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Head of Sales

RevenueRemote (US)Full-time
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The application window will remain open until the position is filled. This opportunity will remain posted based on business needs.

About the role

Kestrel automates prior authorization for independent medical practices, a $93B problem that burns 14+ hours of staff time per physician per week. We have a working product, early customers, and a massive addressable market. What we don't have is a sales engine.

As our first sales hire, you'll own the entire go-to-market motion. You'll identify and close independent practices and small group practices (1–50 providers), build outbound sequences, run product demos, and develop the repeatable playbook that a future team will scale. You'll also work closely with the founder to shape positioning, pricing, and packaging based on what you hear in the field.

This isn't a role where you inherit a territory and a deck. You'll be building from scratch, and if you do it well, you'll build the team that runs it.

Minimum qualifications

  • 4+ years of B2B SaaS sales experience, ideally selling into healthcare (physician offices, clinics, group practices, or health systems).
  • Track record of meeting or exceeding quota in a closing role (AE, Account Manager, or equivalent).
  • Experience running full-cycle sales: prospecting, discovery, demo, negotiation, and close.
  • Comfort with early-stage ambiguity. You've sold a product before the brand had recognition.
  • Strong written and verbal communication. You can explain prior authorization workflows to a practice manager and ROI to a CFO in the same meeting.

Preferred qualifications

  • Experience selling into independent medical practices or ambulatory care.
  • Familiarity with revenue cycle management (RCM), EHR systems, or prior authorization workflows.
  • Experience as employee #1–5 on a sales team at an early-stage startup.
  • Existing relationships with practice managers, office administrators, or healthcare consultants.
  • Experience with CRM tools (HubSpot, Salesforce) and outbound automation (Apollo, Outreach, etc.).
  • You've sold a product that didn't exist 18 months ago and loved it.

Responsibilities

  • Build and execute an outbound sales strategy targeting independent practices, group practices, and billing companies.
  • Run full-cycle sales: prospecting, outreach, demo, proposal, negotiation, and close.
  • Develop and iterate on sales collateral, pitch decks, and email sequences.
  • Conduct product demos and translate clinical pain points into business value.
  • Feed market intelligence back to the product team: what features close deals, what objections come up, what competitors are doing.
  • Define and track sales KPIs: pipeline, conversion rates, deal velocity, CAC, and LTV.
  • Represent Kestrel at industry events, conferences, and local medical society meetings as needed.
  • Hire and mentor future sales team members as the team grows.

Compensation

Base salary: $90,000–$130,000 + uncapped commission (OTE $160,000–$220,000) + meaningful early-stage equity + benefits. Compensation depends on experience and location.

Interested?

We review every application personally and typically respond within a week.

Apply for this role

Kestrel is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other legally protected characteristic. If you need an accommodation during the application process, please let us know at contact@kestrel.to.