About Float
Float is the full-stack platform for Specialty Pharma home infusion. Our mission is to make healthcare safer, easier, and more efficient by moving all care that doesn't need a hospital to the home. We do that by building the platform that mobilizes SuperNurses for home medication visits.
Float connects nurses with patients so they can get treatments for their chronic conditions in the home rather than going into the overcrowded hospital. Our model benefits all stakeholders - patients get more convenient care, nurses access flexible work for better pay, pharmacies fill more prescriptions, hospitals reduce low-reimbursement admissions, and payors enjoy 24x reduced costs with home-delivered specialty pharma.
Having closed our Series A in 2023, we're unlocking an inflection point in our growth. We’ve successfully demonstrated multi-state expansion, validated strong unit economics, and boast remarkable retention of patients, nurses, and pharmacies. We've facilitated over 70,000 patient visits by scaling our platform, team, and operations to serve more geographies and patients.
We currently serve the majority of Specialty Pharmacy (SP) enterprises via their local branches within our existing geographies. Our Core GTM motion is focused on the User Buyer at the SP, the intake coordinator at the SP responsible for attaching Nursing to an inbound referral so that they can fulfill all the prescriptions their sales funnel generates. Though we have had success moving up within the SP orgs to win champions in Detail Buyers (such as Directors of Nursing and Regional/National Nurse Coordinators) we have yet to build an Enterprise Sales motion wherein an SP Executive acts as Sponsor Buyer to use Float exclusively. This is a true blue-ocean opportunity in the SP industry, and one Float is already delivering against; however, we have not surfaced that value to SP executives yet.
The Role
This is the first enterprise sales hire who will build and own the motion end to end. You will report to the CEO/Co-Founder.
This role is about expanding our existing foothold with SP branches into full-account adoption across SP enterprises to unlock market dominance. As VP of Enterprise Business Development at Float, you will leverage the value that Float is already delivering to the Specialty Pharmacy (SP) industry to unlock accelerated market capture.
The mission for this role is to boost sales to add an additional 3100 monthly visits by EOY 2026, building Float into the verb that all Enterprise SPs use to describe their strategy for nurse supply.
You will sell to the SP Enterprise buyers.
You will launch and captain our Enterprise Sales function while creating and maintaining a hands-on connection with executive customers. This role combines strategic leadership with practical enterprise sales expertise, requiring both strategic acumen and the ability to sell.
This is an execution-first role. If winning deals, moving fast, and directly delivering real revenue for a growing startup excites you, this role will be a great fit. The right instinct here is to start by talking to customers, learning the market firsthand, and closing real deals. If your first move is to design processes, build CRM workflows, or over-engineer structure before revenue exists, you should apply elsewhere.
In this role, you will drive our growth through compelling in-person presentations, demonstrations, and events. You will travel the United States, taking on diverse responsibilities to cultivate professional relationships from first hello through long-term partnership. This is a position perfect for someone who is passionate about the power of relationships, our product, making a real-world positive impact, and connecting with customers and prospects in every way possible - on the phone, at their facilities, or by hosting events.
What You'll Do
- Own the full sales cycle end to end, from sourcing and qualifying national Specialty Pharmacy execs to running discovery, demos, C-level pitching, account development, scoping, contracting, and closing
- Build sharp, credible business cases by deeply understanding SP workflows, referral economics, nurse supply/distribution/vetting constraints, and where Float creates real operational leverage for our partners
- Create customer value propositions, marketing collateral, demos, and initial pricing models that win executive sponsorship from SPs
- Earn trust with pharmacy leaders, clinical ops teams, and execs by speaking their language and understanding how care actually gets delivered in the home
- Carry the Float flag at conferences and in the field, shaping the conversation that positions Float as the trusted leader in home infusion nurse supply
- Test, refine, and evolve our sales motion as we scale, including messaging, pricing narratives, ICP definition, and deal structure
- Own accurate forecasting, pipeline hygiene, and clear reporting so leadership always has a real view of what’s happening and what’s coming next
- Own customer acquisition economics by balancing judgment and data to ensure every deal drives real, durable returns for the business
- Keep a pulse on the strategic directions of our SPs, payer dynamics, competitors, and regulatory changes so our go-to-market stays sharp and ahead of the curve
- Act as the voice of the customer by capturing real-world feedback and feeding it directly into Product, Ops, and Leadership to sharpen product-market fit
- Help rise the tide across the entire company by setting the bar for how Float communicates, sells, and delivers value in the market
Who You Are
- You own outcomes without excuses. You thrive in early-stage ambiguity. Uncertainty is seen as an opportunity that energizes you. Structure comes later
- You always ask why until you actually understand the problem six fathoms deep. You do not settle for surface-level answers because you map the system to align incentives across stakeholders
- You find paths forward when the playbook does not yet exist
- You can clearly connect the value Float delivers on top-line growth, cost savings, throughput, revenue growth, and risk reduction for SP leaders
- You are comfortable selling in person, at conferences, on-site, and in executive meetings. You can read the room and adjust in real time
- You build long-term trust that leads to referrals, expansion, and champions who want to work with you again
- You default to talking to users to inform what leads to pursue (or not to) and are comfortable translating customer behaviors into product specs and marketing initiatives
- You default to action. You ship, test, and learn fast instead of waiting for perfect information or tomorrow
- You’re comfortable using data to directionally-inform action. You quickly build dashboards to measure only what matters, move in that heading, check your compass again, then iterate
- You’re comfortable making bold bets and even more comfortable admitting when something isn’t working and adjusting quickly
Required Experience
- 6+ years of enterprise sales experience, with 3+ years in a significant leadership role
- Experience winning six- to seven-figure deals with multiple stakeholders that require persistence, credibility, and real execution to close
- Experience setting enterprise sales strategy and managing budgets
- Ability to demonstrate a technical product/service and translate the value to non-technical buyers/stakeholders
Preferred Qualifications
- Enterprise sales experience within Specialty Pharmacy, Healthcare, and/or Healthtech
- Experience working in early-stage startups, particularly through Series B and beyond
- Experience with marketplace or healthcare technology products
- Track record of building 0-1 enterprise sales motions
- A foundation in data manipulation and/or BI tools (Excel, SQL, Metabase, Omni, etc)
Benefits
- Competitive salary and equity package
- Medical, dental, and vision insurance
- 401k with company match
- Generous PTO and flexible work arrangements
- Professional development budget
- Remote-first work environment
- Opportunity to shape the future of healthcare delivery
Role requirements
- We are prioritizing candidates based <1hr from a major North American city (>500K population). This requirement is rooted in the need to be close to a meaningful density of users and proximity to a major airport to facilitate easy, frequent travel
- This is a fully remote position but travel is required for this role. Travel will predominantly be to support activations in new markets or for new verticals.
- Float operates in PST, while our enterprise customers are distributed across time zones. We aim to be thoughtful about scheduling, with flexibility needed at times.
Compensation
Annual compensation is from $250,000 to $300,000.
Compensation is designed to reward both early traction and measurable business progress in the first year.
Compensation includes a competitive base salary plus a performance-gated variable component structured as two milestone bonuses at Month 6 and Month 12. These milestone bonuses are earned only if the business case for continued investment is clear.
In addition to milestone compensation, all gross profit generated from closed enterprise deals earns additional uncapped upside through a GP-based performance sweetener. This ensures that while the primary mandate is strategic relationship development, early revenue impact is rewarded directly and immediately with no ceiling.
This role also includes a meaningful equity grant reflecting its seniority and long-term importance to Float’s growth. The right candidate will own the enterprise motion end-to-end and will be rewarded accordingly as that engine scales.
Float Health is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.