Head of Commercial

WellTheory

Head of Commercial scaling WellTheory’s digital autoimmune-care business across US employer and health-plan markets. Building the sales team, go-to-market strategy, pipeline, playbook, and predictable revenue engine.

Posted 8/4/2026full-timeRemote • 🇺🇸 United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in building and scaling commercial strategies, leading high-performing sales teams, and driving predictable revenue growth in the digital health sector. Proficient in go-to-market design, revenue forecasting, and managing complex sales cycles with multiple stakeholders.

Highest-signal resume keywords

Commercial LeadershipRevenue ForecastingSales Strategy DevelopmentTeam Building and LeadershipCRM Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales StrategyRevenue Function ScalingFinancial ModelingPipeline StrategyContracting and LaunchRFP NavigationSales Playbook DevelopmentSales Cycle ManagementMarket Presence ShapingDeal Closing

Soft Skills

StorytellingRelationship BuildingPresentation SkillsVerbal CommunicationWritten CommunicationEmpathyCuriosityPersistenceInitiative

Tools & Technologies

CRM SoftwareSales Tools

Industry Keywords

Digital HealthValue-Based CareBenefits InnovationEmployer PartnershipsHealth Plan Partnerships

About the role

Key responsibilities & impact

Lead and scale WellTheory’s commercial engine and full go-to-market strategy
Build a unified sales organization driving predictable revenue and long-term relationships with employer and health plan partners
Report to the CEO and work directly with the CEO on sales strategy and plans
Meet or exceed company revenue targets
Develop the sales team, hire exceptional talent, and build a high-performing, repeatable commercial engine
Build and refine the sales playbook as the team scales over the next 12–18 months
Close the first WellTheory deal during onboarding, including generating pipeline, crafting outreach, running calls, and closing contracts
Shape WellTheory’s market presence, brand, buyer journey, and outcomes narrative
Coach sales pitches and join sales calls as needed
Generate pipeline, craft prospect emails, schedule meetings, attend conferences, and use sales tools
Maintain an up-to-date CRM and clearly document deal progress
Partner closely with the CEO throughout the commercial and sales process

Requirements

What you’ll need

12–18+ years of experience in sales roles with progressively increased scope
Proven commercial leadership in digital health, value-based care, or benefits innovation
Experience building and scaling revenue functions from early traction through growth
Experience moving from founder-led sales to a high-performing, repeatable commercial engine
Experience managing complex, multi-stakeholder sales cycles with employers, payers, and channel partners
Experience taking engagements through contracting and launch
Ability to navigate RFPs and procurement
Financial modeling expertise
Fluency in go-to-market design, revenue forecasting, and pipeline strategy
Strong storytelling, relationship-building, presentation, verbal, and written communication skills
Experience hiring and leading high-performing teams with empathy and accountability
Comfortable building sales infrastructure, iterating quickly, and operating in ambiguity
Willingness to work hands-on as a player-coach, including generating pipeline, crafting outreach, running calls, attending conferences, and closing deals
Ability to maintain CRM accuracy and document deal progress clearly
Empathy for the lived experience of autoimmune patients
Curiosity, beginner’s mindset, persistence, and willingness to take initiative

Benefits

Comp & perks

A team that genuinely cares about each other and the members we serve
A fully remote company
Annual company retreat
On Target Earnings: $500,000, with final amount depending on directly relevant skills and experiences
Meaningful equity
Benefits
Diverse, inclusive, and authentic team environment
Equal opportunity employer
Hiring-process accommodations available