARR and sales cycles of roughly 7 to 8 months.
• Evaluate pipeline health and quality weekly, hold reps accountable for self-sourced pipeline and prospecting activity, and ensure coverage supports the number.
• Get directly involved in active deals alongside your AEs to build deal strategy, stakeholder maps, and demo strategy across clinical, operational, and financial stakeholders. Hold reps accountable for thoroughly prepping Sales Engineering, Product, and other internal teams before every customer engagement.
• Step in personally to lead executive conversations, remove obstacles, and close deals when the situation calls for it.
• Lead executive-level conversations with CIOs, CFOs, CMIOs, and operational leaders, representing Hyro credibly in front of customers and prospects.
• Negotiate SaaS agreements, manage the redline process with your AEs, and coordinate Legal, Finance, Operations, and Product to keep contracting fast, efficient, and consistent.
• Follow Hyro’s pricing, discounting, and deal approval processes, working collaboratively with the CRO and Finance on non-standard terms rather than acting independently.
• Lead through influence across Product, Operations, Sales Engineering, Marketing, and Engagement Management, aligning leaders you don’t directly manage behind the segment’s goals, messaging, enablement, and competitive positioning.
• Own the mid-market forecast and call it accurately every quarter, with clear commit, best-case, and risk visibility for the CRO and executive leadership.
• Recruit, onboard, and retain top mid-market sales talent as the segment scales.
• Track healthcare market shifts, emerging competitors in conversational and agentic AI, EMR ecosystem developments, partnerships, and regulatory changes to guide strategic direction.
• Carry Hyro’s culture of accountability, modeling clarity, ownership, and urgency, and working in close collaboration with the CRO and the broader revenue organization.

• 8+ years of sales experience, including 3+ years in a sales leadership role, ideally in healthcare mid-market or SMB SaaS.
• Proven success selling SaaS solutions into healthcare organizations.
• Working knowledge of clinical and patient access workflows in the primary EMR platforms in this segment: Epic, Oracle Health (formerly Cerner), MEDITECH, and athenahealth, including how integrations affect scope, deployment, and buying decisions.
• Track record of taking a new segment or product from early traction to repeatable product-market fit.
• Proven ability to personally lead and close complex SaaS deals, including executive-level negotiations and contract redlines.
• Consistent forecast accuracy against quarterly commitments.
• Experience working within structured pricing, discounting, and deal approval frameworks.
• Experience building a sales function or segment from an early stage, including process, tooling, and team structure.
• Demonstrated ability to build and run scalable sales operating rhythms (forecasting, MEDDIC/MEDDPICC or similar qualification, pipeline rigor, deal coaching).
• Strong organizational and communication skills, with the ability to create clarity and alignment in a fast-growing team.
• Demonstrated success scaling teams and building a high-performance, high-accountability sales culture.
• Proficiency in Salesforce or a similar CRM platform.
• Bachelor's degree or equivalent experience.

Advantages:

• Familiarity with Miller Heiman Strategic Selling, including Blue Sheet deal planning.
• Experience selling to mid-sized health systems, physician groups, or ambulatory organizations.
• Background in conversational AI, patient access, contact center, or digital front door solutions.

This is a remote role working from home with up to 50% travel. Applicants must be currently authorized to work in the United States on a full-time basis.

Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience.

• Unlimited PTO, plus paid sick leave
• Company-wide long weekends every quarter
• Work from anywhere for up to 2 weeks per year
• Medical, dental & vision for you and your family
• 401(k) with company match
• Monthly mobile & internet stipend
• Home office equipment coverage

Hyro is proud to be an equal-opportunity employer. We hire talented people regardless of gender, race, ethnicity, ancestry, age, disability, sexual orientation, gender identity or expression, military or veteran status, cultural background, religious beliefs, or any other characteristic protected by federal, state, or local law.