Sales Excellence, VP
Acentra Health, LLC, Tysons Corner, VA, United States
Job Summary
Acentra Health is looking for a Sales Excellence, VP to join our growing team. The Vice President, Sales Excellence serves as a strategic and operational partner to the growth organization, responsible for driving disciplined sales execution, forecasting accuracy, and seller productivity across Acentra Health. This role translates sales strategy and business objectives into structured processes, actionable insights, and operational rigor that enable consistent revenue performance.
This leader integrates business planning, sales enablement, and performance management to support new business growth, expansion, and retention efforts. The VP, Sales Excellence fosters a culture of accountability, data‑driven decision‑making, and execution excellence, ensuring alignment across sales, finance, operations, and leadership teams.
***This is a hybrid role, with a preference for candidates located in the DC, VA, or MD area who can commute to the corporate office in McLean, VA.***
Responsibilities
Drive execution of sales strategy through portfolio planning, market analysis, and identification of key growth drivers, risks, and opportunities.
Partner with sales, growth, and operational leaders to design, implement, and refine go‑to‑market strategies.
Collaborate cross‑functionally to ensure alignment on forecasts, priorities, and execution across the organization.
Partner with Finance on annual operating plan development and ongoing forecasting processes.
Support sales leadership in territory design and quota assignment to optimize performance and coverage.
Enable execution of sales strategies across new business, cross‑sell, renewal, and recapture efforts.
Identify and lead initiatives that accelerate revenue growth, expand pipeline, and remove friction across the sales lifecycle.
Ensure adoption and effectiveness of sales processes, tools, and methodologies across the organization.
Establish and lead forecasting governance, including standardized processes, cadences, and accountability for accuracy.
Leverage data and analytics to inform decision‑making, improve forecasting, and measure seller productivity and performance.
Provide actionable insights into performance trends, customer behavior, market conditions, and competitive dynamics.
Define, track, and report on key sales performance indicators, including pipeline health, conversion rates, and quota attainment.
Develop dashboards, scorecards, and business reviews that provide visibility into performance and drive accountability.
Serve as Salesforce subject‑matter expert, overseeing sales and forecasting capabilities while driving adoption and optimization.
Act as a trusted advisor to sales and growth leadership, providing guidance on execution discipline, pipeline management, and forecasting rigor.
Design and implement sales readiness programs, tools, and best practices to improve seller effectiveness and outcomes.
Foster a culture of accountability, collaboration, and data‑driven decision‑making across the sales organization.
Lead deal lifecycle governance across pursuit stages, including early capture, bid, submission, and final negotiations.
Improve and standardize processes to increase efficiency, eliminate bottlenecks, and support scalable growth.
Ensure pipeline hygiene and data integrity to enhance forecast reliability and reporting accuracy.
Drive alignment across functions, regions, and sales segments to ensure consistent execution.
Support monthly, quarterly, and annual forecasting cycles and sales reporting requirements.
Oversee administration and tracking of sales incentive programs.
Provide leadership and direction across sales excellence, operations, and enablement activities.
Influence cross‑functional teams, including Sales, Finance, Operations, and Marketing, to ensure alignment and execution.
Read, understand, and adhere to all corporate policies including policies related to HIPAA and its Privacy and Security Rules.
Qualifications Required Qualifications
Bachelor’s degree in business, finance, management, or a related business field OR years’ experience in lieu of degree.
Minimum 12+ years’ experience in sales operations, sales enablement, business planning, program management, business development, consulting, or related disciplines.
Strong experience with Salesforce CRM, including pipeline management, deal tracking, and revenue forecasting.
Proven ability to leverage data and analytics to influence business decisions and drive performance outcomes.
Demonstrated expertise in process improvement, stakeholder management, and cross‑functional collaboration.
Experience supporting complex sales environments with long sales cycles and multiple stakeholders.
Background in strategic planning, forecasting, or performance management.
Preferred Qualifications
Experience working in matrixed, fast‑paced, technology‑enabled or services‑based organizations.
Hands‑on experience designing and optimizing Salesforce processes for pipeline and sales cycle management.
Proven ability to build dashboards and reporting tools that drive visibility, accountability, and business insights.
Benefits Benefits include comprehensive health plans, paid time off, retirement savings, corporate wellness, educational assistance, corporate discounts, and more.
Compensation The pay for this position is USD $201,400.00 – $265,000.00 per year.
Experience in Lieu of Degree For non‑clinical roles, or when not required by the contract specifically, the Company acknowledges that practical, hands‑on experience can provide skills and competencies equivalent to formal education. In cases where a Bachelor's degree may be required, the Company will accept a minimum of six (6) years of directly relevant professional experience in lieu of a degree. In instances where the candidate has an Associate's degree, the Company will accept a minimum of three (3) years of directly relevant professional experience in lieu of the Bachelor's degree.
Acentra Health is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability, status as a protected veteran or any other status protected by applicable Federal, State or Local law.
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This leader integrates business planning, sales enablement, and performance management to support new business growth, expansion, and retention efforts. The VP, Sales Excellence fosters a culture of accountability, data‑driven decision‑making, and execution excellence, ensuring alignment across sales, finance, operations, and leadership teams.
***This is a hybrid role, with a preference for candidates located in the DC, VA, or MD area who can commute to the corporate office in McLean, VA.***
Responsibilities
Drive execution of sales strategy through portfolio planning, market analysis, and identification of key growth drivers, risks, and opportunities.
Partner with sales, growth, and operational leaders to design, implement, and refine go‑to‑market strategies.
Collaborate cross‑functionally to ensure alignment on forecasts, priorities, and execution across the organization.
Partner with Finance on annual operating plan development and ongoing forecasting processes.
Support sales leadership in territory design and quota assignment to optimize performance and coverage.
Enable execution of sales strategies across new business, cross‑sell, renewal, and recapture efforts.
Identify and lead initiatives that accelerate revenue growth, expand pipeline, and remove friction across the sales lifecycle.
Ensure adoption and effectiveness of sales processes, tools, and methodologies across the organization.
Establish and lead forecasting governance, including standardized processes, cadences, and accountability for accuracy.
Leverage data and analytics to inform decision‑making, improve forecasting, and measure seller productivity and performance.
Provide actionable insights into performance trends, customer behavior, market conditions, and competitive dynamics.
Define, track, and report on key sales performance indicators, including pipeline health, conversion rates, and quota attainment.
Develop dashboards, scorecards, and business reviews that provide visibility into performance and drive accountability.
Serve as Salesforce subject‑matter expert, overseeing sales and forecasting capabilities while driving adoption and optimization.
Act as a trusted advisor to sales and growth leadership, providing guidance on execution discipline, pipeline management, and forecasting rigor.
Design and implement sales readiness programs, tools, and best practices to improve seller effectiveness and outcomes.
Foster a culture of accountability, collaboration, and data‑driven decision‑making across the sales organization.
Lead deal lifecycle governance across pursuit stages, including early capture, bid, submission, and final negotiations.
Improve and standardize processes to increase efficiency, eliminate bottlenecks, and support scalable growth.
Ensure pipeline hygiene and data integrity to enhance forecast reliability and reporting accuracy.
Drive alignment across functions, regions, and sales segments to ensure consistent execution.
Support monthly, quarterly, and annual forecasting cycles and sales reporting requirements.
Oversee administration and tracking of sales incentive programs.
Provide leadership and direction across sales excellence, operations, and enablement activities.
Influence cross‑functional teams, including Sales, Finance, Operations, and Marketing, to ensure alignment and execution.
Read, understand, and adhere to all corporate policies including policies related to HIPAA and its Privacy and Security Rules.
Qualifications Required Qualifications
Bachelor’s degree in business, finance, management, or a related business field OR years’ experience in lieu of degree.
Minimum 12+ years’ experience in sales operations, sales enablement, business planning, program management, business development, consulting, or related disciplines.
Strong experience with Salesforce CRM, including pipeline management, deal tracking, and revenue forecasting.
Proven ability to leverage data and analytics to influence business decisions and drive performance outcomes.
Demonstrated expertise in process improvement, stakeholder management, and cross‑functional collaboration.
Experience supporting complex sales environments with long sales cycles and multiple stakeholders.
Background in strategic planning, forecasting, or performance management.
Preferred Qualifications
Experience working in matrixed, fast‑paced, technology‑enabled or services‑based organizations.
Hands‑on experience designing and optimizing Salesforce processes for pipeline and sales cycle management.
Proven ability to build dashboards and reporting tools that drive visibility, accountability, and business insights.
Benefits Benefits include comprehensive health plans, paid time off, retirement savings, corporate wellness, educational assistance, corporate discounts, and more.
Compensation The pay for this position is USD $201,400.00 – $265,000.00 per year.
Experience in Lieu of Degree For non‑clinical roles, or when not required by the contract specifically, the Company acknowledges that practical, hands‑on experience can provide skills and competencies equivalent to formal education. In cases where a Bachelor's degree may be required, the Company will accept a minimum of six (6) years of directly relevant professional experience in lieu of a degree. In instances where the candidate has an Associate's degree, the Company will accept a minimum of three (3) years of directly relevant professional experience in lieu of the Bachelor's degree.
Acentra Health is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability, status as a protected veteran or any other status protected by applicable Federal, State or Local law.
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