Senior Healthcare Sales Executive / Go-to-Market Lead

Senior Healthcare Sales Executive / Go-to-Market Lead

Location: Phoenix, AZ

Job Type: Full-time

Reports To: Founder / CEO

Compensation

Base salary + performance-based commission / bonus. Equity may be considered for the right candidate.

About Odesso

Odesso is a healthcare data infrastructure company helping provider organizations turn fragmented clinical data into accurate, actionable intelligence. Our platform supports value-based care workflows including clinical documentation analysis, quality measure review, risk adjustment, revenue integrity, and operational workflow automation.

Odesso is entering an important growth phase and is looking for a seasoned healthcare sales and go-to-market leader who can help turn market pull into repeatable revenue growth.

Role Overview

The Senior Healthcare Sales Executive / Go-to-Market Lead will own new business development, strategic sales execution, pipeline creation, and enterprise customer conversion.

This is a senior, quota-driven role for someone who has sold into healthcare organizations before and understands long enterprise sales cycles, complex stakeholders, value-based care economics, payer-provider dynamics, and executive-level relationship building.

The right candidate is a true self-starter. This person should be comfortable operating in an early-stage growth environment where the product is strong, the market is large, and the sales motion still needs to be built, refined, and scaled.

This is not a passive account management role. We need someone who can open doors, build trust, create pipeline, manage executive conversations, and close meaningful healthcare contracts.

Key Responsibilities

• Own revenue growth targets and manage a quota-driven sales pipeline
• Build and execute Odesso’s go-to-market strategy for healthcare provider, payer, ACO, MSO, and value-based care markets
• Identify, qualify, and pursue high-value enterprise healthcare opportunities
• Develop relationships with executives across clinical operations, value-based care, quality, risk adjustment, revenue cycle, digital transformation, and finance
• Lead discovery calls, executive presentations, product demos, proposals, and commercial negotiations
• Translate Odesso’s capabilities into clear business value for healthcare buyers
• Build repeatable sales playbooks, messaging, objection handling, and account targeting strategies
• Work closely with Customer Success, Product, and Delivery teams to ensure smooth handoff from sales to implementation
• Support strategic partnerships with healthcare platforms, channel partners, consultants, and ecosystem partners
• Maintain accurate pipeline reporting, forecasting, and deal-stage management
• Represent Odesso professionally in market-facing conversations, conferences, and investor/customer meetings when needed

Ideal Candidate

• Extensive healthcare sales experience, preferably 10+ years selling to provider groups, payers, ACOs, MSOs, health systems, risk-bearing organizations, or healthcare technology buyers
• Proven quota-carrying sales success with complex B2B or enterprise healthcare deals
• Strong understanding of healthcare operations, value-based care, risk adjustment, quality measures, care gaps, revenue cycle, or clinical workflow automation
• Comfortable selling to senior executives and cross-functional buying committees
• Ability to create pipeline independently through relationships, outbound activity, referrals, events, and strategic networking
• Strong commercial instincts and ability to connect product capabilities to financial and operational outcomes
• Comfortable working in a founder-led, fast-moving growth environment
• Strong communication, presentation, negotiation, and follow-up skills
• Local to Phoenix, AZ or willing to work closely with the Phoenix-based leadership team

Preferred Qualifications

• Existing relationships with healthcare executives, provider networks, payers, ACOs, MSOs, or healthcare technology partners
• Experience selling healthcare data, AI, analytics, workflow automation, revenue cycle, population health, risk adjustment, quality, or value-based care solutions
• Experience selling solutions with annual contract values in the six-figure to seven-figure range
• Experience building a sales function or go-to-market motion at an early-stage or growth-stage healthcare company
• Familiarity with EMRs such as Athena, Epic, eClinicalWorks, or similar systems
• Experience selling through partner channels or strategic healthcare alliances

What Success Looks Like

Within the first 90 days, this person should be able to:

• Understand Odesso’s positioning, customer base, and value proposition
• Build a targeted list of high-fit healthcare accounts and contacts
• Establish a disciplined sales pipeline and tracking process
• Begin converting warm relationships and new prospects into active opportunities
• Refine Odesso’s sales messaging for executive healthcare buyers
• Create a repeatable sales process that supports scalable growth

Within the first 12 months, this person should help Odesso:

• Convert visible demand into contracted revenue
• Reduce customer concentration by adding new accounts
• Build a repeatable enterprise sales motion
• Strengthen Odesso’s market presence in value-based care and healthcare data infrastructure
• Position the company for its next stage of growth

Why Join Odesso

• Join a healthcare technology company at a major inflection point
• Sell a differentiated solution in a market with urgent demand
• Work directly with the founder and leadership team
• Help shape the go-to-market strategy from the ground up
• Opportunity to grow into a senior commercial leadership role as the company scales
• Performance-based upside for a candidate who can help turn traction into repeatable growth

Work Location

Phoenix, AZ preferred. This role will require close collaboration with the leadership team and may include travel for customer meetings, conferences, and strategic partner discussions.

Pay: $200,000.00 - $500,000.00 per year

Benefits

• Paid time off
• Travel reimbursement

Work Location: Hybrid remote in Phoenix, AZ 85018