Sales Generalist: Market GM and New Vertical Salesperson

Why Clipboard Health Exists:

We exist to lift as many people up the socioeconomic ladder as possible. We dramatically improve lives, by letting healthcare professionals turn extra time and ambition into career growth and financial opportunity. We achieve this with our app-based marketplace that connects healthcare facilities and healthcare professionals, allowing healthcare professionals to book on-demand shifts and healthcare facilities to access on-demand talent. Our mission is to enable healthcare professionals to work when and where they want, and to enable healthcare facilities to meet their talent needs.

About Clipboard Health:

Clipboard Health is a post-Series C, extremely fast-growing tech startup with classic two-sided network effects, revolutionizing the market for healthcare talent. We are a diverse and inclusive company with a global, remote team. We’ve been featured on YC’s Top Companies and grown 20x+ since January 2021. There has never been a more exciting time to join our growing team and help us serve even more healthcare professionals and healthcare facilities, who can then better serve patients. To learn more about working at Clipboard Health, take a look at our Careers page and how we work.

What’s the Job Look Like? 

We’re looking for a sales generalist to drive growth. 

This person should be taking actions to grow demand in a market through outbound sales. That market might be driving shift demand for caregivers at assisted living facilities in the state of Oklahoma, or it could be getting shifts for housekeepers at hotels in Maine. They’ll need to be able to do the digging, connect with customers to understand what makes them tick, and then deliver solutions that we’ve already built into the problem space that they’ve defined for customers. They’ll deal with rejection frequently and can’t be deterred by 100 no’s - the 101st person they speak to could be a yes. 

We’re expecting this person to pick up the phone a lot. This person will not have a team or say “here’s what I think we should do” - they’ll do it. 

What Might Onboarding Look Like?

There’s some variance here, but we’ve included a sample onboarding plan for someone who starts within our core marketplace. We’re expecting skilled sales people, industry experience isn’t necessary and you should be able to adapt to different customer types quickly. 

For the first 6 weeks we expect this person to pick up the phone for most of the day. They’ll be expected to produce 50 customer conversations from existing customers (40 of which will come on the demand side, 10 from workers) in their first two weeks. In the following three weeks we expect an additional 1000 calls to prospects, yielding at least 100 meaningful conversations. Once this person has a very clear understanding of customers (segments, personas, etc) they’ll have the opportunity to put forward ideas that fall outside the scope of cold calling. 

They might want to throw events, experiment with marketing, or try other experiments. These are all things we’d love to do, but opportunities to explore are gated by getting a very deep understanding of the customer via a high volume of customer conversations. 

Instead the mandate will be “don’t do anything except pick up the phone or visit customers for the first 6 weeks - take ownership over their problems and develop the best possible understanding of the customer”. 

Someone first needs to be able to clearly say things like “here’s what a day in the life of a <Job Title> in a <Workplace Type> looks like. Here’s how it differs from the <Close but different job title>. If the customer segment is <small>, then the role usually doesn’t exist. The responsibilities of that role instead fall into <other role> which also does <other duties>.” 

Once we’re confident in the individual’s read on the customer, we’ll open the doors for experimentation if the person thinks it’s our most effective tool, based on their understanding of customers. Once they have experiments they’ll ship these experiments themselves and report on learnings. 

 

What’s Success Look Like?

We’re expecting this person to win every market they enter by getting to know customers and breaking down barriers. They have to be comfortable where there isn’t a manual - they won’t just sell, they need judgment to know 1) what to sell, 2) how we should package / position what we sell, 3) what we can / can’t offer, and 4) how to negotiate / price / etc when we don’t have a pulse on where the