Director, Facilities Sales

Position Purpose

An exciting opportunity to join a high-growth organization at the intersection of healthcare and technology. The Director, Sales - Facilities will lead Viventium + Apploi’s Facilities new business sales organization, with responsibility for driving new client acquisition and revenue growth across the Skilled Nursing, Long-Term Care, and Senior Living markets.

This role will provide strategic and operational leadership for a team of quota-carrying sales professionals while executing a focused go-to-market strategy for the post-acute healthcare industry. The Director will be accountable for segment-level bookings attainment, forecasting accuracy, pipeline health, market penetration, sales productivity, and talent development.

The Director will serve as both a strategic and hands-on sales leader, partnering with the Senior Vice President, Sales and cross-functional stakeholders to strengthen market positioning, improve sales execution, allocate resources effectively, and support long-term growth initiatives.

The ideal candidate brings a proven track record of building high-performing sales teams, delivering consistent revenue growth, and developing market strategies that accelerate customer acquisition within high-growth SaaS, healthcare technology, HCM, payroll, or related environments.

Key Objectives

• Drive new revenue growth and new logo acquisition within the Facilities segment
• Expand Viventium + Apploi’s market presence across Skilled Nursing, Long-Term Care, and Senior Living organizations
• Build and execute a scalable, repeatable sales motion for Facilities client acquisition
• Maintain strong forecasting discipline, pipeline health, and consistent execution against bookings objectives
• Recruit, develop, coach, and retain a high-performing Facilities sales team
• Foster strong partnerships with Marketing, Solutions Consulting, Product Management, Revenue Operations, and Client Success to optimize the end-to-end client lifecycle

Essential Duties and Responsibilities

The essential functions include, but are not limited to the following:

Sales Strategy & Execution:

• Develop and execute annual and quarterly business plans designed to achieve revenue and growth objectives
• Define and implement sales strategies that increase market penetration and competitive positioning within the Skilled Nursing, Long-Term Care, and Senior Living markets
• Identify and prioritize target accounts, market segments, and growth opportunities
• Ensure disciplined execution of defined sales methodologies, qualification standards, and best practices
• Achieve and exceed monthly, quarterly, and annual revenue and bookings objectives

Sales Leadership & Team Development:

• Lead, coach, and develop approximately 4–8 quota-carrying sales professionals focused on Facilities market growth
• Establish clear performance expectations, goals, and accountability measures aligned with business objectives
• Conduct regular coaching, pipeline review, deal strategy, and professional development sessions
• Create development plans that support employee retention, performance improvement, and future leadership readiness
• Identify talent needs and participate in recruiting, hiring, onboarding, and succession planning activities
• Foster a culture of high performance, collaboration, customer focus, and continuous improvement

Revenue Performance, Forecasting & Reporting:

• Maintain ownership and accountability for forecast accuracy, pipeline health, pipeline generation, sales productivity, and segment-level bookings attainment
• Lead regular forecasting, pipeline review, and business planning activities
• Track and report on performance metrics, pipeline coverage, conversion rates, win rates, and new logo acquisition
• Analyze sales performance trends and operational metrics to identify risks and implement action plans that improve results
• Maintain data integrity and compliance within CRM and sales reporting systems

Sales Execution & Deal Strategy:

• Provide leadership guidance and support on strategic, complex, or high-value sales opportunities
• Assist team members with account strategy, competitive positioning, value articulation, business cases, negotiations, and closing plans
• Serve as an escalation point for critical opportunities requiring leadership involvement
• Ensure consistent application of sales processes, opportunity management practices, and organizational initiatives

Market Development & Industry Expertise:

• Develop a deep understanding of the Facilities market, including customer needs, operational challenges, industry trends, and competitor activity
• Evaluate market conditions and provide recommendations regarding strategic initiatives, market expansion opportunities, and organizational priorities
• Provide ongoing market intelligence, customer feedback, and competitive insights to strengthen go-to-market execution
• Represent the Facilities segment at client meetings, conferences, industry events, and strategic planning discussions

Cross-Functional Collaboration:

• Partner with the Senior Vice President, Sales and executive leadership to execute strategy, allocate resources, and support long-term growth initiatives
• Collaborate with Marketing, Solutions Consulting, Product Management, Revenue Operations, Client Success, and Executive Leadership teams
• Partner with Revenue Operations to optimize forecasting processes, territory planning, reporting structures, and performance management frameworks
• Support development of industry-specific messaging, sales enablement programs, campaigns, and go-to-market initiatives

The essential functions listed above are representative of the primary duties required. Employees must be able to perform these functions with or without reasonable accommodation. 

This job description is not intended to be an exhaustive list of all duties and responsibilities. The Company reserves the right to modify the role as needed. Employment is at-will and may be terminated at any time with or without cause or notice, in accordance with applicable law.

Work Environment & Physical Requirements

• Ability to sit, stand, and work at a computer for extended periods
• Ability to communicate effectively via phone, video, and written channels
• Ability to work remotely and operate standard business technology
• Ability to participate in virtual and in-person meetings
• Travel as needed for client meetings, industry conferences, and prospect engagement (estimated <10%)
Reasonable accommodations will be provided in accordance with applicable law.

Qualifications (Knowledge, Skills, and Abilities)

Education

• Bachelor’s degree or equivalent combination of education and experience

Minimum Qualifications

• Eight (8) or more years of progressive B2B sales experience
• Five (5) or more years of leadership experience managing quota-carrying sales professionals
• Demonstrated success leading consultative software or technology sales organizations
• Proven track record of exceeding revenue targets through effective sales leadership
• Strong business planning, forecasting, pipeline management, and coaching capabilities
• Excellent communication, presentation, negotiation, and leadership skills
• Ability to influence stakeholders across all levels of an organization
• Strong analytical mindset with experience using CRM and sales performance tools
• Ability to operate both strategically and tactically in a high-growth environment

Preferred Qualifications

• Experience selling Human Capital Management, Payroll, Human Resources, Benefits Administration, Workforce Management, Time & Attendance, Scheduling, Talent Acquisition, or related software solutions
• Experience selling into Skilled Nursing, Long-Term Care, Senior Living, Home Health, Home Care, or other healthcare-related markets
• Experience leading teams within a high-growth SaaS environment
• Working knowledge of MEDDPICC or similar sales methodologies

Success Profile (What Good Looks Like in 12 Months)

• Consistent progress against team bookings and revenue growth objectives
• Improved forecast accuracy, pipeline coverage, pipeline generation, and sales productivity
• Increased new logo acquisition and market penetration within target Facilities segments
• Established a consistent coaching cadence and sales operating rhythm that improves execution and win rates
• Built and developed a high-performing Facilities sales team with strong engagement and retention
• Strengthened cross-functional alignment and industry-specific go-to-market execution
• Maintained disciplined CRM practices, performance reporting, and accountability standards

Compensation & Pay Transparency

• Base Salary Range: $131,200 – $167,600 per year 
• This range reflects the expected base salary for this position and is aligned with market data and internal equity considerations
• Individual compensation will be determined based on factors such as experience, skills, qualifications, and geographic location
• This role may also be eligible for discretionary bonus or other incentive compensation, in accordance with Company plans
• Viventium + Apploi is committed to maintaining competitive, equitable, and transparent compensation practices in compliance with all applicable law