Assessment verdict
The commercial motion works. It works because you built every relationship personally. That is a ceiling, not a foundation. The 60 days before the VP Sales hire are the most important commercial investment you will make.
⬛ Primary constraint
Founder Dependency
◈ Secondary constraint
Hiring Before Readiness
Week 1 — Immediate actions (Days 1–7)
1
Document your last three closed deals in full
For each deal: who was the first contact, what was the trigger event, who was involved in evaluation, what objections came up, what resolved them, what language closed it. This is the playbook the VP Sales needs before they start.
2
Define the ICP from the three deals
What do these three clients have in common that your lost deals do not? Stage, size, geography, clinical system used, trigger event. The intersection is your provable ICP. Write it in one paragraph.
Week 2 — Build the new motion (Days 8–14)
1
Map the commercial process from first touch to signature
Draw the exact steps your best deals follow. Who gets the first email, what happens in the first call, how the clinical champion is identified, how the IT evaluation works, what the contract looks like. Make it reproducible.
2
Record one full sales call
With permission, record yourself on one demo and one closing call. The VP Sales will learn more from 90 minutes of these recordings than from any written playbook. These become onboarding assets.
Week 3 — Validate and expand (Days 15–21)
1
Define what VP Sales success looks like in 90 days
Before you hire, write what the VP Sales should have achieved by month 3: pipeline amount, first meeting volume, playbook understanding. If you cannot write this, you are not ready to hire.
2
Identify the right VP Sales profile
The VP Sales for a healthcare SaaS at this stage needs: experience selling to clinical buyers, comfort with long compliance-driven sales cycles, ability to document and build a motion rather than just execute one.
Month 2 and 3 — Scale what works (Days 22–90)
1
Hire with the playbook ready
The VP Sales joins with a documented process, a recorded demo, a defined ICP, and a 90-day success definition. Their first month is execution and refinement — not discovery.
2
Maintain founder involvement in strategic deals
The VP Sales handles the motion. You handle relationships with the two or three largest accounts and all new category introductions. This is the correct division of commercial labour at this stage.
3
Build the expansion motion in parallel
Your 115% NRR is a competitive asset. While the VP Sales builds the new logo motion, define the expansion trigger for existing accounts — what event prompts an expansion conversation, who owns it, and what the upsell looks like.
Success metrics — how you know it is working
✓
Full deal documentation for 3 closed deals complete within 14 days
✓
Commercial process documented within 21 days
✓
VP Sales hired into documented motion within 60 days
✓
VP Sales first independent meeting within 45 days of starting
Need help executing this plan?
Wiremap does not implement. But if you want a second assessment in 60 days to confirm the motion is responding — that option is available.
Email Amulya →