The Role

RVP of Enterprise Sales

WellTheory is looking for a driven RVP of Employer Sales with a proven track record to join our growing team. In this role, you will be responsible for developing and executing sales strategies to drive adoption of the WellTheory platform among enterprise clients, including employers and health plans. The ideal candidate will focus on building strong relationships with decision makers, tailoring compelling messaging, and eventually building out a world-class sales team. This position currently reports directly to the CEO and will be a key leader and change agent among the broader WellTheory commercial team.

You’ll play a central role in standing up new sales programs and optimizing existing ones. You will collaborate with various internal teams and external partners to achieve sales targets and accelerate revenue growth.

About you

These are not requirements but describe someone who might be a great fit for WellTheory and this role:

• Strong sales background. 7+ years of experience in BD/sales managing complex channel partnerships and/or B2B healthcare and experience working with cross-functional teams including Implementation, Client Success, Clinical, and Product teams to ensure a seamless experience for partners
• B2B2C experience. Strong understanding of B2B2C/B2B/enterprise, ability to manage end-to-end sales cycle for strategic enterprise accounts and ability to lead financial modeling and legal negotiation of deals
• Industry Experience (Bonus). Experience with sales at a best-in-class digital health company (e.g., Maven, Carrot Fertility, Hinge Health, Progyny, Kindbody, etc.) a plus.

This role might not be a good fit for you if:

• You expect to have a team generating pipeline for you. In this role, you’ll be responsible for sourcing your own leads, cultivating relationships, and driving deals from initial outreach all the way through contracting and implementation. We don’t yet have an SDR or marketing engine feeding you opportunities, so success in this role requires someone who’s comfortable hunting, not waiting for inbound. You should enjoy the chase: researching prospects, crafting personalized outreach, following up diligently, and finding creative ways to get in front of decision-makers.
• You expect to step into a mature, fully built sales engine. We’re still in build-and-learn model—refining our product, pitch, and positioning based on real-time feedback from employers. There isn’t yet a large sales ops team, polished enablement library, or steady inbound funnel. You’ll be creating the playbook as much as executing it, helping us shape what “great” looks like as we grow.
• You’re uncomfortable with ambiguity or taking initiative without a roadmap. We’re building quickly, learning constantly, and evolving just as fast, which means there won’t always be clear direction or precedent to follow. You’ll need to be proactive, resourceful, and willing to make judgment calls rather than waiting for permission. The right fit is someone who sees white space as opportunity, moves ideas forward independently, and isn’t afraid to ask for forgiveness instead of approval.
• You’re not excited about working for a company that values documentation and process. As a fully remote team, written communication is how we stay aligned through memos, pre-reads, and detailed meeting notes. We don’t rely on memory or hallway conversations. You’ll be expected to keep your CRM up to date, document deal progress clearly, and share written context so others can plug in without needing a meeting. If that level of organization feels tedious rather than empowering, this probably isn’t the right fit.

Who We're Looking For

Here are some of the attributes that make a strong candidate for the RVP of Employer Sales opportunity:

• Strong verbal and written communicator. You consider yourself to be more of an expert in storytelling rather than “sales.” You have strong presentation skills and love to be in front of an audience. On top of that, you also know how to craft an effective written communication (i.e. emails, proposals, etc.). You’re thoughtful about word choice and comfortable with others editing important external communications you send out.
• Experience building a category, not just selling in one. You’ve worked in environments where the solution didn’t fit neatly into an existing box—and you know how to educate the market, not just compete in it. You’re comfortable introducing new models of care, creating urgency where there isn’t yet awareness, and getting decision-makers to see problems—and possibilities—in a new light. You thrive on pioneering a category that doesn’t yet exist, and you’re as energized by shaping the narrative as you are by closing the deal.
• Organized and diligent. We are a small team and fully remote, so staying organized and creating documentation to stay on top of potential deals and partnerships will be key. You know how to run a process effectively and juggle a long list of prospects without dropping any balls. While you’re skilled at juggling multiple tasks, you also have a strong intuition about keeping the main thing the main thing.