Northern Virginia Sales Leadership

About Us We are building a new kind of home health company — one that uses technology to remove the administrative burden that holds this industry back. Home health is a $140B market, but agencies lose nearly half their revenue to back-office overhead: scheduling, documentation, billing, prior authorizations. That waste drives up costs, burns out clinicians, and leaves millions of patients without care. We automate that work so our teams can focus on what matters — getting patients seen. The result: we operate with meaningfully better margins than traditional agencies, and we pass that advantage forward. We pay clinicians more, accept patients other agencies turn away, and scale faster because our operations aren't bottlenecked by paperwork. We've paired a world-class technology team (from Stanford, Harvard, Palantir, Google) with healthcare operators and advisors from the most successful healthcare companies to build a platform that handles the back office end-to-end — from intake and eligibility through charting, QA, and collections. We're already delivering care across multiple states and growing rapidly. Our mission is "any care, any where." We're starting with home health and expanding from there. Every dollar in revenue we generate takes two dollars of waste out of the healthcare system. If we win, patients win. The Opportunity We're looking for a Sales Leader to own a defined territory as a player-coach. You'll drive your own book of accounts while coaching and developing a small team of sales reps to grow the territory. This role is for someone who's ready to step into sales leadership but still wants to stay close to the field. You'll partner directly with your Regional Sales Manager (RSM) to execute market strategy, build facility relationships, and develop your team. You'll be responsible for: - Owning and growing a defined territory, with a focus on high-value referral sources - Leading as a player-coach: managing your own accounts while coaching 2–5 sales reps - Building facility relationships with discharge planners, case managers, and facility leadership - Developing your reps through ride-alongs, pipeline reviews, and structured coaching - Driving quarter-over-quarter admission growth, the primary measure of success in this role This is a high-visibility role with a clear path to Regional Sales Manager as Adaptive scales nationally. What You'll Do 1. Own your territory and drive admission growth - Execute a data-driven territory plan: prioritize high-value accounts, target whitespace, and win share from competitors - Manage your own book of 20–30 key accounts while overseeing rep coverage across the broader territory - Build relationships with discharge planners, case managers, and facility leadership to secure referrals - Deliver measurable quarter-over-quarter admission growth 2. Coach and develop your sales team - Coach 2–5 reps through weekly 1:1s, ride-alongs, and pipeline reviews - Help reps sharpen their pitch, objection handling, relationship building, and time management - Set clear activity expectations and hold the team accountable to performance metrics - Partner with your RSM to recruit and onboard new reps 3. Run a disciplined weekly operating cadence - Lead weekly pipeline reviews to forecast and manage opportunities - Track leading indicators (visits, meetings, follow-ups) and lagging indicators (referrals, admissions, episodic mix) - Report territory performance to your RSM with data-backed insights and recommendations 4. Build strategic facility partnerships - Earn credibility with key referral sources by understanding their needs and following through on commitments - Position Adaptive as a differentiated partner, built on care quality and operational reliability - Work closely with operations to ensure seamless handoffs and strong patient outcomes 5. Execute market strategy with your RSM - Implement the RSM's market penetration plan at the territory level - Share field feedback and market intelligence to inform strategy - Identify competitive threats and expansion opportunities Basic Qualifications - 5+ years of home health sales experience, with a proven track record of meeting or exceeding quota - 1+ year in a player-coach, team lead, or sales management role, or demonstrated experience mentoring peers - Proven ability to build relationships with facility-level decision-makers (discharge planners, case managers, clinical leadership) - Comfort with data-driven territory planning and performance tracking Preferred Qualifications - Hospice sales experience in addition to home health - A track record of building and expanding referral networks - Experience recruiting or screening sales talent - Mentored junior reps who went on to become top performers - Established facility relationships in Northern Virginia How You Work - Hungry and competitive: motivated by aggressive growth targets and performance-based compensation - Player-coach mentality: you want to stay in the field, and you get energy from developing others - Data-driven: you know your numbers and use data to make decisions - Coachable: you seek out feedback and keep improving your craft - Team player: you thrive in collaborative environments and make the people around you better - Low ego: you're willing to get scrappy, do the work, and support the broader team What We Offer - Competitive paid time off (PTO) - Flexible scheduling - Mileage reimbursement - Comprehensive health insurance - Dental and vision insurance - Life insurance