Council Capital is a healthcare-focused private equity firm based in Nashville, Tennessee, managing over $350 million in committed capital. We invest in lower middle market healthcare companies where we see the potential to scale purpose and performance. Our investments span control and minority positions in businesses with enterprise values between $10 million and $100 million. What sets us apart is the Council Model—a proven framework that surrounds founders and leadership teams with a powerful combination of support: our CEO Council of seasoned operators, our Strategic Healthcare Investors who bring real-world insight and access, and our internal Value Creation Team, focused on enabling growth through talent, systems, and strategy. At Council Capital, we’re not just backing companies—we’re helping build enduring businesses that improve lives and shape the future of healthcare. Therapy practice owners lose 5% to 15% of what they earn to denied claims, underpayments, and billing tasks that don’t get completed. StrataPT recovers that revenue. We provide practice management software and revenue cycle management for outpatient physical and occupational therapy practices nationwide. We only get paid when our customers get paid. We don’t have a demand problem—practices seek us out, see our product, and want it. We need a sales leader to turn this demand into a predictable number, carry a quota, and build the team that takes us to our next capital milestone. If you’ve been the top closer on your team, the go-to for coaching, and are ready to build a sales function from scratch, this role is for you. Why This Role • You Build It: There’s no old playbook to defend or bureaucracy to navigate. You create the process, set the forecast, define the hiring bar and outbound strategies, and own the results.
- The Hard Part Is Done: The product works, our customers stay, and inbound demand is strong. The challenge is conversion and pipeline generation—where a strong sales leader excels.
- A Product You Can Sell With Conviction: Each deal helps independent clinics recover revenue that payers withhold. Our buyers are clinicians and practice owners—you’ll be helping them get paid for their work.
- A Seat at the Table: You’ll report to the President and present results to the board. You’ll be included in decision-making that impacts your number.
- Ownership in What You Build: Equity participation means you share in the value you create at the next capital event. Your impact will be visible in monthly results.
- Serious Backing: StrataPT is backed by Council Capital, a healthcare-focused private equity firm supporting growth leaders. What You Will Do • Sell: Spend about half your week on your own pipeline, making calls and closing deals, and lead our largest opportunities (above $85,000 in value).
- Coach: Our account executive transitioned from occupational therapy to sales—buyers trust her. Combine her credibility with strong sales mechanics for incredible returns.
- Hire: Recruit and ramp up account executive #2, and set the standard for future hires.
- Build: Establish the sales process in HubSpot, run weekly pipeline reviews, develop outbound initiatives, and deliver reliable forecasts. What Winning Looks Like in Year One • Close your first deal within 60 days and deliver $600K in new annual recurring revenue personally over the year.
- Book $2.5M in new annual recurring revenue as a team in 12 months.
- Reach 45 qualified leads per month by month six, with at least 30% from non-paid sources.
- Maintain a 28% close rate from qualified lead to signed customer for a full quarter.
- Account executive #2 closes their first deal within 90 days and both are at 80% of plan or better by month twelve.
- Forecast accuracy within ±15% of actuals for six straight months.
- Sales is led by you and your team, not the executive team’s calendar. You Will Thrive Here If You • Have carried a personal quota and led other sellers—both are essential.
- Close volume in the $20,000-$85,000 range—not just large annual deals.
- Have sold to owner-operators who sign personally.
- Generate pipeline and don’t just work pre-qualified leads.
- Excel in a small company with limited infrastructure, tooling, or budget.
- Have owned and delivered accurate sales forecasts.
- Know how to make calls on seller performance, not just hiring decisions.
- Built sales workflows in HubSpot or a similar CRM that drive action. Bonus Points • Revenue cycle management, medical billing, practice management, or EMR software sales into outpatient providers.
- Sold on a percentage-of-collections pricing model.
- A clinical background or coached sellers from clinical roles (PT, OT, SLP).
- Deep experience with HubSpot as your CRM.
- Private equity experience, and an understanding of capital events and growth goals. Probably Not Your Seat If • You haven’t closed a deal yourself in three years (this leader sells).
- You need an SDR team, sales engineer, and a large budget to succeed. You’ll build with what’s here and earn the next investment.
- Your best results came from enterprise deals above $100K. Our model is about volume and speed. Council Capital and our portfolio companies are committed to building high-performing teams by hiring the best talent—period. We believe in putting the right people in the right seats, regardless of background, and we’re always looking for individuals who bring fresh thinking, grit, and a drive to make a difference. Thank you for considering a role with one of our companies. We’re excited to learn more about you.