RVP, Sales

This is a full-time position and not open to contract work.

Company Overview

b.well Connected Health is solving healthcare's fragmentation problem with a FHIR-based digital health platform that brings health data, insights, and access together in one place. b.well unifies clinical, claims, pharmacy, and consumer-generated data into a longitudinal health record, giving organizations a complete and trusted view of each individual's health. That data is refined into personalized insights that power AI-driven experiences and guide people through their unique health journeys. From there, b.well makes it easier to take action — helping users find, schedule, and receive care — while integrating into existing technology stacks and supporting regulatory requirements at scale.

This position is available for fully remote work, with 40–60% travel required to meet with clients, partners, and industry stakeholders.

Role Overview

The RVP, Sales is a senior, quota-carrying individual contributor responsible for b.well's largest and most complex accounts across consumer-facing health tech, payers, pharmacies, and the delegated entities that serve them. Deals are multi-product and multi-year, decided by committees of technical, clinical, compliance, security, procurement, and finance stakeholders — and they require shaping the deal and product mix around each opportunity.

This role has two core functions: earning access to target strategic accounts by building relationships grounded in trust, and converting that access into closed, multi-year partnerships. The right candidate knows how to build a tailored strategy for each opportunity, drive the sales process from start to close, pull in subject-matter experts as needed without losing ownership of the deal, and operate consultatively with deep knowledge of the industry and the issues facing executives across our buyer organizations.

What You'll Do:

• Earn access — own a named list of roughly 50 target accounts, hold about 15 deals in active pipeline at any time, and build a nurture bench behind them to cover slow movers and fallout.
• Build entry plans — write an entry plan for every account naming the executive to reach, the person who opens the door, the ask, and the timing.
• Create and own access — turn introductions from the board, executives, investors, and partners (or your own network) into committed next steps, and own all forward motion from there.
• Run discovery and teach before pitching — ask questions that make senior buyers reconsider something, and use regulatory, interoperability, and industry fluency to surface insights buyers hadn't yet connected.
• Shape solution design — understand purpose-of-use pathways and know when to introduce different b.well products; build the internal case with Product and Solutions Consulting when a deal reveals a broader market opportunity.
• Work the buying committee — navigate technical, clinical, compliance, security, procurement, and finance stakeholders, and know whose objection is real.
• Own the commercial strategy — build the business case in the buyer's own P&L, own the ROI model and deal construct, and control the process from decision criteria through executed contract in partnership with Legal and Security.
• Hand off and grow the relationship — document and hand off closed deals to the Client Org, and nurture executive relationships post-close to position additional b.well solutions over time.
• Represent b.well at strategic industry events, driving pre-booked meetings and executive introductions with timely follow-up.
• Keep pipeline management current in HubSpot — every deal, stage, close date, and next step — with same-day meeting notes.
• Capture competitive intelligence and win/loss insights, and share reusable account plans and playbooks with the broader commercial team.
• Ensure ethical, HIPAA-aware handling of health data in all selling activity, including accurate representation of permitted data-use rights, and complete required compliance training.

• Job Requirements:

• 10+ years of quota-carrying enterprise sales experience in health data, interoperability, or platform infrastructure, closing $1M+ committed-ARR contracts (or smaller lands with multi-year ramps) on nine-month-plus sales cycles.
• Pre-existing C-suite relationships in at least one target market (consumer health tech, payers, or pharmacies), with a track record of building them through strategic in-person engagement.
• Startup or growth-stage experience — comfortable getting started, figuring it out, and driving it home at pace.
• Bachelor's degree, or an equivalent combination of education and experience.

• Desired Experience:

• Current fluency in how health data moves and where it's going — Patient Access APIs (g10 FHIR, CMS-9115), CARIN and the digital insurance card, TEFCA, the CMS Health Tech Ecosystem, CMS-Aligned Networks, CMS-0057 prior authorization, the CMS ACCESS and TEMPO programs, Real-Time Pharmacy Benefit Check, and digital quality measures — with the ability to translate it into each buyer's economics.
• Technical credibility with executive buyers (FHIR, identity matching, provenance, and consent at a high level) and competitive command across a fragmented, fast-moving field.
• Uses AI as a force multiplier — owns prompts, agents, and workflows for research, prep, and account analysis — and builds rather than requests.
• Pre-existing executive relationships in b.well's target markets.
• Prior experience shaping pricing and packaging on emerging offerings, or opening partner and channel routes into strategic accounts.

Compensation & Benefits

The target salary range for this position is $160,000–$180,000 base, plus variable/commission, and is part of a competitive total rewards package including benefits and incentive pay for eligible roles. Individual pay may vary from the target range and is determined by a number of factors including experience, location, internal pay equity, and other relevant business considerations. We review all employee pay and compensation programs annually at minimum to ensure competitive and fair pay.

Benefits include medical, dental, and vision insurance; prescription coverage and telehealth services; short- and long-term disability and life insurance; a 401(k) retirement savings plan; FSA and Dependent Care FSA; an Employee Assistance Program; voluntary benefits including pet insurance and legal services; and paid time off and company holidays.

Data shows that women, people of color, and other underrepresented groups may be less likely to apply for jobs unless they believe they are a perfect match. But b.well holds diversity amongst its key values, and we have a strong commitment to building our workforce and products through that lens.

You don't have to check every box in this job description to be a great fit for the role! If you're excited about this position and the prospect of working for b.well, please apply. If it turns out this role isn't for you, there may be other openings that could align with your experience and expertise!

We are committed to an inclusive and diverse b.well. We are an equal opportunity employer. We do not discriminate based on race, ethnicity, color, ancestry, national origin, religion, sex, sexual orientation, gender identity, age, disability, veteran, genetic information, marital status, or any other legally protected status.

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