• Provide strategic and operational leadership across the division’s digital, virtual, and alternative delivery channels • Lead integrated, multi-channel teams accountable for driving measurable business and member outcomes • Align high-volume and advisory-led channels, anticipating emerging risks and trends • Monitor performance metrics and coach teams to optimize sales effectiveness and service excellence • Identify opportunities for business growth and channel expansion, ensuring alignment with evolving member needs and market trends

• Help shape and execute Espresa’s channel strategy, with a focus on strategic consultant and broker relationships • Build and deepen relationships with benefits consultants, broker partners, and distribution channels to expand Espresa’s market presence and influence revenue opportunities • Develop strong connections with practice leaders, subject matter experts, and executive stakeholders within key consultant and broker firms • Partner closely with Sales, Marketing, Product, and Client Success teams to align go-to-market strategy and support successful channel-driven opportunities • Represent Espresa through consultant education sessions, capabilities presentations, industry conferences, and networking events both in person and virtually • Partner closely with the sales team to support consultant-influenced opportunities, strengthen pipeline development, and improve win rates

Role Description Northwoods is hiring a VP of Sales to lead its sales organization and help expand the company's presence across state and local government agencies. Reporting directly to the CEO, the VP of Sales will lead a team of six sales professionals responsible for selling software solutions to Health and Human Services organizations. The role requires a leader who can strengthen sales execution, improve forecasting and pipeline management, develop talent, and help Northwoods pursue larger, more strategic opportunities across government markets. This is a leadership role with direct influence on company strategy, market expansion, and revenue growth. The successful candidate will work closely with executive leadership to shape how Northwoods approaches new markets, develops customer relationships, and scales its commercial organization. What You Will Own - Sales Strategy and Revenue Growth - Develop and execute the sales strategy for Northwoods' government market business. - Increase qualified pipeline generation across state and local government agencies. - Improve sales forecasting, pipeline visibility, stage management, and reporting. - Support complex opportunities involving multiple stakeholders, formal procurement processes, and long sales cycles. - Partner with sales team members on strategic pursuits and executive-level customer engagements. - Identify opportunities to expand Northwoods' presence in existing and emerging markets. - Contribute to annual revenue planning, territory strategy, and market prioritization. - Leadership and Team Development - Lead, coach, and develop a team of six quota-carrying sales professionals. - Establish clear expectations, operating rhythms, and performance standards. - Support hiring, onboarding, and development of future sales talent. - Create a culture focused on accountability, customer outcomes, and execution. - Conduct regular pipeline reviews, deal inspections, and coaching sessions. - Build a disciplined sales organization capable of supporting future growth. - Cross-Functional Partnership - Partner closely with Product, Customer Success, Professional Services, Marketing, and Executive Leadership. - Provide market feedback that helps inform product direction and go-to-market strategy. - Align sales priorities with company objectives and customer needs. - Support strategic partnerships and business development initiatives where appropriate. - Represent Northwoods in customer meetings, industry events, and executive discussions. Qualifications - 12+ years leading quota-carrying within GovTech, B2B SaaS, or enterprise technology sales teams. - Experience managing sales organizations with multiple direct reports. - Demonstrated success leading complex sales cycles involving multiple stakeholders and procurement processes. - Strong understanding of forecasting methodologies, pipeline management, and sales operating cadence. - Experience recruiting, developing, and managing sales talent. - Ability to evaluate performance, provide coaching, and maintain accountability across a sales organization. - Executive presence and the ability to represent the sales function at the leadership level. - Experience working cross-functionally with Product, Marketing, Customer Success, Professional Services, and executive teams. - Track record of delivering measurable revenue growth, bookings performance, or quota attainment. - Willingness to travel as needed to support customers, opportunities, and team development. Preferred Qualifications - Experience selling into state and local government agencies. - Experience within Health and Human Services, public sector technology, case management, workforce systems, benefits administration, or related markets. - Experience with HubSpot or comparable CRM platforms. - Experience in a private equity-backed or growth-stage software business. - Experience pursuing large government opportunities involving formal evaluations, procurement processes, and executive stakeholders. Benefits - Executive leadership role reporting directly to the CEO. - Opportunity to help shape commercial strategy and market expansion. - Established customer base with strong presence in Health and Human Services. - Backed by Banyan Software with a long-term growth focus. - Ability to make a meaningful impact on government programs that serve communities and families.

• Lead the Education, Practice, and Standards team, along with Regional Training and Onboarding & Experience teams, collectively responsible for training and onboarding approximately 75% of all new hires—from day one through their first five weeks of employment. • Developing strong relationships with operations leaders across the business to understand and anticipate needs to evolve the training programs regularly to meet the needs of a growing business. • Champion innovative learning models, including remote and hybrid training solutions, to support distributed teams. • Serve as a key advisor to executive leadership on workforce capability, reskilling, and digital learning transformation. • Design and scale remote training programs to support frontline, remote, and hybrid employees across multiple locations. • Lead the adoption of virtual instructor-led training (VILT), e-learning modules, microlearning, and mobile-first training experiences. • Ensure all remote learning is engaging, interactive, and aligned with adult learning principles. • Optimize asynchronous learning opportunities to support geographically dispersed teams. • Oversee Learning Management Systems (LMS) and Learning Experience Platforms (LXP), ensuring seamless access for remote learners. • Drive the use of advanced learning technologies, including AI-driven personalization, virtual reality (VR), and analytics tools. • Implement data-driven insights to measure engagement, skill acquisition, and training effectiveness across virtual environments. • Establish KPIs and dashboards to measure training effectiveness, including remote learner engagement, completion rates, and competency outcomes. • Continuously improve training strategies based on data, feedback, and patient care outcomes. • Manage budgets, vendors, and external training partnerships.