Company Description

Amwell is a leading telehealth platform in the United States and globally, connecting and enabling providers, insurers, patients, and innovators to deliver greater access to more affordable, higher quality care. Amwell believes that digital care delivery will transform healthcare. We offer a single, comprehensive platform to support all telehealth needs from urgent to acute and post-acute care, as well as chronic care management and healthy living. With over a decade of experience, Amwell powers telehealth solutions for over 140 health systems comprised of 2,000 hospitals and 55 health plan partners with over 36,000 employers, covering over 80 million lives.

Brief Overview:

The VP of Sales for the Conversa Health Specialty group will motivate, inspire, oversee and create new business revenue opportunities.   This hands-on, “roll-up-your-sleeves” position requires a high-energy, well-round sales leader who can strategize and develop a growing sales team while effectively communicating and negotiating deals with C-level and clinical executives. A strong background in all facets of healthcare, preferably with health plans and health systems, is a must.  Knowledge about business workflow, health system and health plan back-off systems, provider networks, benefit reimbursement, employee and member benefits, consumer outreach, new product roll-out, and related areas are essential in order to work alongside prospective clients in their acquisition and deployment of telehealth. 

The head of sales will have a background in selling enterprise level software and services as well as a deep understanding in operating and developing a sales force – lead generation and qualification process, pipeline and opportunity management, proposal and presentation best practices, managing overall opportunities from qualification to close, revenue forecasting, sales to account management transition, and contract negotiation. 

The selected leader will have a track record of revenue growth, working collaboratively with internal business partners, and successfully driving results on a quarterly basis.

Core Responsibilities:

  • Focused on sales management and infrastructure, talent development, leadership and revenue attainment
  • Generate product/services revenue by contracting for products and services with health plans/delivery networks.
  • Achievement of assigned quarterly sales objectives including:
    • Building and maintaining an active pipeline of prospective customers
    • Conducting on-site presentations and demonstrations to mid-large size health plans (with emphasis on plans with 750k members and above)
    • Participating in regional and/or state-wide trade shows/conferences
    • Building/developing relationships, on a state-by-state-basis,  with influential health plans, medical associations, identified business partners, government officials and other key state-wide constituents
  • Fully manage a sales pipeline and forecast necessary to achieve sales objectives and to generate revenue.
  • Develop, execute and communicate a strong sales strategy for each prospect in the pipeline along with managing the full sales cycle.
  • Position yourself as the matter expert, focal point, and key conduit between American Well and your customer/prospect.
  • Confidently and credibly present product solutions and product demonstrations.
  • Prepare and coordinate (internal and with prospect) product presentations, demonstrations, conference calls, technical discussions/due diligence, executive discussions, web seminars and related sales activities.
  • Develop and maintain relationships with purchasing contacts including assisting with the internal management and development of contractual documents.
  • Prepare, present and coordinate (along with internal resources) product proposals, RFIs, RFPs and related sales documents.
  • Provide regular reports of sales progress, prospect status, strategy and outcome of account activity to internal staff.
  • Coordinate and review sales pipeline (particularly key accounts and accounts in closing range) with professional services staff.
  • Manage and coordinate account hand-off to professional services staff including early and easy transition to project management staff.
  • Coordinate all sales activities with Inside Sales Director on account status, follow up activities, leads to pursue, product literature, outcome, win-loss, and related sales support tasks.
  • Excellent communicator — can motivate, support and lead staff; Excellent interpersonal, public presentation, written and communication skills
  • Remain current in product knowledge and proficiency.

Knowledge, Skills and Background Include:

  • Strong knowledge of the healthcare marketplace
  • Track record of revenue achievement  
  • Enterprise/solution sales in relevant space (eg., working for large health plan or in the healthcare software space)
  • Deep experience with forecasting/pipeline management (process and methodology to accurately forecast)
  • Good closer, can navigate through contract process
  • Has developed sales tools and training, territories; structured approach to selling and closing business
  • Has developed/maintained "sales machine” including hiring and building out talent; repeatable business models and approaches
  • Excellent communicator — can motivate, support and lead staff
  • Knows how to utilize and manage internal resources 
  • Product and/or marketing background plus
  • Excellent interpersonal, public presentation, written and communication skills
  • Strong relationship building and coaching skills
  • Experience demonstrating PC based software products
  • Specific understanding of payer/care management companies, hospitals, and providers/physicians


  • 7-10 years experience in sales of healthcare enterprise software products to health plans; selling directly to providers/physicians a plus
  • Documented track record of selling large, enterprise-wide, complex technology deals to health plans
  • Documented record of meeting and exceeding multi-million dollar annual quota
  • Computer literacy in Microsoft Office: Windows, Excel, Word, and PowerPoint
  • Basic understanding of sales contact (CRM) database(s) with the ability to maintain contacts, updates and progress electronically
  • Up to 35% overnight travel required
  • Willing to work unpredictable hours and work against deadlines
  • Over-achiever with a consistent track record of annual quota/revenue achievement
  • BS/BA in business, healthcare, computer science or equivalent

Additional information

Working at Amwell:

Amwell is changing how care is delivered through online and mobile technology. We strive to make the hard work of healthcare look easy. In order to make this a reality, we look for people with a fast-paced, mission-driven mentality. We’re a culture that prides itself on quality, efficiency, smarts, initiative, creative thinking, and a strong work ethic. 

Our Core Values include One Team, Customer First, and Deliver Awesome. Customer First and Deliver Awesome are all about our product and services and how we strive to serve. As part of One Team, we operate the Amwell Cares program, which brings needed assistance to our communities, whether that be free healthcare for the underserved or for people affected by natural disasters, support for equality, honoring doctors and nurses, or annual Amwell-matched donations to food banks. Amwell aims to be a force for good for our employees, our clients, and our communities.

Amwell cares deeply about and supports Diversity, Equity and Inclusion. These initiatives are highlighted and reflected within our Three DE&I Pillars - our Workplace, our Workforce and our Community.

Amwell is a "virtual first" workplace, which means you can work from anywhere, coming together physically for ideation, collaboration and client meetings. We enable our employees with the tools, resources and opportunities to do their jobs effectively wherever they are!  Amwell has collaboration spaces in Boston, Tysons Corner, Portland, Woodland Hills, and Seattle.

  • Unlimited Personal Time Off (Vacation time)
  • 401K match
  • Competitive healthcare, dental and vision insurance plans

Apply for this Job

* Required

U.S. Equal Opportunity Employment Information (Completion is voluntary)

Individuals seeking employment at Amwell are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. You are being given the opportunity to provide the following information in order to help us comply with federal and state Equal Employment Opportunity/Affirmative Action record keeping, reporting, and other legal requirements.

Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Form CC-305

OMB Control Number 1250-0005

Expires 05/31/2023

Voluntary Self-Identification of Disability

Why are you being asked to complete this form?

We are a federal contractor or subcontractor required by law to provide equal employment opportunity to qualified people with disabilities. We are also required to measure our progress toward having at least 7% of our workforce be individuals with disabilities. To do this, we must ask applicants and employees if they have a disability or have ever had a disability. Because a person may become disabled at any time, we ask all of our employees to update their information at least every five years.

Identifying yourself as an individual with a disability is voluntary, and we hope that you will choose to do so. Your answer will be maintained confidentially and not be seen by selecting officials or anyone else involved in making personnel decisions. Completing the form will not negatively impact you in any way, regardless of whether you have self-identified in the past. For more information about this form or the equal employment obligations of federal contractors under Section 503 of the Rehabilitation Act, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at

How do you know if you have a disability?

You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition.

Disabilities include, but are not limited to:

  • Autism
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, or HIV/AIDS
  • Blind or low vision
  • Cancer
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or hard of hearing
  • Depression or anxiety
  • Diabetes
  • Epilepsy
  • Gastrointestinal disorders, for example, Crohn's Disease, or irritable bowel syndrome
  • Intellectual disability
  • Missing limbs or partially missing limbs
  • Nervous system condition for example, migraine headaches, Parkinson’s disease, or Multiple sclerosis (MS)
  • Psychiatric condition, for example, bipolar disorder, schizophrenia, PTSD, or major depression

1Section 503 of the Rehabilitation Act of 1973, as amended. For more information about this form or the equal employment obligations of Federal contractors, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.