Early-stage healthcare startups don't need a 50-person sales team. They need someone who's been here before. Move quickly, learn what works, scale what does. Built for founders selling into providers, pharma, payers, and pharmacy.
Every deal lives in the founder's head. There's no system, no playbook, and no one else who can move a deal forward without you on the call.
A full Head of Sales costs $300K+. You can't justify it pre-Series A, but you also can't keep being the only one selling. The middle option doesn't exist on most job boards.
Selling to providers, pharma, or payers is a different sport. The frameworks your investors share don't fit. You need someone who's actually closed in this space.
A good guide has walked the path before, and knows where founders get stuck. Fourteen years of healthcare sales means I've already run this motion at Capsule, Stepful, and Canid. No imported SaaS playbooks. No copy-pasted cadences. Just focused experiments, fast feedback, and scaled investment in what's actually working for your buyer.
Every engagement moves through five stages. Most founders are stuck somewhere between Observe and Refine. They have signal but can't turn it into a motion. That's where we plug in.
Audit. ICP definition. Founder-deal teardown. The first 10 conversations get scripted.
Messaging tests, channel selection, cold outreach sequences calibrated to your buyer.
Pipeline metrics, win/loss reviews, objection patterns. We measure what's working.
The motion repeats, and it's no longer dependent on you. Now we document it for your first sales hire.
Hire the AE. Onboard them on the playbook. Stay on for the first 90 days of their ramp.
A focused diagnostic + playbook build. For founders who need clarity, not a long-term operator. You leave with a documented motion your team can run.
Embedded operator. I run your sales motion alongside you: closing deals, building the playbook, and hiring the first AE. Most engagements end with a permanent hire walking in the door.
Most "fractional" GTM advisors come from B2B SaaS and try to retrofit those playbooks onto healthcare. We work in the other direction, bringing built-in healthcare sales fluency to early-stage startups, with operator-grade execution.
We diagnose where your motion is stuck, then decide if we're a fit.
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