Head of Sales

About the Role

What You'll Do

• Build and own the sales process
  You're the first salesperson. You'll shape how we identify, qualify, engage, and close customers. You'll work closely with the founders to define the sales motion, with real ownership over how it evolves.
• Run consultative, discovery-driven sales cycles
  Every deal starts with understanding. You'll dig into how each prospect runs their care management programs, where the operational pain is, and what an AI-enabled version of their organization could look like.
• Sell across deal structures
  White-label partnerships and direct B2B engagements are different animals. You'll understand the dynamics of each, tailor the pitch accordingly, and navigate the stakeholders involved in both.
• Translate the vision into something tangible
  Our thesis is that AI should be tailored to the organization. That's a powerful idea, but abstract until you make it concrete for a specific prospect. You'll take their workflows, pain points, and goals and show them exactly what Gravity Rail looks like in their hands.
• Be a creative problem solver
  No two deals are identical. The person who thrives here is energized by that, not frustrated. You'll structure partnerships, design pilot programs, and find ways to get to yes that don't exist in a standard playbook.
• Feed the company's understanding of the market
  As the person having the most conversations with prospects, you'll develop a perspective on what the market wants, what language resonates, and where the opportunities are. We expect you to bring that back and help shape the product and go-to-market strategy.

What You Bring

• Experience in consultative, complex, or enterprise sales where you've had to deeply understand a buyer's operations before you could sell to them. Healthcare experience is a strong plus, but what matters most is knowing how to sell into organizations where the buying process is nuanced.
• The ability to think like a strategist, not just a closer. You get excited about understanding how an organization works and figuring out where AI can change the game.
• Experience selling into partnerships, channel relationships, or white-label arrangements. If you've only sold direct, that's fine — but you should be ready to learn a different kind of deal structure.
• Comfort with ambiguity. There is no sales playbook yet. You'll be building it as you go, with support from the team.
• A genuine belief in the enablement model. If you'd rather sell a product that does everything for the customer, this isn't the right fit. We're looking for someone excited about helping organizations build their own capabilities.
• Strong communication skills — with prospects and internally. Articulate complex ideas simply, push back constructively, and bring market insights back in an actionable way.
• Curiosity about AI and how it's changing the way organizations operate. You don't need to be technical, but you should be credible in a conversation about what's possible.

Why This Role Matters

The Details

Reports to

Scott Hoch, CEO

Location

Remote, anywhere in the US

Travel

Up to 10%

Compensation

Competitive base salary with performance-based upside, meaningful equity, and benefits

Team size

Fewer than ten people, flat team, no management layers