Head of Sales



Sales & Business Development
New York, NY, USA
Posted on Tuesday, May 23, 2023

The problem
Today, it's easier to learn about our Spotify listening habits or Uber rider patterns than our own health. Lab testing is the gold standard for evaluating our health and informing medical decisions. But, as patients, we rarely understand what the results are telling us. The result is packed with medical jargon we don’t understand, ranges that aren’t personalized to us, and red flags that only increase our panic, not our comprehension. It is a design nightmare.

We attempt to decipher things on our own, consulting unreliable online sources like Google that send us down the path of dangerous self-diagnosing. With each self-diagnosis, our panic builds.

As patients, our instinct is to reach out to the doctor for clarification in these moments. But providing clarification to these questions, often redundant and basic, one by one is a time-consuming, taxing process for doctors, most of whom do this work in their free, personal, unpaid time.

With Elaborate, there’s a better way.

Our solution
Elaborate is the modern way for doctors to send lab results. Founded by an ex-Oscar, ex-Parsley exec, Elaborate has raised a $10M+ seed from some of the most iconic investors and entrepreneurs, including Tusk Ventures, Company Ventures, Founder Collective, Bling Capital, and Arkitekt Ventures.

Doctors use Elaborate to explain to patients what their health data means and what to do next. The company's technology integrates with doctors' EMRs and analyzes patient data with Elaborate’s proprietary clinical insights engine, enabling doctors to send an automated, personalized report summarizing patients' key findings. The technology is responsible for health data coverage of over 2M+ patients.

We enable patients to understand what their results mean and what to do next. In turn, this gets doctors out of the pesky administrative work and back to their calling.

The opportunity
We are looking for a high-energy and independent sales leader to lead Enterprise Sales at Elaborate. You will sell our software products and services to enterprise-level accounts: academic medical centers, health systems, accountable care organizations (ACOs), and large independent groups.

This role will have a very close partnership with our CEO, sitting on our Leadership Team which is composed of our Heads of: Product Design, Operations, Clinical, and Engineering.

*Note: Candidates who do not have experience selling to enterprise health players will not be considered.

Top qualities

Define, Meet and Exceed Revenue Targets. You are not scared of defining a goal and committing to it. You are hungry to exceed your goals and continuously challenge yourself to beat your own successful track record. You’re a top performer, eager to take your future into your own hands, determined to surpass your own wildest expectations (including around compensation and growth trajectory).

Entrepreneurial Mindset. You are an entrepreneur at heart. You thrive in a fast-paced, changing, and dynamic environment, where you have the independence to decide how to best achieve the Company’s mission. You take action when you see it warranted and you proactively surface what isn’t working with your executive peers. However, you also are not a lone wolf isolated in the wilderness - you see yourself as a partner to the CEO, your fellow executives, your team and, first and foremost, your clients.

Fueled by Outcomes. You have a track record of building an outcomes-driven sales function that is fueled by data and metrics. You have extremely strong analytics capabilities (incl navigating models) and are able to communicate a playbook for growth targets based on inputs. You are not afraid to ask for help and do so regularly to ensure the company meets its goals. You don’t have an ego and know it takes all of us working together to meet our milestones.

Cross-Functional Collaboration. While you are able to own a successful sales function independently, you partner closely with the other executive leaders to ensure that clients are successful post-sale and beyond. You are comfortable representing Sales on the Leadership Team, while also understanding moving parts of the business as a whole.

The Work

Sales Strategy: Refine and execute on Elaborate’s comprehensive sales strategy. This includes identifying target clients, surfacing product improvement opportunities, designing a compelling compensation plan, and creating a sales plan to penetrate and capture key accounts.

Sales Execution: Take ownership of the end-to-end sales process, from prospecting and lead generation to negotiation and closing deals. Drive the entire sales cycle, including product demos, proposal creating, pricing strategy, objection handling strategy, and managing contract negotiations. This also commonly includes building necessary collateral for the sales process to accelerate the close process (e.g. ROI calculator).

Relationship Management: Build and maintain strong relationships with key stakeholders within hospital systems, such as C-level executives, department heads, and purchasing managers. Deeply understand and empathize with their pain points, challenges, and goals to qualify prospects and craft a deeply resonate sales pitch. This includes attending industry conferences, trade shows, and networking events (estimate every 6 weeks).

Revenue Forecasting and Reporting: Partner with the Leadership Team team to establish revenue targets and create accurate sales forecasts. Regularly track and report on key sales metrics, such as pipeline generation, conversion rates, and revenue performance. Provide insights and recommendations to align sales efforts with overall business objectives.

Team Perks

  • We pay you competitively and commit to open conversations about the trajectory of your compensation. You will never have a ceiling of how much you can make at Elaborate, and our compensation plans are designed to surpass market expectations if you are successfully closing clients.
  • We give you a meaningful piece of the pie and are transparent about how early employee equity works and is valued as we grow the Company.
  • We invest in you as someone choosing to dedicate some of their best professional years with us.
  • Expect lots of actionable feedback, connections with rockstars in our vast network (incl investors, advisors), and sponsorship for part-time continuing education opportunities.
  • We prioritize flexibility, with work-from-home days and two whole MONTHS remote during February and August so you escape the cold winter and realize your dream of being a snowbird a few years early. Plus, we’ve got a generous time-off policy.
  • We give you a front-row seat, to building a business from the ground up, with the added benefit of having secured capital to invest in early product development and company infrastructure. There is no better way to get a crash course on how to start your own business, and we commit to supporting you wholly if you choose to pursue that path.

Your Experience

What we’ve written above should give you a pretty good sense of whether this is the right fit for you. If you’re looking for a comfortable, 9-5, routine and predictable job, where you execute on orders from someone else, this is not the right fit.

To help those who are still on the fence, we’ve included a couple of guidelines of what we think the best candidates will have done before. That said, we eagerly accept non-traditional candidates who are able to show us why they’ll be amazing for this role.

Most likely, you have:

  • 5+ years of experience in a quota-carrying, B2B enterprise sales function.
  • Experience having sold $500K-$1M+ ACV contracts. Ideally selling software or services to clinical organizations.
  • Experience talking ‘clinical’ shop. You know how to speak the lingo and are familiar with the day-to-day flow of clinical practices. Excellent presentation, communication, and interpersonal skills
  • Strong opinions on how to allocate our resources to achieve our growth targets. No fear, but respect when communicating your opinions and advocating on what you see as the right path for the business.
  • Intrinsically motivated. No one needs to tell you what to do, you just do it. This includes putting together presentations, ROI calculations, and making decisions during contract negotations.
  • Demonstrated ability to summarize key insights and effectively communicate them to leadership (especially Product and Operations).
  • Proficient in using technology tools like Google Suite, Hubspot, Notion, etc.

Who We Are

Elaborate was founded by a health-tech executive with early / founding experience at both Oscar and Parsley Health, with teammates and investors from fast-growing, successful health and consumer businesses including ZocDoc, Capsule, PatientPop, Pillpack, GoodRx, Behance, Flatiron School, Advantia Health, and Greenhouse.


Also, feel free to reach out to [email hidden] if you don’t think this is the right role but you’re excited to chat about other opportunities coming down the pipe.