VP of Sales, Field Case Management
Location: Remote, United States. Texas preferred.
Department: Sales
Travel: Regular travel for client visits, team leadership, and national industry conferences.
About the client
Our client is a workers' compensation field case management company. Here is what that means in plain terms. When someone gets hurt at work, our client sends a field nurse to act as that worker's guide. The nurse is not there to give bedside care. The nurse goes with the injured worker to their doctor appointments, talks directly with the orthopedic surgeons and specialists, and helps move the case toward a safe return to work. In most cases, the worker does return to work. That is the whole point of the business.
The company has been doing this for more than ten years and is private equity backed. It grew from 80 employees in early 2025 to 240 by the end of that year. It has since combined with a sister company that handles the earliest part of the process, the moment an injury is first reported. Together, the two businesses now cover the full path from the injury itself through to the closed workers' compensation claim. Two more companies came in with the most recent acquisition. The combined organization is roughly 500 people, regional today, and moving national quickly.
Role Overview
The field sales team is six people spread across the country, and right now they do not have a leader. They are good at what they do and they have built real relationships in their markets. What the business needs next is structure: a real pipeline, a forecast, and a clear answer to the question "where is the next deal coming from."
This role is the bridge between those two things. You will lead the six person team, protect what is already working, and add the process the business needs to grow faster. You report to the EVP of Sales and sit on the leadership team.
Key Responsibilities
• Lead, coach, and develop a six person regional field sales team
• Build a real pipeline in Salesforce: what each opportunity is, what it is worth, and when it will close
• Teach the team to forecast, and give leadership clear visibility into what is coming
• Help the team separate the relationships that actually produce revenue from the relationships that simply exist
• Drive double digit annual growth in the existing book of business
• Open new markets and new relationships where the company has no presence today
• Represent the company at national workers' compensation industry conferences
• Partner with the sister company's sales leaders to sell the full continuum of care
• Add structure without breaking a team that has been successful its own way
What We're Looking For
• Workers' compensation industry experience. This one is required. You need to be credible with this team and this market from day one.
• 5+ years of progressive experience in sales leadership, business development, or revenue strategy within workers' compensation, healthcare, insurance, or case management
• Experience leading an outside sales team, or a senior individual contributor who is ready to step into a first leadership role
• A track record of driving multi state or national market growth
• Working fluency in how a sales organization runs: pipeline, forecast, quota, attainment, and how daily activity turns into revenue. You do not need to be an expert. You do need to be fluent.
• The ability to hold credible conversations on both the clinical and the legal side of a claim. This industry has both.
• Strong communication skills and the ability to build trust with very different kinds of stakeholders
• Experience developing sales strategy, managing a budget, and improving sales operations
• Proficiency with CRM systems and Microsoft Office. Salesforce is a plus.
• Self directed and organized. This is a remote, field based role.
• Willing and able to travel regularly
A note on level: we are open. A junior leader ready for their first team and a senior leader who has already run one are both a fit here. We are looking for the right person, not a specific title.