About this role.
SmithRx is seeking a Vice President of Enterprise Sales to lead the acquisition of large employer groups (20,000+ member lives) in the PBM and Health-Tech space. This executive will own the full sales cycle, build C-level relationships, and collaborate with channel partners, brokers, and internal teams to drive revenue growth. The role requires deep PBM and pharmacy benefit knowledge, strategic selling expertise, and proficiency with Salesforce. A track record of closing complex, high-value deals and strong executive presence are essential. This position offers a competitive salary and the opportunity to shape the enterprise sales strategy of a rapidly growing company.
Role DNA
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Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Cover letter sample
Dear Hiring Manager,
I am excited to apply for the Vice President of Enterprise Sales position at SmithRx. With over 10 years of combined experience in pharmacy benefits management and healthcare sales, I have a proven record of closing complex deals with employers of 20,000+ lives. My deep understanding of PBM pricing models and benefit design, paired with a consultative approach, has allowed me to build trusted relationships with C-level executives and brokers.
In my previous role, I consistently exceeded revenue targets while leveraging Salesforce to maintain pipeline discipline and forecast accuracy. I am drawn to SmithRx's mission-driven culture and innovative approach to disrupting the PBM industry. I am eager to bring my strategic vision, executive presence, and collaborative mindset to help drive transformative growth.
I look forward to discussing how my experience aligns with SmithRx's goals.
Sincerely,
[Your Name]
Sample interview questions
Yes, absolutely. In my prior role at a national PBM, I led the enterprise sales division and closed contracts with three employers exceeding 25,000 lives each. I worked closely with brokers and benefits consultants to tailor proposals that highlighted clinical savings and member experience. This experience taught me the importance of aligning internal teams and building consensus among multiple stakeholders.
I focus on understanding the executive's business goals, workforce health trends, and cost drivers. I provide market insights and industry benchmarks that position me as a trusted advisor rather than just a vendor. I also ensure regular communication and follow-through, connecting their priorities to tangible ROI. By delivering value at every touchpoint, I build long-term partnerships.
One deal involved a 30,000-life employer with a consortium of brokers, clinical consultants, and a skeptical CFO. I organized a series of workshops to educate them on our transparent pricing model and clinical programs. I also rallied my internal clinical and legal teams to address specific objections in real time. Through persistence, listening, and data-driven responses, I won their trust and closed the deal in nine months.
I use Salesforce as a single source of truth, updating opportunity stages, next steps, and risks weekly. I create custom dashboards to track win rates, deal velocity, and pipeline coverage. I hold weekly forecast calls with my team to review open opportunities and refine our predictions. This discipline helped me maintain forecast accuracy within 10% over consecutive quarters.
I would start by segmenting the market to identify employers dissatisfied with their current PBM and open to alternative models. I would leverage our tech-driven cost-saving tools and best-in-class service as differentiators. I would align with key brokers and consultants to gain access to large employers, and create targeted, value-based messaging. Finally, I'd use data to refine the approach and ensure alignment with SmithRx's growth goals.
Who We Are:
SmithRx is a rapidly growing, venture-backed Health-Tech company. Our mission is to disrupt the expensive and inefficient Pharmacy Benefit Management (PBM) sector by building a next-generation drug acquisition platform driven by cutting edge technology, innovative cost saving tools, and best-in-class customer service. With hundreds of thousands of members onboarded since 2016, SmithRx has a solution that is resonating with clients all across the country.
We pride ourselves for our mission-driven and collaborative culture that inspires our employees to do their best work. We believe that the U.S healthcare system is in need of transformation, and we come to work each day dedicated to making that change a reality. At our core, we are guided by our company values:
- Integrity: Our purpose guides our actions and gives us confidence in the path ahead. With unwavering honesty and dependability, we embrace the pressure of challenging the old and exemplify ethical leadership to create the new.
- Courage: We face continuous challenges with grit and resilience. We embrace the discomfort of the unknown by balancing autonomy with empathy, and ownership with vulnerability. We boldly challenge the status quo to keep moving forward—always.
- Together: The success of SmithRx reflects the strength of our partnerships and the commitment of our team. Our shared values bind us together and make us one. When one falls, we all fall; when one rises, we all rise.
Job Summary:
The Vice President of Enterprise Sales will lead SmithRx’s strategy and execution for acquiring large employer groups (20,000+ member lives). This role is responsible for building strong relationships with C-level executives, benefits leaders, key channel partners, national and regional broker offices, pharmacy consultants, large employers, and will drive revenue growth through strategic selling and deep industry knowledge.
The ideal candidate will bring a strong background in the PBM space, a proven ability to close complex, high-value deals, and fluency in using Salesforce and sales automation tools to drive performance and pipeline visibility.
What you will do:
- Own and drive the full sales cycle from prospecting to contract signature for employer groups with 20,000+ covered lives.
- Develop and execute enterprise sales strategies that align with SmithRx’s growth goals and value proposition.
- Establish trusted advisor relationships with benefits decision-makers, consultants, brokers, large employers and internal stakeholders.
- Deliver compelling presentations and solution demonstrations that clearly articulate the SmithRx value proposition and clinical/economic impact.
- Collaborate with internal teams including Clinical, Account Management, Legal, Pricing/Proposals to ensure alignment and readiness for onboarding large clients.
- Accurately forecast pipeline and deal status using Salesforce, maintaining meticulous records of all prospecting and sales activities.
- Represent SmithRx at industry events, conferences, and client meetings as a senior face of the enterprise sales team. Willing to travel and attend this events on a regular cadence.
- Maintain a deep understanding of market dynamics, competitor positioning, and healthcare/PBM trends to inform strategy and positioning.
What you will bring to SmithRx:
- 5+ years in PBM or pharmacy benefits-related roles with an additional 5+ years of sales experience in healthcare.
- Bachelor’s degree required; MBA or relevant graduate degree preferred.
- Proven track record or exposure to the process of closing large, complex deals with employer groups of 20,000+ member lives.
- Deep understanding of pharmacy benefit design, pricing models, and competitive positioning within the PBM landscape.
- Comfortable using Salesforce CRM for pipeline management, reporting, and opportunity tracking.
- Exceptional communication, presentation, and negotiation skills.
- High degree of professionalism, executive presence, and ability to influence cross-functional stakeholders.
- Enjoyable to work with as a person and committed to maintain and build the amazing culture at SmithRx.
What SmithRx Offers You:
- Highly competitive wellness benefits including Medical, Pharmacy, Dental, Vision, and Life Insurance and AD&D Insurance
- Flexible Spending Benefits
- 401(k) Retirement Savings Program
- Short-term and long-term disability
- Discretionary Paid Time Off
- Paid Company Holidays
- Wellness Benefits
- Commuter Benefits
- Paid Parental Leave benefits
- Employee Assistance Program (EAP)
- Well-stocked kitchen in office locations
- Professional development and training opportunities
Zone A includes the following locations:
- San Francisco Bay Area – California
- Metro New York City – Connecticut, New Jersey, New York and Pennsylvania
Zone B includes the following locations:
- California – outside of San Francisco Bay Area
- Metro Denver / Boulder – Colorado
- Metro District of Columbia – District of Columbia, Maryland, Virginia and West Virginia
- Metro Boston / Cambridge – Massachusetts and New Hampshire
- Metro Austin – Texas
- Metro Seattle – Washington
Zone C includes all other locations not listed above, including:
- Alabama, Alaska, Arizona, Arkansas, Delaware, Florida, Georgia, Hawaii, Idaho, Illinois, Indiana, Iowa, Kansas, Kentucky, Louisiana, Maine, Michigan, Minnesota, Mississippi, Missouri, Montana, Nebraska, Nevada, New Mexico, North Carolina, North Dakota, Ohio, Oklahoma, Oregon, Rhode Island, South Carolina, South Dakota, Tennessee, Utah, Vermont, Wisconsin, Wyoming
- Non metro Colorado, Connecticut, Maryland, Massachusetts, New Hampshire, New Jersey, New York, Pennsylvania, Texas, Virginia, Washington, and West Virginia
Compensation & Benefits
- Base Salary: The range listed above reflects our standard pay scale and actual pay will vary based on work location, job level, job-related knowledge, skills, and experience.
- Total Rewards: In addition to base pay, this role may be eligible for bonuses, commissions, or equity. SmithRx offers a variety of benefits to help you live well, including: time off programs, medical, dental, vision, mental health support, paid parental leave, life and disability insurance and 401(k).
Individual offers are tailored to your geography, experience, skills, and education. Your recruiter can share more specific details during the hiring process. In the meantime, feel free to explore our comprehensive benefits here.
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