VP Sales for Health Systems

About Yuzu

At Yuzu, we’re building the next-generation health insurance company. We are NOT building a digital brokerage or an AI wrapper - we are going deeper to build the foundational infrastructure required to power tomorrow’s health plans. We believe that software can unlock the ability to build health plans that are affordable, adaptable, and scalable. Yuzu’s platform will be core to this future.

So how does this actually work? Over 70% of employer-sponsored health plans are self-funded, meaning the employer acts as the insurer and directly covers employees' healthcare costs. This allows companies to customize benefits, gain flexibility, and save money. Self-funded employers partner with a Third-Party Administrator (TPA) to handle the behind-the-scenes plan administration, like processing claims and managing benefits.

The TPA industry is a $500bn sleeper industry that has historically been seen as a services business, bogged down by manual processes and legacy systems.

Yuzu is different. We are a vertically integrated & tech-enabled TPA, currently servicing thousands of companies. We differentiate by helping innovative health plans come to life by facilitating new ways to pay for and access healthcare covered by insurance. Yuzu’s goal is to make it as easy for any business to create and manage a custom health plan as it is to create a storefront on Shopify.

The Opportunity

This is a founding-level commercial role for an experienced health system sales leader ready to help build something from the ground up. You'll come with relationships in the health system space and you'll use them to establish Yuzu's footprint in this channel while recruiting and building the team below you.

This role might be a fit for you if:

• You're familiar with health systems on the commercial/self-funded side — not just Medicare, Medicaid, or ACA.
• You have familiarity with health plan economics and/or network design for a health system
• You're ready to build something rather than inherit it

What You'll Do:

• Leverage your existing book of business and network to generate early-stage revenue in the health system channel
• Support us in defining the health system playbook, e.g., messaging, process, pricing inputs, and channel strategy
• Hire, onboard, and develop the health system sales team as we scale
• Serve as a senior voice in cross-functional conversations with product, marketing, and leadership
• Represent Yuzu at industry conferences, health system convenings, and with key stakeholders

The Skillset

• 6+ years of commercial experience in health systems, managed care, or health plan sales
• Existing book of business and relationships with health system decision-makers
• Prior experience building or managing a sales team
• Deep understanding of health plan economics, hospital system incentives, and employer dynamics
• Entrepreneurial disposition: comfortable with ambiguity and energized by building from scratch
• Be available for 30–40% travel

90 Days at Yuzu

The First 30 Days

• Ramp on Yuzu’s product, buyer motion, and health-system value proposition
• Build a target account list and validate priority health system logos
• Get into market quickly using existing relationships and Rolodex
• Begin demoing within the first month

The First 60 Days

• Be actively in market running outreach and early sales conversations
• Build qualified pipeline across named target health systems while helping shape the outreach strategy, pitch narrative, and CRM discipline
• Start moving qualified opportunities into deeper evaluation and internal alignment
• Pressure-test messaging, objections, target-account fit, and early product gaps with the market

90 Days & Beyond

• Move into more active solutioning with qualified accounts and work toward signed pilot opportunities
• Partner with internal implementation and solutions teams on scoped opportunities and SOW-style discussions
• Build broker and plan-designer relationships that expand distribution, and establish coordination with plan sales counterparts
• Help define the Health Systems playbook, establish early benchmarks around ACV, win rate, and sales-cycle length, and clarify what it takes to win in the segment
• Establish presence at key health system convenings and show progress toward landing strategic logos, new ARR, and a credible long-term channel forecast

Interview Process

1. Initial Recruiter Interview: 30 min
2. Hiring Manager interview: 45 minutes
3. Take home assignment: ~2 hours
4. Onsite: 2 hours

Salary & Equity

In this role, you’ll receive an $400,000 - $450,000 OTE (60/40 split), equity, and full benefits

Location

Remote: US or Canada

The Perks

🌴Flexible PTO: Unlimited

⚕️Paid health benefits 100%: Medical, vision, and dental

🏦 401k Provider and match

📚Productivity Stipend: $3000/annually

🏠Home Office Stipend: for remote employees

🎉 Team Outings and Offsites: We just went to a mets game!

🥪 Daily in-office Lunch

🧢 Company Swag