Vice President, Sales (EMR / RCM)

Council Capital is a healthcare-focused private equity firm based in Nashville, Tennessee, managing over $350 million in committed capital.

We invest in lower middle market healthcare companies where we see the potential to scale purpose and performance. Our investments span control and minority positions in businesses with enterprise values between $10 million and $100 million.

What sets us apart is the Council Model—a proven framework that surrounds founders and leadership teams with a powerful combination of support: our CEO Council of seasoned operators, our Strategic Healthcare Investors who bring real-world insight and access, and our internal Value Creation Team, focused on enabling growth through talent, systems, and strategy.

At Council Capital, we’re not just backing companies—we’re helping build enduring businesses that improve lives and shape the future of healthcare.

Therapy practice owners lose 5 to 15 percent of what they earn to denied claims, underpayments, and billing nobody has time to work. StrataPT gets that money back. We run practice management software and revenue cycle management for outpatient physical, occupational, and speech therapy practices, and we only get paid when our customers get paid.

Inbound is working and our referral partners are sending deals again. What we need now are two hunters to go get the rest of the market. There are more than 20,000 outpatient therapy practices in the country, and most of them are still losing money on denials, depending on one biller, or running on paper.

If you would rather be paid for what you close than for showing up, keep reading.

What You Will Do

• Lead and Sell: Build and lead a high-performing sales team while building most of your own pipeline through outbound outreach to physical, occupational, and speech therapy practices that fit our profile.

• Close: Run discovery, demo, and close in 45 to 60 days at full price and standard term.

• Work the Referrals: Convert referral partner introductions into customers quickly and help us add new partners.

• Open Senior Living: One of the two initial hunter hires, under your direction, will also open assisted living and skilled nursing contracts—a recurring, high-volume market.

• Keep It Clean: Manage and coach to an accurate pipeline in HubSpot and forecast believable numbers.

What Winning Looks Like in Year One

• You close your first deal within 60 days and coach your team to their first wins.

• By month six, most of the pipeline is self-built, both by you and your direct hires.

• You and your team hit ramped quotas and push into accelerators.

• The practices you and your team sign go live, stay, and send referrals.

• You win at full price.

You Will Thrive Here If You

• Have five or more years in B2B sales, with at least three closing new business against a quota, and are carrying a number today.

• Are a hunter who has built and closed most of your own pipeline—and can show it.

• Can close volume in the $20,000 to $85,000 range on cycles of 45 to 60 days.

• Have sold to owner-operators who sign personally.

• Bring a clinical background (PT, OT, SLP, PTA, OTA) or have three-plus years selling software or billing services to outpatient therapy practices. Clinicians who sell earn trust with our buyers almost instantly.

• Hold your price when a prospect pushes, and have examples to share.

• Want your pay tied to your results—and your team's performance.

• Have coached, mentored, or ramped new sales reps while carrying your own number.

Bonus Points

• Sold an EMR and revenue cycle bundle to outpatient providers.

• Sold a percentage-of-collections pricing model.

• Sold recurring contracts to assisted living or skilled nursing facilities.

• Used HubSpot as your system of record.

• Trained new reps or coached peers.

• Private equity-backed company experience.

Why This Role

• No Ceiling: Commission is uncapped. Your rate goes up once you pass quota, and monthly and quarterly kickers pay you for consistency, not just one big month.

• You Know Why They Buy: Practices come to market for three reasons: losing money on denials with their current EMR or billing partner, their in-house biller is retiring, or they are moving off paper. You will walk into every call knowing the pain.

• Fast Cycles: Deals close in 45 to 60 days. This is a volume play, not one big deal a year.

• Easy to Believe In: Every deal puts money back into an independent clinic that payers are squeezing. Our buyers are clinicians who own their practices.

• Room to Grow: We are building the sales team now. The people who win here will be first in line to help lead it—and you will be leading from day one.

• Serious Private Equity Backing

Council Capital and our portfolio companies are committed to building high-performing teams by hiring the best talent—period.

We believe in putting the right people in the right seats, regardless of background, and we’re always looking for individuals who bring fresh thinking, grit, and a drive to make a difference.

Thank you for considering a role with one of our companies. We’re excited to learn more about you.