Enterprise Sales Manager

About Clipboard Health

Clipboard Health is a startup that operates a marketplace for nurses to find supplemental shifts at healthcare facilities.

We’re a Y-Combinator-backed, post-Series C startup with classic two-sided network effects.  We grew by more than 10x in the last year (across all key metrics).

We exist to lift as many people up the socioeconomic ladder as possible. The average nursing assistant on our platform earns 1.5x the national average.  We improve their lives by letting healthcare professionals turn extra time & ambition into career growth and earnings.

We operate a fully remote company and have team members from over 25 countries.

About the role

You will manage a team of salespeople who are responsible for selling to corporate enterprises.  These are entities that own several healthcare facilities.  

If you are successful, here is what you will have accomplished in your first 90 days:

• Each week, You will have reported the enterprise sales funnel.
• Each week, you will have reported on the pipeline for your reps.  This includes which opportunities were being worked on and what the next steps were.
• You continuously “touched reality.”  Each week you listened to and scored at least 20 calls in order to identify areas for improvement.
• Each week, you conducted role plays with each of your direct reports in order to train them on key enterprise selling behaviors.
• Each week, you found new opportunities for sales growth by analyzing sales metrics.  For example, you might determine that reps who send more follow up emails get higher sales – by analyzing the data – and you concluded that reps should follow up at least X times.
• Each week, you conducted an experiment to capitalize on that opportunity and improve sales.  For example, you might produce leave-behind documents for prospects that quantifies value that they would receive.  Another example is that you might experiment with targeting different types of facilities.  For each experiment, you wrote a plan including your hypotheses, the metrics you wished to move, how you were going to move them, how you would track results, and what actions you would take based on those results.
• You hired several highly capable enterprise sales executives.  You sourced them and interviewed them.  You adhered to our interview standards, which includes realistic role-play interviews and thorough documentation of what you observed.
• You monitored your reps closely and made changes in your team swiftly
• You trained and certified your team on behaviors that are critical for high-value, complex sales.  These behaviors include understanding and documenting multi-stakeholder decision-making processes, mapping the org chart of prospective customers, securing introductions to key stakeholders, streamlining legal reviews, identifying customer “champions”, enabling prospective customers to evangelize usage of our product among their organizations, establishing SMART plans to hold all parties (customers and CBH stakeholders) accountable, negotiating pricing and contract terms, forecasting results through long sales cycles by relying on strict qualifying criteria.

What you should expect:

• You’ll speak with many customers and listen to customer calls.
• You’ll pioneer new sales processes.  For example, you’ll iterate on what reps say on the phones, which customers they target, and what KPIs they’ll target.
• You will report to the Head of Sales.

You’re an excellent candidate if:

• You have two skill sets: one in enterprise sales and another in strategic thinking.  This includes designing and executing experiments, monitoring results, and perform quantitative analyses.  For the latter skillset, we’re especially interested in people with experience in management consulting, finance, growth marketing, product management, strategy and operations, or similar functions.  However, we have available roles available for any experience level and consider candidates from any background.
• You write clearly and easily.  You should be comfortable with 5-10 pages of clear, analytical writing each week.
• You like to move fast.  You plan an experiment and get results within days, not months.
• You are inquisitive.  You don’t stop with surface level answers and instead ask “why, why, why” until you understand problems at the root level.
• You’re proficient with analytics and reporting tools.  You should, though, be comfortable with pivot tables and joining data tables.
• You hold yourself and others to the highest standards.

What’s not required:

• Management experience is a bonus but not required.  We like to train new managers who are eager to learn.

To learn more about Clipboard Health’s company values, see here.